Corporate fundraising


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Corporate fundraising

  1. 1. Corporate sponsorships in a nutshell How to..
  2. 2. Preparation is key: 3 steps to prep Step One: Know thyself <ul><li>Know your organization & project & fundraising – </li></ul><ul><ul><li>Org- mission, budget, leadership (your business plan) </li></ul></ul><ul><ul><li>Project- SWOT, distinctiveness </li></ul></ul><ul><ul><li>Funding approach- annually, single donor, lead gift then others, multiple sponsors </li></ul></ul><ul><li>Your Elevator Pitch: What is the work? why is it important? what are the payoffs? </li></ul><ul><ul><li>what can the corporation put in their newsletter as the accomplishments they funded? </li></ul></ul>
  3. 3. Step 2: Scope out the corps <ul><ul><li>Corps give much less than individuals – in absolute terms. 1/3 of corp donations are in-kind. </li></ul></ul><ul><li>Research the corps </li></ul><ul><ul><li>Puget Sound Business Journal , Philanthropy NW, Giving USA, Websters New World Grant Writing Handbook, etc. </li></ul></ul><ul><ul><li>Free resources : Hoovers online, Foundation Finder, Grant smart www., Guide Star </li></ul></ul><ul><li>Finding a good fit: </li></ul><ul><ul><li>Who gave in the past? </li></ul></ul><ul><ul><li>Who is giving to your peer institutions? </li></ul></ul><ul><ul><li>Go to corporate websites- read their press releases and use their key words , now go to Hoovers and Id their Execs who are doing what you are doing, pick the top 3 and call them. </li></ul></ul>
  4. 4. Step Three: Alignment is key <ul><li>Synergies: </li></ul><ul><ul><li>What are you doing that they are doing? (3 bullets) </li></ul></ul><ul><ul><li>What are you doing that they are not doing? (3 bullets) </li></ul></ul><ul><li>Stay informed about the corps (use your scoping tools !) </li></ul><ul><li>Build relationships – visit, connect connect connect (past board, advisors, past staff and volunteers, ask to put them on the newsletter, personally invite to an event, go to the same events or to their event) </li></ul><ul><li>Ask for the donation- corps give 1/3 in kind </li></ul><ul><ul><li>Call the top exec you identified OR Call and ask who handles charitable giving or the corporate giving /donation manager </li></ul></ul><ul><ul><li>If they say yes- Compliance is Stewardship </li></ul></ul><ul><ul><li>If they say no – Keep connecting (ask if you can put them on the newsletter) and ask later </li></ul></ul>
  5. 5. Nuggets <ul><li>Follow the rules, know the priorities and limits of the corp or foundation </li></ul><ul><li>Relationships are key- find an in. Invite a top person on the board, provide volunteers or services to the corp </li></ul><ul><ul><li>Gatekeepers: accept the proposal- can be influencers. Decision makers decide who is funded. </li></ul></ul><ul><ul><li>Don’t try to go to top to get to your champion, go to the receptionist. </li></ul></ul><ul><li>Have: a well defined problem to solve, vision & passion in leadership, experienced staff, long term funding, strategic plan </li></ul><ul><li>Have your elevator speech down. (2 min) </li></ul>
  6. 6. Nuggets <ul><li>Use their language – press releases, goals in annual reports </li></ul><ul><li>Give to the corporation: </li></ul><ul><ul><li>Alignment with corps values, vision or mission </li></ul></ul><ul><ul><li>Marketing exposure </li></ul></ul><ul><ul><li>Benefits to the community </li></ul></ul><ul><ul><li>Existing business </li></ul></ul><ul><li>Know the Foundation’s past funding and priorities </li></ul><ul><ul><li>Then call or email & ask- read website, saw what you funded, give 2 min pitch </li></ul></ul>
  7. 7. Nuggets <ul><li>A good budget tells the story of the project </li></ul><ul><li>A Good Project Budget is: </li></ul><ul><ul><li>Consistent, complete & reasonable in costs - double check you math! </li></ul></ul><ul><ul><li>Itemizes cost, shows in-kind and provides narrative explanation </li></ul></ul><ul><ul><li>Revenue is presented with expenses </li></ul></ul><ul><li>A Good Org budget reflects: </li></ul><ul><ul><li>a financially stable organization </li></ul></ul><ul><ul><li>Broad mix of financial support </li></ul></ul><ul><ul><li>Org priorities & Support of staff </li></ul></ul>
  8. 8. Nuggets <ul><li>A quality proposal </li></ul><ul><ul><li>Clear description of the project and need for it </li></ul></ul><ul><ul><li>Well developed and carefully planned project </li></ul></ul><ul><ul><li>Aligned with funder’s goals </li></ul></ul><ul><ul><li>Management ability to deliver </li></ul></ul><ul><ul><li>Measurable results </li></ul></ul><ul><ul><li>Track record with similar projects </li></ul></ul><ul><li>Funders want to know the project exists without them. </li></ul><ul><ul><li>Ask for 50% or less of the budget, Spread the risk with other organizations </li></ul></ul>
  9. 9. Nuggets <ul><li>If you are granted: </li></ul><ul><ul><li>Ask what level of communication they want </li></ul></ul><ul><li>If not- </li></ul><ul><ul><li>Ask for feedback - strengths, weaknesses </li></ul></ul><ul><ul><li>Ask about next grant cycle. </li></ul></ul>
  10. 10. Grant writing resources <ul><li> </li></ul><ul><li> </li></ul><ul><li>http://lone- </li></ul><ul><li> </li></ul>