Generating Corporate Support


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Corporate sector revenue often represents an important or desired income stream for many nonprofits. At the same time, corporations are besieged by requests for funding – and in this environment are much more judicious as to which organizations they support. Within the nonprofit sector, we reach a critical decision point: How will we change our approach in order to improve results?

Learn the six critical factors that you can implement to increase corporate sponsorship and partnership revenue.

Published in: Business, Technology
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Generating Corporate Support

  1. 1. Generating Corporate Support Lewis Flax April 25, 2012A Service Of: Sponsored by:
  2. 2. INTEGRATED PLANNING Advising nonprofits in: • Strategy • Planning (617) 969-1881 • Organizational Development info@synthesispartnership.comA Service Of: Sponsored by:
  3. 3. Affordable collaborative data management in the cloud.A Service Of: Sponsored by:
  4. 4. Today’s Speaker Lewis Flax President Flax AssociatesAssisting with chat questions: Hosting:April Hunt, Nonprofit Webinars Sam Frank, Synthesis PartnershipA Service Of: Sponsored by:
  5. 5. Today’s HostLewis Flax is President of Flax Associates, a firm thatassists nonprofits in generating corporate support throughsponsorship and partnership efforts. Clients include missionbased nonprofits and associations, and we focus ondeveloping and implementing the strategy, structure, andoutreach in order to increase corporate sector revenue.Further information is available at
  6. 6. Event AttendanceMemorable?
  7. 7. Fundraising Efforts: Approach• Repeated requests – sponsorships/solicitations• Partnership relationships• Impact on specific activities
  8. 8. Today’s Webinar• Nonprofit perspective?• Corporate viewpoint• Involvement
  9. 9. Corporate Perspective: Outreach• Repeated requests for support• Corporate objectives?• Likely response
  10. 10. Differentiation• Understand their objectives, and then position our offerings• Tailor responses / customize
  11. 11. Critical Factor # 1We need to understand their ________first and then position our offerings so wemeet specific __________ .
  12. 12. A Shift in Approach• ‘No Sale Zone’ outreach• Objectives and current activities• Strategic plans• Successful campaigns• Other partnerships/relationships
  13. 13. Many Requests• Standard offerings• How handled and by whom?
  14. 14. Corporate Processing• Review of offering• Types of questions• Strategic vision
  15. 15. Transition UP?• Strategic questions• Introductions and connections• Relationship vs transaction
  16. 16. Critical Factor # 2In order to obtain higher level ________,we need to connect with corporate_________ on a _________ level.
  17. 17. Positioning• Questions• Goals and objectives• Customized responses
  18. 18. Critical Factor # 3Secure _________in your organization byasking _________ related to their currentefforts.
  19. 19. Third Party Validation• Reference point• Connection
  20. 20. Different Approaches• Consumer products?• Service business• 80/20 rule
  21. 21. Limit Prospect Base• Connections• Appropriate industries/companies• Limit this type of outreach to top prospects
  22. 22. Critical Factor # 4Remember that ________ of our businessshould come from _________ of our clients.
  23. 23. Involvement• Others involved• Promote others engaged• Spur interest of competitors
  24. 24. Mentality• Frequent questions• Spur interest
  25. 25. Critical Factor # 5A key element of corporate interest involvesother ________ that decide to _________.
  26. 26. Crafting Outreach Documents• Perfection?• Final product• Seek input
  27. 27. Engagement• Seek feedback• Opinions valued
  28. 28. Critical Factor # 6Seek ______ in developing ________from prospective _____ or ______.
  29. 29. Lewis FlaxFlax
  30. 30. Find listings for our current season of webinars and register at: NonprofitWebinars.comA Service Of: Sponsored by: