RBW Strategy discusses common ways in which corporate entities support non-profits and their giving practices to help you learn about getting funding.

1. Nonprofit Roundtable/Nonprofit Montgomery
Development Table: Corporate Giving
March 7, 2014
8:30-10:00 AM
Facilitated by Rachel Werner, MPA, PMP, GPC

2. Discussion Agenda Overview
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 Introductions
 Types of corporations
 Common ways in which corporate entities support
non-profits
o Corporate giving
o Sponsorships/scholarships
o Grants (through foundations)
o Group volunteers
 Corporate giving practice at non-profits
o How should corporate donors be engaged?
o How do we engage others at my organization?
 Summary Q&A

3. Introductions
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 Name
 Organization
 Position
 Current corporate/major gift program
 Challenges concerning pursuit of corporate gifts

4. Types of corporations
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In terms of corporate funding, it is best to categorize
the type of entity:
 Corporations: Fortune 500 companies,
established companies, usually have foundation
and/or corporate giving policy
 Local businesses: Small business entities located
within organization’s program operations
 Faith-based: Although 501(c)(3) organizations,
many provide funding from donor base or formal
funding group

5. Common ways in which entities support
non-profits
5
 Corporate giving: Also referred to as corporate
philanthropy, refers to the act of for-profit
companies donating some of their profits or
resources to charity.
 Sponsorships/scholarships: Donations
designated towards individuals and/or events
based on company and/or employee giving
priorities.

6. Common ways in which entities support
non-profits
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 Corporate Foundation: Separate 501(c)(3)
charitable giving entity separate from corporation.
Typically there is an established application
process, or foundation contributes to pre-selected
organizations.
 Group volunteers: Some corporations have
specialized volunteer or philanthropy days, or
encourage community volunteerism

7. Common ways in which entities support
non-profits
7
Rule of thumb – corporate involvement (in order of
preference):
o Monetary gift (including sponsorship or scholarship)
o Pledge (future gift)
o Profit sharing day (i.e. Jeans Day at KPMG)
o Participation in Federated Campaign (publicity at
business location)
o Employee matching gift
o In-Kind donation
o Group volunteerism
o References to other potential donors
o Publicity on cause related marketing
materials/emails

8. Corporate giving practice: Engaging
corporate donors
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 Do your research on a company and/or corporate
prospect (use sample donor prospect form)
 Consider the interests of the corporate entity, not
your organizational interests
 Focus on establishing a long-term relationships
with companies, even if contact leaves

9. Corporate giving practice: Engaging
corporate donors
9
Be prepared: Maintain a list of documents in
designated folders for meetings with potential
corporate entities (or major gift donors):
o Current financial audit
o Current 990 form
o 501(c)(3) designation letter
o Annual report
o Marketing materials (brochure, newsletter, fact
sheet, etc.)
o Copies of articles in which your organization is
mentioned or applauded
o Business card of organization’s key point of contact

10. Corporate giving practice: Involve others at
your organization
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 Conduct major gifts brainstorming session with the
board and staff to determine potential connections
with corporate entities – create or update a list
 Designate an organizational point of contact for
each corporate entity identified (consider board
members signing a pledge form). Create a step by
step plan for outreach to donor to include:
o Initial outreach
o Ongoing cultivation
o How information will be shared with organization
o Acknowledgment of thanks

11. Corporate giving practice: Involve others at
your organization
11
 Develop a list of frequently asked questions a
corporate contact may ask so those organizational
points of contact not as familiar with the
organization’s programs and finances will not be
blindsided.
 Organizations new to corporate giving may want to
consider having stock templates on hand for those
conducting outreach, including:
o Phone script
o Emails to potential donors
o Thank you letters

12. Corporate giving practice: Involve others at
your organization
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Sample outreach plan
Activity Estimated
Level of
Effort
Timeframe Tools Outcome
Initial Prospect
Research
10 hours 1-2 months Prospect profile form Completed prospect profile
Initial Outreach 3-5 hours 1 month Template email,
talking points, donor
packet contents,
Organizational FAQs
Response via email, letter,
phone, and/or scheduled in-
person meeting
Acknowledgement TBD – no more
than one hour
per recognition
Ongoing
(as needed)
Template thank you Send written thank you to
donor after each meeting or
positive correspondence
Ongoing
cultivation/Award
received
5 hours
quarterly
Ongoing
(as needed)
Donor packet
contents
Outreach to portfolio
contacts no less than four
times per year, or quarterly
(i.e. meeting, call, email)
* All of these activities should be captured within the organization to
ensure institutional knowledge of donor cultivation activities.

13. Summary Q&A
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 Review challenges with corporate outreach and
engagement
 Additional questions?

14. Resources
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 Foundation Center: www.foundationcenter.org
 Grant Space: Introduction to Corporate Giving
webinar: http://grantspace.org/Tools/Knowledge-
Base/Funding-
Resources/Corporations/corporate-giving
 Annual Report of Philanthropy in America:
http://www.givingusareports.org/
 Trends in Corporate Giving:
http://cecp.co/research/benchmarking-
reports/giving-in-numbers.html

15. Contact Information
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Rachel Werner, Owner and CEO
RBW Strategy, LLC
Ph: (301) 325-8552
Email: rachel@rbwstrategy.com
www.rbwstrategy.com