shift: corporate philanthropy part ii
TRANSCRIPT
Corporate PhilanthropyA Fundraising Primer
CT Association of Nonprofits
Sondra Lintelmann-Dellaripa
Corporate PhilanthropyA Fundraising Primer
CT Association of Nonprofits
www.harvestdevelopmentgrp.comwww.linkedin/in/sondradwww.thefbooksite.com
#CorpCAN @HarvestDev @CTNonprofits
•Value Proposition•Preparation•Identifying and Targeting prospects•Research/Tools, current donors•Document strategy•Integrate efforts into organization •Build a pipeline•Benchmark progress•Summary and Q&A
Defer
Judgment
It’s against all our combined logic
It can’t be done
It’s never worked for us in the past
We’re on the wrong track
Someone must have tried it OR they tried it and it failed
We cant afford it
We don’t have the time, people, energy, connections
And so on…
Brainstorming
Koinonia1. fellowship, association, community, joint participation
A. the share which one has in anything, participationB. a gift jointly contributed, a collection, a contribution, as exhibiting an embodiment and proof of fellowship
1) Establish dialogue.2) Exchange ideas.3) Don’t argue.4) Don’t interrupt.5) Listen carefully.6) Clarify your thinking.7) Be honest.
Value InventoryMethod Products/services Market Expertise Geographic
One on One Assess/Audit Nonprofits Board Development
Connecticut
Thru Subcontractors
Manage campaigns For Profits Corporate Giving Shoreline
In group Tools/Templates Individuals Benchmarking America
Long distance Study Guides/Plans Membership Groups
Strategic Planning New England
Third party Talent Procurement Young Professionals
Research Hartford
My Value proposition
for partnering with a corporation
One on one, Assess/Audit, Young Professionals, Strategic Planning, New England
I offer companies an opportunity to reach Young Professionals in New England. I can deliver this through our one on one service delivery, already in place. I can use our Organizational Assessment and Auditing service and our Strategic Planning experience.
Proposal ideas
for partnering with a corporation
One on one, Audit/Assess, Young Professionals, Strategic Planning, New England
The project idea is to develop a one on one training about fundraising, for New England Young Professionals who are being groomed for nonprofit board seats.
The project idea is to develop a one on one training module on recruitment ofNew England Young Professionals for positions within fundraising in NPO’s.
The project idea is to develop a pool of Young Professionals in New England, who are trained in corporate philanthropy, to be partnered one on one with newlyhired NPO Executives and Board Chairpersons, to share and coach on business modelsin corporate fundraising.
Preparation
Develop and Vet prospect listWeigh our approachResearch target prospectsSet target amountsKey partners to assistDefine and document a strategyOrganize your information
Whose our
Target?
Your current and most recent corporate donorsYour vendorsThe companies affiliated with your volunteers, board/committee members and clients.
Name
Largest Gift
Amount
Total Amount of
GiftsLast gift
dateType of
gift
A Financial Services Corp
$10,000.00
$250,000.00 2006 Sponsor
A&A Office Systems, Inc. $6000.00 $6000.00 2010 Sponsor
A.S. Labieniec, Inc. $400.00 $400.00 2007 Annual
A.T.A. Realty, Inc. $500.00 $500.00 2007 Annual
Abbott Laboratories$10,000.0
0 $20,000.0
0 2009 Grant
ABCO Wholesale Distributors, L.L.C. $3000.00
$10,000.00 2009 Sponsor
Accounts Management Inc. $1950.00 $1950.00 2009 Event
Achieve Financial Credit Union $6500.00
$25,500.00 2010 Sponsor
Corporate donors over the last five years
Vendor Name 3 yr Total
revenue 3 year Avg
3M
4BIZ GROUP
A & A OFFICE SYSTEMS INC
ABBOTT NUTRITION
ABCO DISTRIBUTORS, INC.
ACSYS, INC.
ADDEDUS SOFTWARE
AETNA
840,806.58 280,268.86
63,482.39 21,160.80
90,325.94 30,108.65
296,366.65 98,788.88
134,328.46 44,776.15
65,642.50 21,880.83
285,470.78 95,156.93
121,387.12 40,462.37
Corporate vendors
over the last three years
Research
The details you collect will be those
that will help you determine
who might be your best and most likely prospects, as well as
who might fit best with your organization.
