• Thrive. Grow. Achieve.

Generating Corporate Sponsorship Support

Lewis Flax, Flax & AssociatesWednesday, October 9, 2013

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 our organization 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 _________.

Page 21

Thank you!

QUESTIONS?

Lewis Flax

Flax Associates

lewis@flaxassociates.com

(202) 266-2655

www.flaxassociates.com