Community-based organizations (CBOs) play a crucial role in addressing the social drivers of health that healthcare systems often struggle to tackle alone. But how do you move from good intentions to meaningful partnerships that create lasting impact?

Lisa Weitzman, Director of Strategic Partnerships at Benjamin Rose, joined Blooming Health to offer practical insights from over a century of community service experience. Here are the four essential steps to building partnerships that deliver real results.

Step 1: Build Authentic Relationships First

Start with presence, not pitches. Healthcare partnerships aren't built through cold calls or business development meetings. Instead, focus on:

Establish presence in relevant community conversations and demonstrate commitment beyond business development

Leverage existing connections and networking opportunities rather than trying to reach healthcare executives directly

Show persistence with patience, partnerships take years to develop. As Weitzman notes, "expect 3-year monthly conversations"

The key is becoming a trusted voice in the community healthcare ecosystem before you ever discuss formal partnerships.

Step 2: Ensure True Mission Alignment

The foundation of any successful partnership lies in shared values, not just shared interests. As Weitzman explains, "Mission alignment - focus on vulnerable older adults and caregivers" is essential, along with seeking "true collaboration vs. 'checking boxes.'".

Focus on shared values around vulnerable populations and equity-centered care

Seek true collaboration vs. 'checking boxes' – evaluate whether potential partners are genuinely committed or simply fulfilling grant requirements

Align on person-centered approaches that prioritize client-defined goals and ask questions like "What does a good day look like?"

Mission alignment creates the foundation for partnerships that weather challenges and deliver sustained impact.

Step 3: Demonstrate Your Unique Value Through Comprehensive Care

Weitzman says to showcase what CBOs do best. While healthcare systems excel at medical interventions, CBOs bring comprehensive approaches to the social and environmental factors driving health outcomes:

Highlight your holistic assessment capabilities – Benjamin Rose tracks 35 domains of life assessment in care navigation programs

Emphasize your community expertise in areas like food insecurity programs, social isolation interventions, financial health support, and housing assistance

Quantify your impact through metrics like reduced hospitalizations and ED visits, improved patient experience, and reduced system navigation burden

Technology integration can amplify this value. EHR-integrated platforms enable closed-loop operations where CBOs and health systems share data and communicate seamlessly, ensuring referrals are tracked and outcomes are measured in real-time.

Step 4: Lead with Superior Patient Engagement

Leverage your engagement expertise. CBOs often outperform healthcare systems in reaching hard-to-engage populations, making this a key differentiator:

Implement systematic outreach with approaches like three-attempt contact commitments using multiple communication methods (phone, email, mail)

Master the 'warm handoff' approach to transfer trust between organizations

Address engagement barriers that CBOs uniquely understand, including stigma around aging and asking for help, historical lack of trust in systems, and caregiver guilt

This engagement expertise becomes increasingly valuable as healthcare moves toward value-based payment models that reward outcomes over volume.

Why These Steps Matter Now

As healthcare shifts toward value-based care, the comprehensive services that CBOs provide become essential to improving outcomes while controlling costs. The key is positioning your organization not as a vendor providing ancillary services, but as an essential partner delivering community-rooted care that healthcare systems cannot replicate alone.

Success requires patience, persistence, and a clear value proposition that demonstrates how community expertise complements clinical care. By following these four steps, CBOs can build the meaningful partnerships necessary to address the social drivers of health and create lasting impact for the populations they serve.