2013-05-16 Generating Corporate Sponsorship Support


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If your organization seeks corporate sponsorships through standard offerings – conferences, events, or other programs – you’re missing tremendous opportunities to leverage those relationships into mutually beneficial, long-lasting partnerships.

In today’s environment potential corporate sponsors are closely scrutinizing value received for dollars spent. Discover what the corporate sector is seeking when considering whether to sponsor your activities and what impact this has on your efforts. Successful nonprofit organizations recognize that they must go beyond the standard prospectus outreach if they are to increase sponsorship income. This interactive seminar covers the six critical factors that you can implement to increase corporate sector revenue.

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2013-05-16 Generating Corporate Sponsorship Support

  1. 1. Thrive. Grow. Achieve.Generating CorporateSponsorshipSupportLewis Flax, Flax AssociatesMay 16, 2013
  2. 2. Generating CorporateSponsorship SupportRAFFA Learning CommunityThursday, May 16th, 20139:00 AM – 11:00 AM1899 L Street, NW6th Floor (Large Conference Room)Washington, DC 20036
  3. 3. Event AttendanceMemorable?
  4. 4. Fundraising Efforts: Approach• Repeated requests –sponsorships/solicitations• Partnership relationships• Impact on specific activities
  5. 5. Today’s Session• Nonprofit perspective?• Corporate viewpoint• Involvement
  6. 6. Corporate Perspective: Outreach• Repeated requests for support• Corporate objectives?• Likely response
  7. 7. Differentiation• Understand their objectives,and then position our offerings• Tailor responses / customize
  8. 8. Critical Factor # 1We need to understand their ________first and then position our offerings so wemeet specific __________ .
  9. 9. A Shift in Approach• Understand their objectives• Relationships with others• Successful campaigns• Other partnerships
  10. 10. Initial Questions: Current Status• Understanding of currentinitiatives• Status of these efforts• Interest in specific areas
  11. 11. Goals and Objectives• Future vision• Key objectivesGap between current situationand objectives?
  12. 12. Challenges?• Issues or challenges• ‘Problems’ and their implications• Result and the impact
  13. 13. Critical Factor # 2If we ask the right ________, we candetermine appropriate next _________.
  14. 14. Many Requests• Standard offerings• How handled and by whom?
  15. 15. Corporate Processing• Review of offering• Types of questions• Strategic vision
  16. 16. Transition UP?• Strategic questions• Introductions and connections• Relationship vs transaction
  17. 17. Critical Factor # 3In order to obtain higher level ________,we need to connect with corporate_________ on a _________ level.
  18. 18. Positioning• Questions• Goals and objectives• Customized responses
  19. 19. Critical Factor # 4Secure _________in your organization bybefore focusing on a specific _________.
  20. 20. Third Party Validation• Reference point• Connection
  21. 21. Limit Prospect Base• Connections• Appropriate industries/companies• Limit this type of outreach to top prospects
  22. 22. Critical Factor # 5Remember 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 # 6A key element of corporate interest involvesother ________ that decide to _________.
  26. 26. Questions?Lewis FlaxFlax Associateslewis@flaxassociates.com(202) 266-2655www.flaxassociates.com