corporate sponsorship solicitation made easy
DESCRIPTION
An easy to follow presentation if you are a non-profit looking to answer these types of questions: How do we ask companies to partner? What do we have to offer a corporate sponsor? What are we doing wrong? We ask for support all the time, but never get it. Companies partner once, but don’t renew. Why? How can we be like…?TRANSCRIPT
Corporate Sponsorship
Solicita0on Made Easy
Equip. Exchange. Empower
“The key element to success is
confron3ng the right ques3ons.”
~ Tom Tierney, Chairman & Co-‐founder, The Bridgespan Group ~
Challenges • How do we ask companies to partner?
• What do we have to offer a corporate sponsor?
• What are we doing wrong? We ask for support all the >me, but never get it.
• Companies partner once, but don’t renew. Why? • How can we be like chairty:water?
1. If anything was possible, what would your organiza>on look like? What would its impact be on the world?
2. If you could describe what your organiza>on does in a few key word phrases, what would those be?
3. What is your most pressing problem as an organiza>on right now?
4. If you could wave a magic wand, what would you ask for in order to solve the
problem(s) men>oned above?
5. To help you accomplish your goals, what does your ideal team or outside
partner(s) look like?
6. What legacy do you want your organiza>on to have?
7. What is your ideal start >me & how much >me are you willing /able to invest to
see things develop?
8. What financial commitment are you willing/able to invest to see things develop?
The 8 Essen0als
“Our goals can only be reached through a vehicle of a plan, in which we must fervently
believe, and upon which we must vigorously act. There is no other route to success.”
~ Stephen A. Brennan ~
Partner Ac0on Plan
Target
Define
Outreach Engage
Acknowledge
Renew
Iden>fy needs | Navigate towards solu>ons
Tracking
Rela0on-‐ship Level
Point Person
Company Contact Name
Title Contact info:
Info/interests Ini0al “Ask” Achieves goal of…
1 Execu>ve Director
Large Company
Jane Doe
VP of West Coast Marke>ng
Jane.doe.LC.com
-‐ Met @ X networking event. -‐ Married with 3 children. -‐ Loves baseball -‐ Never acended an event.
Purchase a table @ annual gala for $5,000
Introducing them to the org & bringing poten>ally 10 new prospects to the event
3 Board member X
Amazing Opportunity
John Doe CEO [email protected]
Purchased table @ gala past 3 years. Program alum.
Upgrade giving to $10,000+
Achieves X board members Give & Get goal of $5,000
Target Who you know
• Your team– Staff, board members, high-‐level volunteers etc.
• Your donors -‐-‐ Super fans, networkers, business owners, big givers, employees of great companies
• Your greater community– Facebook, Twicer, YouTube etc.
Target
Who you want to know
• Make your dream list -‐-‐ Companies & Individuals
• Share it with your community
Target
Who you don't know you should know (… yet!) • Be open to introduc>ons
• Track your research– Dig deeper into your target companies • Who are their compe>tors? • Who are their partners?
Leverage FREE Resources
(-‐1) Damaged– Someone who has had a bad experience in any capacity. The rela>onship needs repairs (0) Prospect – A poten>al contact, someone you haven’t met yet and are adding to your ac>on plan (1) New -‐ You have been introduced, & will follow up on the conversa>on (2) Engaged -‐ They have an understanding of the club, maybe acended an event or made a visit, but haven’t made a dona>on (3) Donor – They have a deep understanding of the club and have commiced money to the organiza>on
Define Rela0onships
Outreach Knowing what prospects care about
makes “asking” easier
• Know what you want & what it’s for • Keep The Ask Simple
• Focus on what your organiza>on does best • Why it’s important to your organiza>on?
Engage • Be authen>c • Use real stories
• Be prepared to answer tough ques>ons • Have all materials ready • Have fun & enjoy the opportunity to share your passion for your organiza>on
Acknowledge Partners & Donors are your celebri>es
Be thankful
Be informa>ve
Make it personal
“Lead with generosity.”
~ Keith Ferrazzi, Ferrazzi Greenlight & author of Who’s Got Your Back? & Never Eat Alone~
Renew • Focus on growing rela>onships & your network • Ask how you can help them-‐-‐ make an introduc>on, set-‐up a VIP visit, etc.
• Offer incen>ves that help you & your team
Measuring • Keep your measuring tools simple and consistent • Aim to hit your 50% mark at the mid point of your major fundraising benchmarks
• Goals should be checked quarterly at each board mee>ng
• Each board mee>ng should include the following: • Individual Give & Get Reports • Donor list for current fiscal year • Review of the master Donor Ac>on Plan
Tips & Tricks • Plan Ahead-‐-‐ Get on the radar before budgets sesng in January
• Leverage free resources for research • Engage Your Team– Have board members and staff work with you on your ask
• Be a good example-‐-‐Write your check on >me and feel good about your giving. It’s contagious!
** Secret Tip: Fashion brands or high-‐end retailers are usually in their offices through the holidays. It’s a great >me to get them on the phone! **
Things to Remember…. • Listen, listen, listen!
• It is about the personal connec>on you create with the people in the company that macers
• Be flexible & willing to look at various op>ons
Worst case scenario, you get everything
you ask for and more!
Be bold. Be brave. Be open.
Got Ques>ons? [email protected] | @bradyhahn