2013-05-16 generating corporate sponsorship support
DESCRIPTION
If your organization seeks corporate sponsorships through standard offerings – conferences, events, or other programs – you’re missing tremendous opportunities to leverage those relationships into mutually beneficial, long-lasting partnerships. In today’s environment potential corporate sponsors are closely scrutinizing value received for dollars spent. Discover what the corporate sector is seeking when considering whether to sponsor your activities and what impact this has on your efforts. Successful nonprofit organizations recognize that they must go beyond the standard prospectus outreach if they are to increase sponsorship income. This interactive seminar covers the six critical factors that you can implement to increase corporate sector revenue.TRANSCRIPT
Thrive. Grow. Achieve.
Generating Corporate Sponsorship
Support
Lewis Flax, Flax Associates May 16, 2013
Generating Corporate Sponsorship Support
RAFFA Learning Community Thursday, May 16th, 2013
9:00 AM – 11:00 AM
1899 L Street, NW
6th Floor (Large Conference Room) Washington, DC 20036
Event Attendance
Memorable?
Fundraising Efforts: Approach
• Repeated requests – sponsorships/solicitations
• Partnership relationships • Impact on specific activities
Today’s Session
• 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
• Understand their objectives • Relationships with others • Successful campaigns • Other partnerships
Initial Questions: Current Status
• Understanding of current initiatives • Status of these efforts • Interest in specific areas
Goals and Objectives
• Future vision • Key objectives
Gap between current situation and objectives?
Challenges?
• Issues or challenges • ‘Problems’ and their implications • Result and the impact
Critical Factor # 2
If we ask the right ________, we can
determine appropriate next _________.
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 # 3
In order to obtain higher level ________, we need to connect with corporate _________ on a _________ level.
Positioning
• Questions • Goals and objectives • Customized responses
Critical Factor # 4
Secure _________in your organization by before focusing on a specific _________.
Third Party Validation
• Reference point • Connection
Limit Prospect Base
• Connections • Appropriate industries/companies • Limit this type of outreach to top prospects
Critical Factor # 5
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 # 6
A key element of corporate interest involves other ________ that decide to _________.
Questions? Lewis Flax Flax Associates [email protected] (202) 266-2655 www.flaxassociates.com