3. Who are you?
• Small local charity
• Regional branch of national charity
• Small national charity
• Small international charity
• Someone I have missed?
• Sole fundraiser
• Trustee fundraisers
4. On the shelf?
• How to find your
perfect partner
• How to encourage
interest
• How to find that special
synergy
• What are the different
fundraising mechanisms
• Managing the
partnership
5.
6. PRINCIPLES OF CORPORATE MATCH
MAKING
• Approach
• Motivation
• Relationship
• Money
• Longevity
8. 1. Who to Approach
• Scattergun approach
• Who already supporting
you?
• Networks
– BNI
– Trustees
– Chamber of Commerce
– Family and friends
– Current corporate
supporters
– Contacts of current
supporters
9. 1.Identify your prospects
• Insider Magazine
• Entrepreneur
• Glossies
• Free magazines
• Local & Regional Papers
• Sunday Times – best small
companies
• TV & Radio
• Internet
– Corporate charity connections
– Twitter
• E- news
– Businessdesk.com
– MEN
11. GET TO MEET YOUR TARGET
• Invite the prospect to a cultivation event
• Ask for their expert advise
• Invite them to speak at an event
• Go and hear them speak
• Get an introduction through a supplier
• Ring and ask for some time with the decision
maker
12. Elevator Pitch
• An elevator pitch is a short summary used to
quickly and simply define a product, service,
or organization and its value proposition
• 1 minute
• Key information
• What you do
• What you need
15. 2. MOTIVATION
‘UNDERSTAND OUR BUSINESS, OUR AIMS & OBJECTIVES
TOGETHER WITH OUR CULTURE AND CLIENTS’
• Philanthropy
• PR
• Awards
• Staff retention
• Customer acquisition and loyalty
• Increases motivation and productivity
16. Business objective hit in
first 12 months of 5 year
partnership
•Target of 20% reduction in 3 – 5
years
•Samaritans paid to deliver training
•driver managers
•staff at stations
•Poster campaign
•Donation to Samaritans
•5,000 staff trained
•13% reduction in suicides in 1 year
•£63k saved per suicide
•£1.9 million saved
17. 3.The Meeting – Stage 1
• Be Professional
• Dress for your audience
• Know what you want to
get out of the meeting
• Set the scene from your
perspective
• Listen to what they
want
18. The Meeting
• Presentation or brochure • Summarise and arrange
• Clear case for support follow up
• Case study to enlighten • Leave something behind
• charity sparkle ~ Laura & email after the meeting
• Overcome objections
• Tailor your offering
– Employee engagement
– PR
– Challenges
– Unique Initiatives
– Trading
– Events
– Cultivation event
19. 4.HOW MUCH CAN CORPORATES GIVE
• Sponsorship
• Payroll giving
• Recycling
• Cause related marketing
• Staff fundraising
• Customer fundraising
• Gift in kind
• Pro bono
• Charitable trusts
• Challenge events
• HR products
20. A MATCH MADE IN HEAVEN
• Make it a partnership from the start
• Legal matters
• Charity have a three year plan
• Understand their world
• Work as equals, share your challenges
• Build the partnership, keep it fresh
• If it is a finite project stay in touch
22. THE MARRIAGE
• Have a plan for the partnership that you both
sign off
• Get as many people involved as possible at
different levels
• Ensure you can deliver the information
needed, agree with your programme team
• Have an exit strategy
• Have an account manager on both sides
23. Separation
• Don’t be afraid to walk
away
– One sided
– Meeting after meeting
– High on promises and
low on delivery
– If you have a bad feeling
walk away
24. Summary
• 5 principles of fundraising from corporates
• Research your prospects
• Elevator pitch
• Meeting
• Types of corporate fundraising
• Partnership
GOOD LUCK
