The document provides an overview of a training program on corporate giving. It discusses: - Why companies give to nonprofits, including to advance business objectives, increase visibility, benefit employees, be good corporate citizens, and take tax deductions. - What companies typically provide, such as foundation grants, corporate contributions, in-kind donations, employee involvement, and sponsorships. - Steps for nonprofits to take to determine if they are ready to seek corporate support and how to find potential corporate funders by researching companies and staying aware of industry news.

1. The Foundation Center’s Training Programs
Introduction to
Corporate Giving
Did you take a
handout packet?
Please turn off your cell phones!
What You Will Learn Today
• Why companies give
• What companies give
• How to determine if your organization is
ready to seek corporate support
• How to find corporate funding prospects
• How to approach a potential corporate
supporter
Part 1
Why Companies Give and
Why They Would Give to
Your Nonprofit
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2. The Foundation Center’s Training Programs
Why Do Corporations Give?
• To advance their business objectives
• To increase corporate visibility
• To benefit their employees
• To be good corporate citizens
• To take advantage of tax deductions
Advancing Business Objectives
• Do you share an audience/constituency?
• Would companies want to connect with
your constituents?
• Do you address issues of interest to a
company?
Increasing Brand Visibility
• How visible are you in the community?
• How big an audience do you have?
• How do you get your name in front of
the public?
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3. The Foundation Center’s Training Programs
Benefiting Employees
• Do corporate employees benefit from
your work?
• Do you have volunteer opportunities for
corporate employees?
Corporate Citizenship
• How do you strive to enhance the local
community, making it a more attractive
place to live and work?
• How deep is your network of community
leaders, those with whom corporate
executives would want to associate?
Tax Benefits
• Do you have 501(c)(3) status?
– Companies can deduct up to 10% of pre-
tax profits to charitable giving
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4. The Foundation Center’s Training Programs
Part 2
What Companies Give
How Much Do Corporations Give?
Private Contributions by Source
($ in billions)
Corporations
$15.29
5%
Individuals Bequests
$211.77 8%
$22.83
73%
14%
Foundations
$41.0
Total Giving: $290.89 billion
Source: Giving USA 2011, Giving USA Foundation,
researched and written by the
Center On Philanthropy at Indiana University
Cash vs. Non-Cash Contributions
Company Direct
Foundation Cash
Cash 26.6%
25.33%
Non-cash
48.6%
Source: The 2009 Corporate Contributions Report,
The Conference Board
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5. The Foundation Center’s Training Programs
Monetary Contributions
• Foundation grants
• Corporate contribution
• Employee matching grants
In-Kind Contributions
• Product/equipment donations
• Donated services
• Use of facilities
Employee Involvement
• Employee volunteer programs
• Executives on loan
• Board service
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6. The Foundation Center’s Training Programs
Sponsorships and Cause-Related
Marketing
• Sponsorships
• Cause-related marketing
– Public association of a for-profit company
with a nonprofit organization, designed to
promote the company’s products/services
and to raise money for the nonprofit.
Case Study
Mountain View Senior Center and
CHI Partnership
Part 3
Is Your Nonprofit Ready to
Seek Corporate Support?
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7. The Foundation Center’s Training Programs
Considerations Before Taking on
Corporate Fundraising
• How does corporate support fit into your
overall fundraising plan?
• Types of companies with which you
do/don’t want to work
• How will your various constituencies
react to a potential corporate donor?
• What would you be willing to do to
secure corporate support?
Putting Your Organization in the
Best Position
• Contacts in the corporate world
throughout your network
• Memberships in organizations which
facilitate corporate networking
• Know who’s doing business in your
community
• Your capacity to quickly publicize
corporate support
Part 4
Finding Corporate Funders
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8. The Foundation Center’s Training Programs
Creating Your Corporate Prospect List
• Find companies located in your geographic
area (headquarters, subsidiaries/divisions,
plants/offices/stores)
• Find companies based on what they do
• Find companies based on what you do
• Find companies providing the type of support
you need
• Stay abreast of recent news
Resources for Funding Research
• Print directories
• Corporate Giving Online
• Foundation Directory Online
• Periodicals on corporate philanthropy
Researching Corporate Giving
History
• Company-sponsored foundation
– Through 990-PF
• Direct corporate giving
– More challenging to research
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9. The Foundation Center’s Training Programs
Staying Abreast of Recent News
• Company’s web site
• Philanthropy News Digest
• Chronicle of Philanthropy
• Local business journal
• Business research web sites
Part 5
How to Approach a
Corporate Supporter
Making the Approach
• Find out who the “gatekeeper” is
• Find out who can help you open the
door
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10. The Foundation Center’s Training Programs
