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2013-10-09 Generate Corporate Sponsorship Support
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2013-10-09 Generate Corporate Sponsorship Support

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  • 1. • Thrive. Grow. Achieve. Generating Corporate Sponsorship Support Lewis Flax, Flax & Associates Wednesday, October 9, 2013
  • 2. Event Attendance Memorable?
  • 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

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