Securing Corporate Partnerships

What You Will Learn Today

• Why companies give• What companies give• How to determine if your organization is

ready to seek corporate support• How to find corporate funding prospects• How to approach a potential corporate

supporter

Part 1Why Companies Give and Why They Would Give to

Your Nonprofit

Why Do Corporations Give?

• To advance their business objectives

• To increase corporate visibility

• To benefit their employees

• To be good corporate citizens

• To take advantage of tax deductions

Advancing Business Objectives

• Do you share an audience/constituency?

• Would companies want to connect with your constituents?

• Do you address issues of interest to a company?

Increasing Brand Visibility

• How visible are you in the community?• How big an audience do you have?• How do you get your name in front of

the public?

Benefiting Employees

• Do corporate employees benefit from your work?

• Do you have volunteer opportunities for corporate employees?

Corporate Citizenship

• How do you strive to enhance the local community, making it a more attractive place to live and work?

• How deep is your network of community leaders, those with whom corporate executives would want to associate?

Tax Benefits

Companies can deduct up to 10% of pre-tax profits to 501(c)(3) organizations

Part 2What Companies Give

Individuals$217.79

73%

Corporations$14.55

Bequests $24.41

Foundations$41.67

8%

5%

14%

Source: Giving USA 2012, Giving USA Foundation,researched and written by the

Center On Philanthropy at Indiana University

Private Contributions by Source($ in billions)

Total Giving: $298.42 billion

How Much Do Corporations Give?

Cash vs. Non-Cash Contributions

Source: The 2011 Corporate Contributions Report,The Conference Board

Foundation Cash 27.26%

Non-cash 37.59%

Company Direct Cash

35.15%

Monetary Contributions

• Foundation grants• Corporate contribution• Employee matching grants

In-Kind Contributions

• Product/equipment donations• Donated services• Use of facilities

Employee Involvement

• Employee volunteer programs• Board service

Sponsorships and Cause-Related Marketing

• Sponsorships• Cause-related marketing

– Public association of a for-profit company with a nonprofit organization, designed to promote the company’s products/services and to raise money for the nonprofit.

Part 3Is Your Organization Ready to Seek Corporate Support?

Considerations Before Taking on Corporate Fundraising

• How does corporate support fit into your overall fundraising plan?

• Types of companies with which you do/don’t want to work

• How will your various constituencies react to a potential corporate donor?

• What would you be willing to do to secure corporate support?

Putting Your Organization in the Best Position

• Contacts in the corporate world throughout your network

• Memberships in organizations which facilitate corporate networking

• Know who’s doing business in your community

• Your capacity to quickly publicize corporate support

Part 4Finding Corporate Funders

Creating Your Corporate Prospect List

• Find companies located in your geographic area (headquarters, subsidiaries/divisions, plants/offices/stores)

• Find companies based on what they do• Find companies based on what you do • Find companies providing the type of support

you need• Stay abreast of recent news

• Print directories• Corporate Giving Online• Foundation Directory Online • Periodicals on corporate philanthropy

Resources for Funding Research

Researching Corporate Giving History

• Company-sponsored foundation– Through 990-PF

• Direct corporate giving – More challenging to research

Staying Abreast of Recent News

• Company’s web site• Philanthropy News Digest• Chronicle of Philanthropy• Local business journal• Business research web sites

Part 5How to Approach a

Corporate Supporter

Making the Approach

• Find out who the “gatekeeper” is• Find out who can help you open the

door

Talking Points

Reasons why they should support your organization

• You are working in the same geographic area• Their employees are already involved with

your organization• You have potential customers among your

constituents• You are highly visible with a strong reputation

Summing Up

• Corporate philanthropy is motivated by the bottom line and company interests

• Look at your organization from the company’s point of view– You won’t get support from a company unless you

have a connection

• Companies support nonprofits in many different ways

• Utilize all our resource tools to find a match

For More Information

Visit our web site at

www.GRANTSPACE.org