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2013-10-09 Generate Corporate Sponsorship Support
1.
• Thrive. Grow.
Achieve. Generating Corporate Sponsorship Support Lewis Flax, Flax & Associates Wednesday, October 9, 2013
2.
Event Attendance Memorable?
3.
Fundraising Efforts: Approach •
Repeated requests – sponsorships/solicitations • Partnership relationships • Impact on specific activities
4.
Today’s Session • Nonprofit
perspective? • Corporate viewpoint • Involvement
5.
Corporate Perspective: Outreach •
Repeated requests for support • Corporate objectives? • Likely response
6.
Differentiation • Understand their
objectives, and then position our offerings • Tailor responses / customize
7.
Critical Factor #
1 We need to understand their ________ first and then position our offerings so we meet specific __________ .
8.
A Shift in
Approach • Understand their objectives • Relationships with others • Successful campaigns • Other partnerships
9.
Initial Questions: Current
Status • Understanding of current initiatives • Status of these efforts • Interest in specific areas
10.
Goals and Objectives •
Future vision • Key objectives Gap between current situation and objectives?
11.
Challenges? • Issues or
challenges • ‘Problems’ and their implications • Result and the impact
12.
Critical Factor #
2 If we ask the right ________, we can determine appropriate next _________.
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 #
3 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 #
4 Secure _________in our organization before focusing on a specific _________.
19.
Third Party Validation •
Reference point • Connection
20.
Limit Prospect Base •
Connections • Appropriate industries/companies • Limit this type of outreach to top prospects
21.
Critical Factor #
5 Remember that ________ of our business should come from _________ of our clients.
22.
Involvement • Others involved •
Promote others engaged • Spur interest of competitors
23.
Mentality • Frequent questions •
Spur interest
24.
Critical Factor #
6 A key element of corporate interest involves other ________ that decide to _________.
25.
Page 21 Thank you! QUESTIONS? Lewis
Flax Flax Associates lewis@flaxassociates.com (202) 266-2655 www.flaxassociates.com
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