Whether you have a limited or extensive budget, laying the groundwork for a successful fundraising event isn’t easy. At the Vivanista Fundraising Summit on Saturday November 12th, Brady Hahn (founder of The Nonprofit Effect) led people through all the steps necessary for solidifying this vital partnership- beginning with an assessment of your internal organization then a host of tips to help target and communicate with potential corporate sponsors.

1. Corporate Sponsorship
Solicitation Made Easy
Equip. Exchange. Empower

2. “The key element to success is
confronting the right questions.”
~ Tom Tierney, Chairman & Co-founder, The Bridgespan Group ~

3. Challenges
• How do we ask companies to partner?
• What do we have to offer a corporate sponsor?
• What are we doing wrong? We ask for support all
the time, but never get it.
• Companies partner once, but don’t renew. Why?
• How can we be like chairty:water?

4. The 8 Essentials
1. If anything was possible, what would your organization look like?
What would its impact be on the world?
2. If you could describe what your organization does in a few key word
phrases, what would those be?
3. What is your most pressing problem as an organization right now?
4. If you could wave a magic wand, what would you ask for in order to solve the
problem(s) mentioned above?
5. To help you accomplish your goals, what does your ideal team or outside
partner(s) look like?
6. What legacy do you want your organization to have?
7. What is your ideal start time & how much time are you willing /able to invest to
see things develop?
8. What financial commitment are you willing/able to invest to see things develop?

5. “Our goals can only be reached through a
vehicle of a plan, in which we must fervently
believe, and upon which we must vigorously act.
There is no other route to success.”
~ Stephen A. Brennan ~

6. Partner Action Plan
Renew Target
Acknowledge Define
Engage Outreach
Identify needs | Navigate towards solutions

7. Tracking
Relation- Point Company Contact Title Contact Info/interests Initial“Ask” Achieves
ship Person Name info: goal of…
Level
1 Executive Large Jane Doe VP of West Jane.doe. - Met @ X Purchase a Introducing
Director Company Coast LC.com networking event. table @ them to the
Marketing - Married with 3 annual gala org &
children. for $5,000 bringing
- Loves baseball potentially
- Never attended 10 new
an event. prospects to
the event
3 Board Amazing John Doe CEO John@AO. Purchased table @ Upgrade Achieves X
member X Opportunity com gala past 3 years. giving to board
Program alum. $10,000+ members
Give & Get
goal of
$5,000

8. Target
Who you know
• Your team– Staff, board members, high-level
volunteers etc.
• Your donors -- Super fans, networkers, business
owners, big givers, employees of great companies
• Your greater community–
Facebook, Twitter, YouTube etc.

9. Target
Who you want to know
• Make your dream list -- Companies & Individuals
• Share it with your community

10. Target
Who you don't know you should know (… yet!)
• Be open to introductions
• Track your research– Dig deeper into your target companies
• Who are their competitors?
• Who are their partners?

11. Leverage FREE Resources

12. Define Relationships
(-1) Damaged– Someone who has had a bad experience in any
capacity. The relationshipneeds repairs
(0) Prospect – A potential contact, someone you haven’t met yet
and are adding to your action plan
(1) New - You have been introduced, & will follow up on the
conversation
(2) Engaged- They have an understanding of the club, maybe
attended an event or made a visit, but haven’t made a donation
(3) Donor– They have a deep understanding of the club and have
committed money to the organization

13. Outreach
Knowing what prospects care about
makes “asking” easier
• Know what you want & what it’s for
• Keep The Ask Simple
• Focus on what your organization does best
• Why it’s important to your organization?

14. Engage
• Be authentic
• Use real stories
• Be prepared to answer tough questions
• Have all materials ready
• Have fun & enjoy the opportunity to share your passion
for your organization

15. Acknowledge
Partners & Donors are your celebrities
Be thankful
Be informative
Make it personal

16. “Lead with generosity.”
~ Keith Ferrazzi, FerrazziGreenlight&
author of Who’s Got Your Back? & Never Eat Alone~

17. Renew
• Focus on growing relationships &your network
• Ask how you can help them-- make an
introduction, set-up a VIP visit, etc.
• Offer incentives that help you & your team

18. Measuring
• Keep your measuring tools simple and consistent
• Aim to hit your 50% mark at the mid point of your major
fundraising benchmarks
• Goals should be checked quarterly at each board meeting
• Each board meeting should include the following:
• Individual Give & Get Reports
• Donor list for current fiscal year
• Review of the master Donor Action Plan

19. Tips & Tricks
• Plan Ahead-- Get on the radar before budgets setting in
January
• Leverage free resources for research
• Engage Your Team– Have board members and staff work with
you on your ask
• Be a good example--Write your check on time and feel good
about your giving. It’s contagious!
** Secret Tip: Fashion brands or high-end retailers are usually in their offices
through the holidays. It’s a great time to get them on the phone! **

20. Things to Remember….
• Listen, listen, listen!
• It is about the personal connection you create
with the people in the company that matters
• Be flexible& willing to look at various options

21. Be bold. Be brave. Be open.
Worst case scenario, you get everything
you ask for and more!

22. Got Questions?
brady@nonprofiteffect | @bradyhahn