2015-01-29 generating corporate sponsorship support
TRANSCRIPT
Thrive. Grow. Achieve.
Generating Corporate Sponsorship Support
Lewis Flax, Flax & Associates Thursday, January 29, 2015
Generating Corporate Sponsorship Support
Raffa Learning Community Thursday, January 29th, 2015
9:00 AM – 11:00 AM
1899 L Street, NW
6th Floor Conference Room Washington, DC 20036
Today’s Agenda
• Current status • Sponsorship revenue - events • Organizational partnerships and campaigns • Your plans – implementing next steps
Key Elements
• Nonprofit view? • Corporate perspective • Involvement
EVENTS
Involvement
• Others involved • Promote others engaged • Spur interest
Mentality
• Frequent questions • Leverage for our benefit • Beyond financial support
Third Party Credibility
• Reference point • Connection
‘Pre-Sell’ Sponsorships
• Conduct advance outreach • Gain early commitments • Notify and promote to others
Seek Input
• Draft format • Edits, comments, and track changes • Seek feedback, value their input, and gain
buy-in
Perfection?
• Final product • No customization • Time consuming
Limit Offerings
• Align with prior year or event • Supply vs. demand
Restrict Benefits
• Menu of options? • Restrict benefits of greatest value • Include offerings beyond event • Force ‘buy-up’ as opposed to lower level of support
A Sense of Urgency
• Deadlines • Others interested • Limited availability • Other options
Straightforward and Simple
• List the top two or three benefits • Easy to read and understand • Simple!
PARTNERSHIPS
Event Attendance
Memorable?
Fundraising Efforts: Approach
• Repeated requests – sponsorships/solicitations
• Difficult and time consuming • Impact on activities over time
Corporate Perspective: Outreach
• Repeated requests for support • Corporate objectives? • Likely response
Corporate Processing
• Review of offering • Types of questions • Strategic vision
Differentiation
• Understand their objectives, and then position our offerings
• Tailor responses / customize
A Shift in Approach
• Understand their objectives • Relationships with others • Successful campaigns • Other partnerships
Initial Questions: Current Status
• Understand current initiatives • Status of these efforts • Interest areas
Goals and Objectives
• Future vision • Key objectives
Gap between current situation and objectives?
Challenges?
• Issues or challenges • ‘Problems’ and their implications • Result
Transition UP?
• Respect • Empower • Strategic / difficult questions • Relationship vs transaction
Positioning
• Questions • Goals and objectives • Customized responses
Limit Prospect Base
• Connections • Appropriate industries/companies • Limit this type of outreach to top prospects
Approach
• Consumer products? • Service offerings • 80 / 20 rule
Next Steps
• Interest in improving results • Time/resources • Strategies and tactics • Actions in the next 30 days • Impact on your organization
Your Host
Lewis Flax
– Secure corporate support – Develop strategy / plans to generate revenue – Business development outreach guidance – Offer training, coaching, and consulting – Review of documents and proposals
Email: [email protected] Phone: 202 266-2655 (w) 301 922-9309 (c) Web: www.flaxassociates.com
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Questions?
Lewis Flax Flax Associates [email protected] (202) 266-2655 www.flaxassociates.com