2013-05-16 generating corporate sponsorship support

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 lewis@flaxassociates.com (202) 266-2655 www.flaxassociates.com