Talking Points
Reasons why they should support your
organization
• You are working in the same geographic area
• Their employees are already involved with
your organization
• You have potential customers among your
constituents
• You are highly visible with a strong reputation
Summing Up
• Corporate philanthropy is motivated by the
bottom line and company interests
• Look at your organization from the company’s
point of view
– You won’t get support from a company unless you
have a connection
• Companies support nonprofits in many
different ways
• Utilize all our resource tools to find a match
For More Information
• Resource list is available at
http://foundationcenter.org/course_
materials/free_training/
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11. Corporate Giving Online
Sample Record
Lockheed Martin Corporation
6801 Rockledge Dr.
Bethesda, MD 20817-1836
(301) 897-6000
Company URL: http://www.lockheedmartin.com
Establishment information: Established in 1995 from the merger of Lockheed Corp. with Martin Marietta Corp.
Company type: Public company
Company ticker symbol and exchange: LMT/NYSE
Business activities: Researches, designs, develops, manufactures, and integrates advanced technology products and services.
Business type (SIC): Guided missiles and space vehicles
Financial profile for 2008: Number of employees, 146,000; assets, $33,439,000,000; sales volume, $42,731,000,000
Fortune 1000 ranking: 2008-54th in revenues, 42nd in profits, and 139th in assets
Forbes 2000 ranking: 2008-161st in sales, 146th in profits, and 521st in assets
Board of directors: Robert J. Stevens, Chair.; E.C. Pete Aldridge; Nolan D. Archibald; Marcus C. Bennett; James O. Ellis;
Gwendolyn S. King; James M. Loy; Douglas H. McCorkindale; Eugene F. Murphy; Joseph W. Ralston; Frank Savage; James M.
Schneider; Anne Stevens; James R. Ukropina; Douglas C. Yearley.
Corporate officers: Robert J. Stevens, Chair., Pres., and C.E.O.; Christopher E. Kubasik, Exec. V.P. and C.F.O.; Joseph Cleveland,
V.P. and C.I.O.; James Comey, Sr. V.P. and Genl. Counsel; Mary Margaret Vandeweghe, Sr. V.P., Finance; Kenneth J. Disken, Sr.
V.P., Human Resources; Lillian M. Trippett, V.P. and Secy.; Anthony G. Van Schaick, V.P. and Treas.; Martin T. Stanislav, V.P. and
Cont.; Peter A. Harrigan, V.P., Comms.; Craig R. Quigley, V.P., Public Affairs.
Subsidiaries and/or Divisions: KAPL, Inc., Schenectady, NY; Sandia Corp., Albuquerque, NM.
Joint Ventures: United Space Alliance, LLC, Houston, TX.
International operations: Australia; Belgium; Canada; Egypt; France; Germany; Japan; Saudi Arabia; Singapore; Switzerland;
Turkey; United Kingdom.
Affiliated grantmaker(s): Lockheed Martin Corporation Contributions Program; Lockheed Martin Corporation Foundation;
Lockheed Martin Vought Systems Employee Charity Fund
Company EIN: 521893632
Additional geographic information: County: Montgomery; metropolitan area: Washington-Arlington-Alexandria, DC-VA-MD-WV;
Congressional district: Maryland District 8.
(c)The Foundation Center 11

12. Grantmaker Profile
Lockheed Martin Corporation Foundation
(formerly Martin Marietta Corporation Foundation)
6801 Rockledge Dr.
Bethesda, MD 20817-1803
Contact: Meagan T. Campion, Mgr., Corp. Philanthropy
E-mail: meagan.t.campion@lmco.com
URL: www.lockheedmartin.com/aboutus/community/philanthropy/
Type of Grantmaker: Company-sponsored foundation
IRS Exemption Status: 501(c)(3)
EIN: 136161566
990-PF: 2007 2006 2005 2004 2003 2002 2001
Donor(s): Martin Marietta Corp.; Lockheed Martin Corp.
Background: Established in 1955 in MD.
Limitations: Giving primarily in areas of company operations. No support for
religious organizations not of direct benefit to the entire community, professional
associations, labor or fraternal organizations, social clubs, athletic groups, or private
elementary or secondary schools. No grants to individuals (except for employee-
related scholarships), or for booklet, yearbook, or journal advertising or home-based
child care or educational services.
Purpose and Activities: The foundation supports programs designed to promote
education; community outreach; and customer and constituent relations.
Program Area(s): The grantmaker has identified the following area(s) of interest:
Lockheed Martin International Scholarship Program: The foundation awards
three $3,000 four-year college scholarships to children of non-US citizen employees of
Lockheed Martin. The program is administered by the Institute of International
Education.
Lockheed Martin Merit Scholarship Program: The foundation awards $3,000 four-
year college scholarships to National Merit Finalists who are children of employees of
Lockheed Martin. The program is administered by the National Merit Scholarship Corp.
