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AN UNTAPPED GOLDMINE:BUSINESS NETWORKINGfor Fundraising Professionals
Presented by
Karen Perry-WeinstatPresident
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TYPICAL HIERARCHYwho knows who?
board members - major donors
- c-level execsin community
executive director, et. al. - donors, sponsors
- business contacts- professionals
development team ?
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WHO DO YOU KNOW?
I. your own relationships
II. professional capital
III. an unlimited “well”
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WHO DO YOU KNOW?
• a two-way street – give first!
• more than a card exchange
• minimum 3-5 year commitment
I. your own relationships
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WHO DO YOU KNOW?
• adds value to your position
• improves your resume
• enables you to “give back”
II. professional capital
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WHO DO YOU KNOW?
• major gifts: prospects & gatekeepers
• events: committee members, sponsors, honorees, participants, raffle and in-kind donors
• volunteers, annual donors, outlets for publicity, etc.
III. an unlimited “well”
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WHAT IS STOPPING YOU?
• lack of time• agency does not cover costs• uncomfortable at a “business” event• uncomfortable when you don’t
know anyone• ???
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get started
WHERE WILL YOU GO?
• check your newspaper or google
• ask committee and board members which groups they recommend
• check to see if your organization is already a member
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group types
WHERE WILL YOU GO?
• dedicated lead-generating groups• Gotham• Professional Networkers of Westchester• Westchester Business Connection
• women’s organizations• Professional Women of Westchester• Women’s Business Connection
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group types
WHERE WILL YOU GO?
• rotary clubs
• chambers• The Business Council of Westchester• Westchester County Association
• industry – trade groups
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plan for success
BREAKING THE ICE
• ask to be invited
• go with a co-worker or friend
• set reasonable expectations
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the first step
THE ELEVATOR SPEECH
• :30 seconds or less – intro• your name, position and organization
• 2-3 lines about what the agency does
• 2-3 lines about why you are there and why this is relevant
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I’m Karen Perry and I represent the School-Business Partnerships of Long Island. We run robotics programs that engage students from grade school through high school in hands-on learning of science and technology.
This encourages them to pursue careers in these fields – and provides a future workforce for area companies.
I’m here to offer opportunities to get involved – joining our great group of business people, engineers and educators who volunteer with the students and join our committees to support our mission.
THE ELEVATOR SPEECH
sample
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“WHAT’S IN IT FOR ME?”
• people listen through this filter• break the nonprofit stereotype• ask more about them
• ask what brings them there• if possible, help them first
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“WHAT’S IN IT FOR ME?”
• use what they have told you to discuss how getting involved in your organization will help reach their goals
• share stories of other committee and/or board members have connected in beneficial ways
• only give your card when asked• only ask for a card if you will follow
up
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FOLLOW UP AND REPEAT
• send a follow up email• set selective “coffee-dates” or
lunches• show up regularly
• join a committee • bring a guest
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PLANTING SEEDSyour connections
• donors – sponsors (or connections to)• honorees (or connections to)• board members (or connections to)
• committee members• in-kind donors• event participants
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REAPING RESULTSyour network
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AN UNTAPPED GOLDMINE:BUSINESS NETWORKINGfor Fundraising Professionals
Presented by
Karen Perry-WeinstatPresident