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AN UNTAPPED GOLDMINE:
BUSINESS NETWORKING
for Fundraising Professionals

Presented by
Karen Perry-Weinstat
President
TYPICAL HIERARCHY
who knows who?

board
members

executive
director, et. al.

development
team

- major donors
- c-level e...
WHO DO YOU KNOW?
I. your own relationships
II. professional capital

III. an unlimited “well”
WHO DO YOU KNOW?
I. your own relationships
• more than a card exchange
• a two-way street – give first!
• minimum 3-5 year...
WHO DO YOU KNOW?
II. professional capital
• improves your resume
• adds value to your position
• enables you to “give back...
WHO DO YOU KNOW?
III. an unlimited “well”
• events: committee members,
sponsors, honorees, participants,
raffle and in-kin...
WHAT IS STOPPING YOU?
• lack of time
• agency does not cover costs
• uncomfortable at a “business” event
• uncomfortable w...
WHERE WILL YOU GO?
get started
• ask committee and board members
which groups they recommend
• check to see if your organi...
WHERE WILL YOU GO?
group types
• dedicated lead-generating groups
• Gotham
• Professional Networkers of Westchester
• West...
WHERE WILL YOU GO?
group types
• rotary clubs
• chambers
• The Business Council of Westchester
• Westchester County Associ...
BREAKING THE ICE
plan for success
• ask to be invited
• go with a co-worker or friend
• set reasonable expectations
THE ELEVATOR SPEECH
the first step
• :30 seconds or less – intro
• your name, position and organization
• 2-3 lines about ...
THE ELEVATOR SPEECH
sample
I’m Karen Perry and I represent the School-Business
Partnerships of Long Island. We run robotic...
“WHAT’S IN IT FOR ME?”
• people listen through this filter
• break the nonprofit stereotype
• ask more about them
• ask wh...
“WHAT’S IN IT FOR ME?”
• use what they have told you to discuss
how getting involved in your
organization will help reach ...
FOLLOW UP AND REPEAT
• send a follow up email
• set selective “coffee-dates” or lunches
• show up regularly
• join a commi...
PLANTING SEEDS
your connections

• donors – sponsors (or connections to)
• honorees (or connections to)
• board members (o...
REAPING RESULTS
your network
AN UNTAPPED GOLDMINE:
BUSINESS NETWORKING
for Fundraising Professionals

Presented by
Karen Perry-Weinstat
President
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An Untapped Goldmine: Business Networking for Fundraising Professionals

Makes a case for fundraising professionals to nurture and maintain a business network as a resource for their organization. Development professionals in the nonprofit community are notably missing in the active circuit of networking activities.

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An Untapped Goldmine: Business Networking for Fundraising Professionals

  1. 1. AN UNTAPPED GOLDMINE: BUSINESS NETWORKING for Fundraising Professionals Presented by Karen Perry-Weinstat President
  2. 2. TYPICAL HIERARCHY who knows who? board members executive director, et. al. development team - major donors - c-level execs in community - donors, sponsors - business contacts - professionals
  3. 3. WHO DO YOU KNOW? I. your own relationships II. professional capital III. an unlimited “well”
  4. 4. WHO DO YOU KNOW? I. your own relationships • more than a card exchange • a two-way street – give first! • minimum 3-5 year commitment
  5. 5. WHO DO YOU KNOW? II. professional capital • improves your resume • adds value to your position • enables you to “give back”
  6. 6. WHO DO YOU KNOW? III. an unlimited “well” • events: committee members, sponsors, honorees, participants, raffle and in-kind donors • major gifts: prospects & gatekeepers • volunteers, annual donors, outlets for publicity, etc.
  7. 7. WHAT IS STOPPING YOU? • lack of time • agency does not cover costs • uncomfortable at a “business” event • uncomfortable when you don’t know anyone • ???
  8. 8. WHERE WILL YOU GO? get started • ask committee and board members which groups they recommend • check to see if your organization is already a member • check your newspaper or google
  9. 9. WHERE WILL YOU GO? group types • dedicated lead-generating groups • Gotham • Professional Networkers of Westchester • Westchester Business Connection • women’s organizations • Professional Women of Westchester • Women’s Business Connection
  10. 10. WHERE WILL YOU GO? group types • rotary clubs • chambers • The Business Council of Westchester • Westchester County Association • industry – trade groups
  11. 11. BREAKING THE ICE plan for success • ask to be invited • go with a co-worker or friend • set reasonable expectations
  12. 12. THE ELEVATOR SPEECH the first step • :30 seconds or less – intro • your name, position and organization • 2-3 lines about what the agency does • 2-3 lines about why you are there and why this is relevant
  13. 13. THE ELEVATOR SPEECH sample I’m Karen Perry and I represent the School-Business Partnerships of Long Island. We run robotics programs that engage students from grade school through high school in hands-on learning of science and technology. This encourages them to pursue careers in these fields – and provides a future workforce for area companies. I’m here to offer opportunities to get involved – joining our great group of business people, engineers and educators who volunteer with the students and join our committees to support our mission.
  14. 14. “WHAT’S IN IT FOR ME?” • people listen through this filter • break the nonprofit stereotype • ask more about them • ask what brings them there • if possible, help them first
  15. 15. “WHAT’S IN IT FOR ME?” • use what they have told you to discuss how getting involved in your organization will help reach their goals • share stories of other committee and/or board members have connected in beneficial ways • only give your card when asked • only ask for a card if you will follow up
  16. 16. FOLLOW UP AND REPEAT • send a follow up email • set selective “coffee-dates” or lunches • show up regularly • join a committee • bring a guest
  17. 17. PLANTING SEEDS your connections • donors – sponsors (or connections to) • honorees (or connections to) • board members (or connections to) • committee members • in-kind donors • event participants
  18. 18. REAPING RESULTS your network
  19. 19. AN UNTAPPED GOLDMINE: BUSINESS NETWORKING for Fundraising Professionals Presented by Karen Perry-Weinstat President

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