1. Thrive. Grow. Achieve.
Generating Corporate
Sponsorship Support
Lewis Flax, Flax & Associates
Thursday, January 29, 2015

2. Generating Corporate
Sponsorship Support
Raffa Learning Community
Thursday, January 29th, 2015
9:00 AM – 11:00 AM
1899 L Street, NW
6th Floor Conference Room
Washington, DC 20036

3. Today’s Agenda
• Current status
• Sponsorship revenue - events
• Organizational partnerships and campaigns
• Your plans – implementing next steps

4. Key Elements
• Nonprofit view?
• Corporate perspective
• Involvement

5. EVENTS

6. Involvement
• Others involved
• Promote others engaged
• Spur interest

7. Mentality
• Frequent questions
• Leverage for our benefit
• Beyond financial support

8. Third Party Credibility
• Reference point
• Connection

9. ‘Pre-Sell’ Sponsorships
• Conduct advance outreach
• Gain early commitments
• Notify and promote to others

10. Seek Input
• Draft format
• Edits, comments, and track changes
• Seek feedback, value their input, and gain
buy-in

11. Perfection?
• Final product
• No customization
• Time consuming

12. Limit Offerings
• Align with prior year or event
• Supply vs. demand

13. Restrict Benefits
• Menu of options?
• Restrict benefits of greatest value
• Include offerings beyond event
• Force ‘buy-up’ as opposed to
lower level of support

14. A Sense of Urgency
• Deadlines
• Others interested
• Limited availability
• Other options

15. Straightforward and Simple
• List the top two or three benefits
• Easy to read and understand
• Simple!

16. PARTNERSHIPS

17. Event Attendance
Memorable?

18. Fundraising Efforts: Approach
• Repeated requests –
sponsorships/solicitations
• Difficult and time consuming
• Impact on activities over time

19. Corporate Perspective: Outreach
• Repeated requests for support
• Corporate objectives?
• Likely response

20. Corporate Processing
• Review of offering
• Types of questions
• Strategic vision

21. Differentiation
• Understand their objectives,
and then position our offerings
• Tailor responses / customize

22. A Shift in Approach
• Understand their objectives
• Relationships with others
• Successful campaigns
• Other partnerships

23. Initial Questions: Current Status
• Understand current
initiatives
• Status of these efforts
• Interest areas

24. Goals and Objectives
• Future vision
• Key objectives
Gap between current situation
and objectives?

25. Challenges?
• Issues or challenges
• ‘Problems’ and their implications
• Result

26. Transition UP?
• Respect
• Empower
• Strategic / difficult questions
• Relationship vs transaction

27. Positioning
• Questions
• Goals and objectives
• Customized responses

28. Limit Prospect Base
• Connections
• Appropriate industries/companies
• Limit this type of outreach to top prospects

29. Approach
• Consumer products?
• Service offerings
• 80 / 20 rule

30. Next Steps
• Interest in improving results
• Time/resources
• Strategies and tactics
• Actions in the next 30 days
• Impact on your organization

31. Your Host
Lewis Flax
– Secure corporate support
– Develop strategy / plans to generate revenue
– Business development outreach guidance
– Offer training, coaching, and consulting
– Review of documents and proposals
Email: lewis@flaxassociates.com
Phone: 202 266-2655 (w) 301 922-9309 (c)
Web: www.flaxassociates.com

32. Page 21
Questions?
Lewis Flax
Flax Associates
lewis@flaxassociates.com
(202) 266-2655
www.flaxassociates.com