Generating Corporate Support

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Corporate sector revenue often represents an important or desired income stream for many nonprofits. At the same time, corporations are besieged by requests for funding – and in this environment are much more judicious as to which organizations they support. Within the nonprofit sector, we reach a critical decision point: How will we change our approach in order to improve results? Learn the six critical factors that you can implement to increase corporate sponsorship and partnership revenue.

Business Technology

Generating Corporate Support
Lewis Flax
April 25, 2012

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Of: Sponsored by:

INTEGRATED PLANNING
Advising nonprofits in: www.synthesispartnership.com
• Strategy
• Planning (617) 969-1881
• Organizational Development info@synthesispartnership.com

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Affordable collaborative data
management in the cloud.

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Today’s Speaker

Lewis Flax
President
Flax Associates
Assisting with chat questions: Hosting:
April Hunt, Nonprofit Webinars Sam Frank, Synthesis Partnership

A Service
Of: Sponsored by:

Today’s Host

Lewis Flax is President of Flax Associates, a firm that
assists nonprofits in generating corporate support through
sponsorship and partnership efforts. Clients include mission
based nonprofits and associations, and we focus on
developing and implementing the strategy, structure, and
outreach in order to increase corporate sector revenue.
Further information is available at www.flaxassociates.com

Fundraising Efforts: Approach

• Repeated requests –
sponsorships/solicitations
• Partnership relationships
• Impact on specific activities

Today’s Webinar

• Nonprofit perspective?
• Corporate viewpoint
• Involvement

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

Differentiation

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

Critical Factor # 1

We need to understand their ________
first and then position our offerings so we
meet specific __________ .

A Shift in Approach

• ‘No Sale Zone’ outreach
• Objectives and current activities
• Strategic plans
• Successful campaigns
• Other partnerships/relationships

Many Requests

• Standard offerings
• How handled and by whom?

Corporate Processing

• Review of offering
• Types of questions
• Strategic vision

Transition UP?

• Strategic questions
• Introductions and connections
• Relationship vs transaction

Critical Factor # 2

In order to obtain higher level ________,
we need to connect with corporate
_________ on a _________ level.

Positioning

• Questions
• Goals and objectives
• Customized responses

Critical Factor # 3

Secure _________in your organization by
asking _________ related to their current
efforts.

Third Party Validation

• Reference point
• Connection

Different Approaches

• Consumer products?
• Service business
• 80/20 rule

Limit Prospect Base

• Connections
• Appropriate industries/companies
• Limit this type of outreach to top prospects

Critical Factor # 4

Remember that ________ of our business
should come from _________ of our clients.

Involvement
• Others involved
• Promote others engaged
• Spur interest of competitors

Mentality

• Frequent questions
• Spur interest

Critical Factor # 5

A key element of corporate interest involves
other ________ that decide to _________.

Crafting Outreach Documents

• Perfection?
• Final product
• Seek input

Engagement

• Seek feedback
• Opinions valued

Critical Factor # 6

Seek ______ in developing ________
from prospective _____ or ______.

Lewis Flax
Flax Associates
lewis@flaxassociates.com
(202) 266-2655
www.flaxassociates.com

Find listings for our current season
of webinars and register at:

NonprofitWebinars.com

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Generating Corporate Support

1. Generating Corporate Support Lewis Flax April 25, 2012 A Service Of: Sponsored by:

2. INTEGRATED PLANNING Advising nonprofits in: www.synthesispartnership.com • Strategy • Planning (617) 969-1881 • Organizational Development info@synthesispartnership.com A Service Of: Sponsored by:

3. Affordable collaborative data management in the cloud. A Service Of: Sponsored by:

4. Today’s Speaker Lewis Flax President Flax Associates Assisting with chat questions: Hosting: April Hunt, Nonprofit Webinars Sam Frank, Synthesis Partnership A Service Of: Sponsored by:

5. Today’s Host Lewis Flax is President of Flax Associates, a firm that assists nonprofits in generating corporate support through sponsorship and partnership efforts. Clients include mission based nonprofits and associations, and we focus on developing and implementing the strategy, structure, and outreach in order to increase corporate sector revenue. Further information is available at www.flaxassociates.com

6. Event Attendance Memorable?

7. Fundraising Efforts: Approach • Repeated requests – sponsorships/solicitations • Partnership relationships • Impact on specific activities

8. Today’s Webinar • Nonprofit perspective? • Corporate viewpoint • Involvement

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

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

11. Critical Factor # 1 We need to understand their ________ first and then position our offerings so we meet specific __________ .

12. A Shift in Approach • ‘No Sale Zone’ outreach • Objectives and current activities • Strategic plans • Successful campaigns • Other partnerships/relationships

13. Many Requests • Standard offerings • How handled and by whom?

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

15. Transition UP? • Strategic questions • Introductions and connections • Relationship vs transaction

16. Critical Factor # 2 In order to obtain higher level ________, we need to connect with corporate _________ on a _________ level.

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

18. Critical Factor # 3 Secure _________in your organization by asking _________ related to their current efforts.

19. Third Party Validation • Reference point • Connection

20. Different Approaches • Consumer products? • Service business • 80/20 rule

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

22. Critical Factor # 4 Remember that ________ of our business should come from _________ of our clients.

23. Involvement • Others involved • Promote others engaged • Spur interest of competitors

24. Mentality • Frequent questions • Spur interest

25. Critical Factor # 5 A key element of corporate interest involves other ________ that decide to _________.

26. Crafting Outreach Documents • Perfection? • Final product • Seek input

27. Engagement • Seek feedback • Opinions valued

28. Critical Factor # 6 Seek ______ in developing ________ from prospective _____ or ______.

29. Lewis Flax Flax Associates lewis@flaxassociates.com (202) 266-2655 www.flaxassociates.com

30. Find listings for our current season of webinars and register at: NonprofitWebinars.com A Service Of: Sponsored by:

Generating Corporate Support

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