Nonprofit Roundtable/Nonprofit Montgomery

Development Table: Corporate Giving

March 7, 2014

8:30-10:00 AM

Facilitated by Rachel Werner, MPA, PMP, GPC

Discussion Agenda Overview

2

Introductions

Types of corporations

Common ways in which corporate entities support

non-profitso Corporate giving

o Sponsorships/scholarships

o Grants (through foundations)

o Group volunteers

Corporate giving practice at non-profitso How should corporate donors be engaged?

o How do we engage others at my organization?

Summary Q&A

Introductions

3

Name

Organization

Position

Current corporate/major gift program

Challenges concerning pursuit of corporate gifts

Types of corporations

4

In terms of corporate funding, it is best to categorize

the type of entity:

Corporations: Fortune 500 companies,

established companies, usually have foundation

and/or corporate giving policy

Local businesses: Small business entities located

within organization’s program operations

Faith-based: Although 501(c)(3) organizations,

many provide funding from donor base or formal

funding group

Common ways in which entities support

non-profits

5

Corporate giving: Also referred to as corporate

philanthropy, refers to the act of for-profit

companies donating some of their profits or

resources to charity.

Sponsorships/scholarships: Donations

designated towards individuals and/or events

based on company and/or employee giving

priorities.

Common ways in which entities support

non-profits

6

Corporate Foundation: Separate 501(c)(3)

charitable giving entity separate from corporation.

Typically there is an established application

process, or foundation contributes to pre-selected

organizations.

Group volunteers: Some corporations have

specialized volunteer or philanthropy days, or

encourage community volunteerism

Common ways in which entities support

non-profits

7

Rule of thumb – corporate involvement (in order of

preference):o Monetary gift (including sponsorship or scholarship)

o Pledge (future gift)

o Profit sharing day (i.e. Jeans Day at KPMG)

o Participation in Federated Campaign (publicity at

business location)

o Employee matching gift

o In-Kind donation

o Group volunteerism

o References to other potential donors

o Publicity on cause related marketing

materials/emails

Corporate giving practice: Engaging

corporate donors

8

Do your research on a company and/or corporate

prospect (use sample donor prospect form)

Consider the interests of the corporate entity, not

your organizational interests

Focus on establishing a long-term relationships

with companies, even if contact leaves

Corporate giving practice: Engaging

corporate donors

9

Be prepared: Maintain a list of documents in

designated folders for meetings with potential

corporate entities (or major gift donors):o Current financial audit

o Current 990 form

o 501(c)(3) designation letter

o Annual report

o Marketing materials (brochure, newsletter, fact

sheet, etc.)

o Copies of articles in which your organization is

mentioned or applauded

o Business card of organization’s key point of contact

Corporate giving practice: Involve others at

your organization

10

Conduct major gifts brainstorming session with the

board and staff to determine potential connections

with corporate entities – create or update a list

Designate an organizational point of contact for

each corporate entity identified (consider board

members signing a pledge form). Create a step by

step plan for outreach to donor to include:o Initial outreach

o Ongoing cultivation

o How information will be shared with organization

o Acknowledgment of thanks

Corporate giving practice: Involve others at

your organization

11

Develop a list of frequently asked questions a

corporate contact may ask so those organizational

points of contact not as familiar with the

organization’s programs and finances will not be

blindsided.

Organizations new to corporate giving may want to

consider having stock templates on hand for those

conducting outreach, including:o Phone script

o Emails to potential donors

o Thank you letters

Corporate giving practice: Involve others at

your organization

12

Sample outreach plan

Activity Estimated

Level of

Effort

Timeframe Tools Outcome

Initial Prospect

Research

10 hours 1-2 months Prospect profile form Completed prospect profile

Initial Outreach 3-5 hours 1 month Template email,

talking points, donor

packet contents,

Organizational FAQs

Response via email, letter,

phone, and/or scheduled in-

person meeting

Acknowledgement TBD – no more

than one hour

per recognition

Ongoing

(as needed)

Template thank you Send written thank you to

donor after each meeting or

positive correspondence

Ongoing

cultivation/Award

received

5 hours

quarterly

Ongoing

(as needed)

Donor packet

contents

Outreach to portfolio

contacts no less than four

times per year, or quarterly

(i.e. meeting, call, email)

* All of these activities should be captured within the organization to

ensure institutional knowledge of donor cultivation activities.

Summary Q&A

13

Review challenges with corporate outreach and

engagement

Additional questions?

Resources

14

Foundation Center: www.foundationcenter.org

Grant Space: Introduction to Corporate Giving

webinar: http://grantspace.org/Tools/Knowledge-

Base/Funding-

Resources/Corporations/corporate-giving

Annual Report of Philanthropy in America:

http://www.givingusareports.org/

Trends in Corporate Giving:

http://cecp.co/research/benchmarking-

reports/giving-in-numbers.html

Contact Information

15

Rachel Werner, Owner and CEO

RBW Strategy, LLC

Ph: (301) 325-8552

Email: rachel@rbwstrategy.com

www.rbwstrategy.com