Matching Gift Program for Colleges and Universities: The foundation matches
contributions made by employees and directors of Lockheed Martin to institutions of
higher education on a one-for-one basis from $25 to $10,000 per contributor, per
year.
Fields of Interest: Subjects: Arts; Community/economic development; Education;
Elementary/secondary education; Environment; Health care; Human services;
Mathematics; Military/veterans' organizations; Public affairs; Science.
Types of Support: Employee-related scholarships; Employee matching gifts;
General/operating support; Program development.
Publications: Application guidelines.
Application Information: Application form required.
Initial approach: Complete online application; contributions to national initiatives and
organizations are made from corporate headquarters and contributions to local
programs are made by local sites close to the program
Board meeting date(s): Quarterly
Deadline(s): Rolling
Officer and Trustees: Christopher J. Knotts, Secretary; Dennis R. Boxx; Kenneth J.
Disken; Robert Trice; Peter F. Warren, Jr.
Number of Staff: 1 full-time professional; 1 full-time support.
Memberships: Associations and Other Philanthropic Organizations: Maryland
Association of Nonprofit Organizations.
Financial Data: Year ended 12/31/07: Assets: $15,918,947 (market value);
Expenditures: $7,137,926; Total giving: $6,665,158; Qualifying distributions:
$6,725,530; Giving activities include: $6,665,158 for 132 grants (high: $2,000,000;
low: $75).
Additional Location Information: County: Montgomery; Metropolitan area:
Washington-Arlington-Alexandria, DC-VA-MD-WV; Congressional district: Maryland
District 8.
Selected Grants: The following grants were reported in 2004:
$1,900,000 to Scholarship Foundation, Cherry Hill, NJ, payable over 1 year.
$644,450 to National Merit Scholarship Corporation, Evanston, IL, payable over 1
year.
$300,000 to District of Columbia College Access Program, Washington, DC, payable
over 1 year.
$250,000 to United Negro College Fund, Fairfax, VA, payable over 1 year.
$200,000 to Smithsonian Institution, Washington, DC, payable over 1 year.
$150,000 to Maryland Science Center, Baltimore, MD, payable over 1 year.
$125,000 to Tufts University, Medford, MA, payable over 1 year.
$110,000 to Strathmore Hall Arts Center, North Bethesda, MD, payable over 1 year.
$32,000 to Pennsylvania State University, University Park, PA, payable over 1 year.
$20,000 to Baltimore Museum of Art, Baltimore, MD, payable over 1 year.
(c)The Foundation Center 12

13. Mountain View Senior Center and CHI Partnership
Case Study
The Mountain View Senior Center (MVSC) is a growing agency serving senior citizens in Johnson
County, a metropolitan area to which an increasing number of retirees are moving. Mountain View
offers many educational programs for seniors on topics such as financial management, personal
wellness, diet and exercise, etc. The agency also runs an activities center and coordinates many
recreational opportunities for seniors, such as the ever-popular annual community senior golf
tournament.
CHI is a local corporation which manufactures personal care products. The company’s primary
customers are drug stores, beauty supply stores and salons; they recently introduced a new line
of personal care products for older adults. CHI does not have a formal company-sponsored
foundation with set guidelines or procedures; there is a corporate contributions committee made
up primarily of management staff. The company has a history of supporting nonprofits providing
community health services and children and youth programs.
For MVSC’s recent Senior Activity Fair, an employee of CHI volunteered her time to offer make-up
demonstrations for the participants, using many of the company’s products. The company also
donated “Personal Care Kits” for distribution at the fair.
This was the first collaboration between Mountain View Senior Center and CHI, and Mountain
View’s leadership would like to further develop the relationship. In addition to the employee
volunteer, one of Mountain View’s newest board members is a recently retired CHI executive.
The leadership of the Center is meeting soon to come up with an action plan for pursuing a
relationship with CHI. Put yourself in the role of the development director and, using the attached
chart as a model, brainstorm ideas for potential partnerships between MVSC and CHI.
(c)The Foundation Center 13

14. Mountain View Senior Center and CHI Partnership
Case Study
CASE STUDY: Mountain View Senior Center and CHI
Partnership Viability Worksheet
Q: What does Mountain View Senior Center have that might be of interest to CHI?
Partnership Viability Worksheet
◆ ____________________________________________________________________________
Q: What does Mountain View Senior Center have that might be of interest to CHI?
◆ ____________________________________________________________________________
◆ ____________________________________________________________________________
VIABILITY Y
WHOSEE RATING G
SUPPORT DO
T O (1=least likely;
t ;
PARTNERSHIP OPTION
P N TASK
K YOU NEED?
U ? 5=most viable)
t
In-kind donations Pursue additional product Same channel as 5
donations—to distribute at used for previous
nursing homes, other events donation
Foundation Center 3/07
(c)The Foundation Center 14