Thrive. Grow. Achieve.

February 3, 2016

Lewis R. Flax, Flax Associates, LLC

Generating Corporate Sponsorship Support

Generating Corporate Sponsorship Support

Raffa Learning Community Wednesday, February 3rd, 2016

9:00 AM – 11:00 AM

1899 L Street, NW

Washington, DC 20036

Today’s Agenda

• Current status • Better results • Sponsorship revenue - events • Organizational partnerships and campaigns • One step at a time • Your plans – implementing next steps • Go do it!

EVENTS

Strategy: Events

• Corporate development strategy • Event(s) – Goals/objectives • Barriers to success • Overcoming the barriers • Generating a profit / achieving other objectives

Limit Offerings

• Align with prior year / event • Supply vs. demand

Restrict Benefits

• Restrict benefits of greatest value • Include offerings beyond the event • Force ‘buy-up’ as opposed to lower level of support

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

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

• Numerous solicitations for dollars • Corporate objectives? • Likely response

A Change in Approach

• Engagement first; dollars second • Platforms and campaigns – not events • Establish a relationship

Getting Started: Identify Assets

• Audience(s) • Programs/Events • Communication channels • Others

Convert Assets to Benefits

• Determine assets of interest • Understand benefits from the sponsors

perspective • Consider other potential benefits

Obtain Sponsor Input

Solicit feedback • Specific benefits • Other ways to engage • Successful partnerships • Activation ideas

Internal Assessment

Clarify what is available for ‘sale’ • Ensure alignment with mission and culture • Determine parameters of involvement • Coordinate within your organization • Garner leadership/board support • Respect “Organizational Tension”

Structure Benefits

• Establish platforms that align with corporate interests

• Bundle benefits strategically • Tier packages to incent companies to ‘buy-

up’ • Restrict benefits of greatest value • Establish other limited offerings at lower levels of support

Connections

• Direct connections • Appropriate industries/companies • Focus on top prospects

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: lewis@flaxassociates.com Phone: 202 266-2655 (w) 301 922-9309 (c) Web: www.flaxassociates.com

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