An easy to follow presentation if you are a non-profit looking to answer these types of questions: How do we ask companies to partner? What do we have to offer a corporate sponsor? What are we doing wrong? We ask for support all the time, but never get it.  Companies partner once, but don’t renew. Why? How can we be like…?

1.
Corporate
Sponsorship
Solicita0on
Made
Easy
Equip.
Exchange.
Empower

2.
“The
key
element
to
success
is
confron3ng
the
right
ques3ons.”
~
Tom
Tierney,
Chairman
&
Co-­‐founder,
The
Bridgespan
Group
~

3. Challenges
• How
do
we
ask
companies
to
partner?
• What
do
we
have
to
offer
a
corporate
sponsor?
• What
are
we
doing
wrong?
We
ask
for
support
all
the
>me,
but
never
get
it.
• Companies
partner
once,
but
don’t
renew.
Why?
• How
can
we
be
like
chairty:water?

4. The
8
Essen0als
1.
If
anything
was
possible,
what
would
your
organiza>on
look
like?
What
would
its
impact
be
on
the
world?
2. If
you
could
describe
what
your
organiza>on
does
in
a
few
key
word
phrases,
what
would
those
be?
3. What
is
your
most
pressing
problem
as
an
organiza>on
right
now?
4. If
you
could
wave
a
magic
wand,
what
would
you
ask
for
in
order
to
solve
the
problem(s)
men>oned
above?
5. To
help
you
accomplish
your
goals,
what
does
your
ideal
team
or
outside
partner(s)
look
like?
6. What
legacy
do
you
want
your
organiza>on
to
have?
7. What
is
your
ideal
start
>me
&
how
much
>me
are
you
willing
/able
to
invest
to
see
things
develop?
8. What
financial
commitment
are
you
willing/able
to
invest
to
see
things
develop?

5. “Our
goals
can
only
be
reached
through
a
vehicle
of
a
plan,
in
which
we
must
fervently
believe,
and
upon
which
we
must
vigorously
act.
There
is
no
other
route
to
success.”
~
Stephen
A.
Brennan
~

6. Partner
Ac0on
Plan
Renew
Target
Acknowledge
Define
Engage
Outreach
Iden>fy
needs
|
Navigate
towards
solu>ons

7. Tracking
Rela0on-­‐
ship
Level
Point
Person
Company
Contact
Name
Title
Contact
info:
Info/interests
Ini0al
“Ask”
Achieves
goal
of…
1
Execu>ve
Director
Large
Company
Jane
Doe
VP
of
West
Coast
Marke>ng
Jane.doe.L
C.com
-­‐
Met
@
X
networking
event.
-­‐
Married
with
3
children.
-­‐
Loves
baseball
-­‐
Never
acended
an
event.
Purchase
a
table
@
annual
gala
for
$5,000
Introducing
them
to
the
org
&
bringing
poten>ally
10
new
prospects
to
the
event
3
Board
member
X
Amazing
John
Doe
Opportunity
CEO
John@AO.
com
Purchased
table
@
gala
past
3
years.
Program
alum.
Upgrade
giving
to
$10,000+
Achieves
X
board
members
Give
&
Get
goal
of
$5,000

8. Target
Who
you
know
• Your
team–
Staff,
board
members,
high-­‐level
volunteers
etc.
• Your
donors
-­‐-­‐
Super
fans,
networkers,
business
owners,
big
givers,
employees
of
great
companies
• Your
greater
community–
Facebook,
Twicer,
YouTube
etc.

9. Target
Who
you
want
to
know
• Make
your
dream
list
-­‐-­‐
Companies
&
Individuals
• Share
it
with
your
community

10. Target
Who
you
don't
know
you
should
know
(…
yet!)
• Be
open
to
introduc>ons
• Track
your
research–
Dig
deeper
into
your
target
companies
• Who
are
their
compe>tors?
• Who
are
their
partners?

11. Leverage
FREE
Resources

12. Define
Rela0onships
(-­‐1)
Damaged–
Someone
who
has
had
a
bad
experience
in
any
capacity.
The
rela>onship
needs
repairs
(0)
Prospect
–
A
poten>al
contact,
someone
you
haven’t
met
yet
and
are
adding
to
your
ac>on
plan
(1)
New
-­‐
You
have
been
introduced,
&
will
follow
up
on
the
conversa>on
(2)
Engaged
-­‐
They
have
an
understanding
of
the
club,
maybe
acended
an
event
or
made
a
visit,
but
haven’t
made
a
dona>on
(3)
Donor
–
They
have
a
deep
understanding
of
the
club
and
have
commiced
money
to
the
organiza>on

13. Outreach
Knowing
what
prospects
care
about
makes
“asking”
easier
• Know
what
you
want
&
what
it’s
for
• Keep
The
Ask
Simple
• Focus
on
what
your
organiza>on
does
best
• Why
it’s
important
to
your
organiza>on?

14. Engage
• Be
authen>c
• Use
real
stories
• Be
prepared
to
answer
tough
ques>ons
• Have
all
materials
ready
• Have
fun
&
enjoy
the
opportunity
to
share
your
passion
for
your
organiza>on

15. Acknowledge
Partners
&
Donors
are
your
celebri>es
Be
thankful
Be
informa>ve
Make
it
personal

16. “Lead
with
generosity.”
~
Keith
Ferrazzi,
Ferrazzi
Greenlight
&
author
of
Who’s
Got
Your
Back?
&
Never
Eat
Alone~

17. Renew
• Focus
on
growing
rela>onships
&
your
network
• Ask
how
you
can
help
them-­‐-­‐
make
an
introduc>on,
set-­‐up
a
VIP
visit,
etc.
• Offer
incen>ves
that
help
you
&
your
team

18. Measuring
• Keep
your
measuring
tools
simple
and
consistent
• Aim
to
hit
your
50%
mark
at
the
mid
point
of
your
major
fundraising
benchmarks
• Goals
should
be
checked
quarterly
at
each
board
mee>ng
• Each
board
mee>ng
should
include
the
following:
• Individual
Give
&
Get
Reports
• Donor
list
for
current
fiscal
year
• Review
of
the
master
Donor
Ac>on
Plan

19. Tips
&
Tricks
• Plan
Ahead-­‐-­‐
Get
on
the
radar
before
budgets
sesng
in
January
• Leverage
free
resources
for
research
• Engage
Your
Team–
Have
board
members
and
staff
work
with
you
on
your
ask
• Be
a
good
example-­‐-­‐Write
your
check
on
>me
and
feel
good
about
your
giving.
It’s
contagious!
**
Secret
Tip:
Fashion
brands
or
high-­‐end
retailers
are
usually
in
their
offices
through
the
holidays.
It’s
a
great
>me
to
get
them
on
the
phone!
**

20.
Things
to
Remember….
• Listen,
listen,
listen!
• It
is
about
the
personal
connec>on
you
create
with
the
people
in
the
company
that
macers
• Be
flexible
&
willing
to
look
at
various
op>ons

21.
Be
bold.
Be
brave.
Be
open.
Worst
case
scenario,
you
get
everything
you
ask
for
and
more!

22. Got
Ques>ons?
bradyhahn@mac.com
|
@bradyhahn