Corporate SponsorshipSolicitation Made Easy

Equip. Exchange. Empower

“The key element to success is confronting the right questions.”

~ 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 time, 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 organization look like?

What would its impact be on the world?

2. If you could describe what your organization does in a few key word phrases,

what would those be?

3. What is your most pressing problem as an organization right now?

4. If you could wave a magic wand, what would you ask for in order to solve the

problem(s) mentioned 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 organization to have?

7. What is your ideal start time & how much time 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 Essentials

“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 Action Plan

Target

Define

Out-reachEngage

Ac-knowledge

Renew

Identify needs | Navigate towards solutions

Tracking

Relation-ship Level

Point Person

Company Contact Name

Title Contact info:

Info/interests Initial “Ask” Achieves goal of…

1 Executive Director

Large Company

Jane Doe VP of West Coast Marketing

Jane.doe.LC.com

- Met @ X networking event. - Married with 3 children. - Loves baseball- Never attended an event.

Purchase a table @ annual gala for $5,000

Introducing them to the org & bringing potentially 10 new prospects to the event

3 Board member X

Amazing Opportunity

John Doe CEO John@AO.com

Purchased table @ gala past 3 years. Program alum.

Upgrade giving to $10,000+

Achieves X board members Give & Get goal of $5,000

TargetWho 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, Twitter, 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 introductions

• Track your research– Dig deeper into your target companies • Who are their competitors? • Who are their partners?

Leverage FREE Resources

(-1) Damaged– Someone who has had a bad experience in any capacity. The relationship needs repairs

(0) Prospect – A potential contact, someone you haven’t met yet and are adding to your action plan

(1) New - You have been introduced, & will follow up on the conversation

(2) Engaged - They have an understanding of the club, maybe attended an event or made a visit, but haven’t made a donation

(3) Donor – They have a deep understanding of the club and have committed money to the organization

Define Relationships

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 organization does best

• Why it’s important to your organization?

Engage• Be authentic

• Use real stories

• Be prepared to answer tough questions

• Have all materials ready

• Have fun & enjoy the opportunity to share your passion for your organization

Acknowledge Partners & Donors are your celebrities

Be thankful

Be informative

Make it personal

“Lead with generosity.”

~ Keith Ferrazzi, Ferrazzi Greenlight & author of Who’s Got Your Back? & Never Eat Alone~

Renew

• Focus on growing relationships & your network

• Ask how you can help them-- make an introduction, set-up a VIP visit, etc.

• Offer incentives 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 meeting

• Each board meeting should include the following:• Individual Give & Get Reports • Donor list for current fiscal year• Review of the master Donor Action Plan

Tips & Tricks• Plan Ahead-- Get on the radar before budgets setting 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 time 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 time to get them on the phone! **

Things to Remember….

• Listen, listen, listen!

• It is about the personal connection you create with the people in the company that matters

• Be flexible & willing to look at various options

Worst case scenario, you get everythingyou ask for and more!

Be bold. Be brave. Be open.

Got Questions?

brady@nonprofiteffect | @bradyhahn