generating corporate support
Post on 19-Oct-2014
772 views
DESCRIPTION
Corporate sector revenue often represents an important or desired income stream for many nonprofits. At the same time, corporations are besieged by requests for funding – and in this environment are much more judicious as to which organizations they support. Within the nonprofit sector, we reach a critical decision point: How will we change our approach in order to improve results?Learn the six critical factors that you can implement to increase corporate sponsorship and partnership revenue.TRANSCRIPT
Sponsored by:A Service
Of:
Generating Corporate Support
Lewis Flax
April 25, 2012
Sponsored by:A Service
Of:
Advising nonprofits in:
• Strategy
• Planning
• Organizational Development
www.synthesispartnership.com
(617) 969-1881
INTEGRATED PLANNING
Sponsored by:A Service
Of:
Affordable collaborative data
management in the cloud.
Sponsored by:A Service
Of:
Today’s Speaker
Lewis FlaxPresident
Flax Associates
Hosting:
Sam Frank, Synthesis PartnershipAssisting with chat questions: April Hunt, Nonprofit Webinars
Today’s Host
Lewis Flax is President of Flax Associates, a firm that
assists nonprofits in generating corporate support through
sponsorship and partnership efforts. Clients include mission
based nonprofits and associations, and we focus on
developing and implementing the strategy, structure, and
outreach in order to increase corporate sector revenue.
Further information is available at www.flaxassociates.com
Event Attendance
Memorable?
Fundraising Efforts: Approach
• Repeated requests –
sponsorships/solicitations
• Partnership relationships
• Impact on specific activities
Today’s Webinar
• Nonprofit perspective?
• Corporate viewpoint
• Involvement
Corporate Perspective: Outreach
• Repeated requests for support
• Corporate objectives?
• Likely response
Differentiation
• Understand their objectives,
and then position our offerings
• Tailor responses / customize
Critical Factor # 1
We need to understand their ________
first and then position our offerings so we
meet specific __________ .
A Shift in Approach
• ‘No Sale Zone’ outreach
• Objectives and current activities
• Strategic plans
• Successful campaigns
• Other partnerships/relationships
Many Requests
• Standard offerings
• How handled and by whom?
Corporate Processing
• Review of offering
• Types of questions
• Strategic vision
Transition UP?
• Strategic questions
• Introductions and connections
• Relationship vs transaction
Critical Factor # 2
In order to obtain higher level ________,
we need to connect with corporate
_________ on a _________ level.
Positioning
• Questions
• Goals and objectives
• Customized responses
Critical Factor # 3
Secure _________in your organization by asking _________ related to their current efforts.
Third Party Validation
• Reference point
• Connection
Different Approaches
• Consumer products?
• Service business
• 80/20 rule
Limit Prospect Base
• Connections
• Appropriate industries/companies
• Limit this type of outreach to top prospects
Critical Factor # 4
Remember that ________ of our business should come from _________ of our clients.
Involvement
• Others involved
• Promote others engaged
• Spur interest of competitors
Mentality
• Frequent questions
• Spur interest
Critical Factor # 5
A key element of corporate interest involves other ________ that decide to _________.
Crafting Outreach Documents
• Perfection?
• Final product
• Seek input
Engagement
• Seek feedback
• Opinions valued
Critical Factor # 6
Seek ______ in developing ________
from prospective _____ or ______.
Lewis Flax
Flax Associates
(202) 266-2655
www.flaxassociates.com
Sponsored by:A Service
Of:
Find listings for our current season of webinars and register at:
NonprofitWebinars.com