Research toolsGoogle
Search newsSet up a news alert RealtimeImagesVideos
Company websiteFree websites for annual and social responsibility reports
www.prars.comwww.corporateregister.comwww.CSRwire.com
Paid sitesLexis Nexis, Hoover online
Current partners: board, volunteers, and donors. Corporate giving committeeCorporate advisory group
Google news alert
Google Realtime
For the 18th year in a row, The Hartford will be the Presenting Sponsor and host of the Walk Against Hunger, one of our most important annual fundraising events. In addition to providing an outstanding facility, logistical services, entertainment, and food for our 2010 Walk event… over 1,200 dedicated employees formed 22 walk teams. Together they raised an astounding $162,082! In turn, The Hartford made a one-time matching gift of $100,000 to Foodshare to both honor their staff member’s achievement and celebrate the firm’s 200 th anniversary. Throughout the year, volunteers from The Hartford also make a difference by participating in nearly every hunger-fighting program that Foodshare has to offer. From early spring through early winter, volunteers from The Hartford grow fresh fruits and veggies in area gardens such as Varney Farm and Auer Farm. Groups spend many hours sorting donated produce at our Regional Market facility. Or they sort bulk bread donations and other grocery items at our Bloomfield distribution center and reclamation facility. Groups also tackle special one-day projects for us on the United Way’s annual Day of Caring. At offsite events, volunteers from The Hartford staff Foodshare information tables, give speeches describing our efforts to end hunger, and present ourHunger 101 awareness-raising group activity. And they support the annual Turkey and a Twenty Campaign each November… an event every bit as important as the Walk Against Hunger itself. "The Hartford is a proud supporter of Foodshare and its efforts to fight hunger in the greater Hartford area. Throughout The Hartford’s history – and still strong today – is a rich tradition of giving back to the communities where we live and work. We remain dedicated to providing resources and support to help our communities achieve what's ahead."– Andy Napoli, President of Consumer Markets, The Hartford In fact, The Hartford’s support is so formidable, that they would easily have been Foodshare’s top business donor of 2010, however, they graciously asked to be removed from consideration in order to give other area businesses an opportunity to be recognized. Over the past two decades, The Hartford, along with their employees and their families have raised well over one million dollars to help alleviate hunger in the greater Hartford area. In deepest appreciation for their ongoing support, we recognize The Hartford as April’s Donor Spotlight recipient.
Google Images and Videos
corporate website
Research toolsGoogle
Search newsSet up a news alert RealtimeImagesVideos
Company websiteFree websites for annual and social responsibility reports
www.prars.comwww.corporateregister.comwww.CSRwire.com
Paid sitesLexis Nexis, Hoover online
Current partners: board, volunteers, and donors. Corporate giving committeeCorporate advisory group
My Value proposition
for partnering with a corporation
One on one, Assess/Audit, Young Professionals, Strategic Planning, New England
I offer companies an opportunity to reach Young Professionals in New England. I can deliver this through our one on one service delivery, already in place. I can use our Organizational Assessment and Auditing service and our Strategic Planning experience.
Document strategy
Document strategy
validate your approach
organizes essential data
roadmap for approach
Solicitation Brief
Company information and contact infoWho key partners are in cultivation and solicitationCompany history with your organizationKey Findings from your researchYour value propositionYour project examplesStrategyKey points in the discussion
Integrate
Balance is required
Capturing corporate interest
Corporate leaders for boards and committees
corporate volunteers for operations
Time And Talent:
Board investment
add value
help to advance the organization
a passion for the mission
the caliber of the nonprofits’ CEO
caliber of the board leadership
clear expectations
• Have effective CEOs to run the organizations• Articulate clear and reasonable expectations of board members• Can show that other board members are engaged and supportive, especially board leaders• Provide relevant information to board candidates, related to board governance, the organization, and financials• Conduct business-like board meetings focused on key strategic issues
Time and Talent:
Volunteer Opportunities
aligned with their mission
organized and show results
meaningful and important
many interests, efficiently
• Ask and understand what the business and their employees want out of the team volunteer experience• Create volunteer opportunities that meet organizational needs and appeal to volunteers• Create clear position descriptions (for example, tutoring or mentoring)• Screen and select qualified volunteers• Provide excellent training, mentoring and support to volunteers• Recognize and thank volunteers• Get feedback from volunteers, and ensure that the experience is rewarding and positive
Develop opportunities to
engage more corporate donors at smaller levels.
Develop a moves management process specific to corporate donors. Practice good donor relations with companies.
Benchmarking your progress
• You cannot do it alone. • The value to your corporate partner includes the good will, social trust, employee satisfaction, brand awareness, local recognition. Put a price tag on it.• A middle man is okay• Learn to speak business (translate your social service language to be readily understood and engaging).• Make sure you can show your impact in business terms• Be flexible and open to new ideas, but remain vigilant of your risks and work to mitigate them through transparent communication and compromise.
Final thoughts
Recap•Value Proposition•Preparation•Identifying and Targeting prospects•Research/Tools, current donors•Document strategy•Integrate efforts into organization •Build a pipeline•Benchmark progress•Summary and Q&A