2013-10-09 Generate Corporate Sponsorship Support
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2013-10-09 Generate Corporate Sponsorship Support
- 1. • Thrive. Grow. Achieve. Generating Corporate Sponsorship Support Lewis Flax, Flax & Associates Wednesday, October 9, 2013
- 3. Fundraising Efforts: Approach • Repeated requests – sponsorships/solicitations • Partnership relationships • Impact on specific activities
- 4. Today’s Session • Nonprofit perspective? • Corporate viewpoint • Involvement
- 5. Corporate Perspective: Outreach • Repeated requests for support • Corporate objectives? • Likely response
- 6. Differentiation • Understand their objectives, and then position our offerings • Tailor responses / customize
- 7. Critical Factor # 1 We need to understand their ________ first and then position our offerings so we meet specific __________ .
- 8. A Shift in Approach • Understand their objectives • Relationships with others • Successful campaigns • Other partnerships
- 9. Initial Questions: Current Status • Understanding of current initiatives • Status of these efforts • Interest in specific areas
- 10. Goals and Objectives • Future vision • Key objectives Gap between current situation and objectives?
- 11. Challenges? • Issues or challenges • ‘Problems’ and their implications • Result and the impact
- 12. Critical Factor # 2 If we ask the right ________, we can determine appropriate next _________.
- 13. Many Requests • Standard offerings • How handled and by whom?
- 14. Corporate Processing • Review of offering • Types of questions • Strategic vision
- 15. Transition UP? • Strategic questions • Introductions and connections • Relationship vs transaction
- 16. Critical Factor # 3 In order to obtain higher level ________, we need to connect with corporate _________ on a _________ level.
- 17. Positioning • Questions • Goals and objectives • Customized responses
- 18. Critical Factor # 4 Secure _________in our organization before focusing on a specific _________.
- 19. Third Party Validation • Reference point • Connection
- 20. Limit Prospect Base • Connections • Appropriate industries/companies • Limit this type of outreach to top prospects
- 21. Critical Factor # 5 Remember that ________ of our business should come from _________ of our clients.
- 22. Involvement • Others involved • Promote others engaged • Spur interest of competitors
- 23. Mentality • Frequent questions • Spur interest
- 24. Critical Factor # 6 A key element of corporate interest involves other ________ that decide to _________.
- 25. Page 21 Thank you! QUESTIONS? Lewis Flax Flax Associates lewis@flaxassociates.com (202) 266-2655 www.flaxassociates.com