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SECURING CORPORATE SPONSORSHIPS

SECURING CORPORATE SPONSORSHIPS. “Do what you do best, and partner for the rest”. Developed and Presented by Betty J. Parks, MBA. AGENDA. Introduction and Overview Corporate sponsorship Readiness Strategies and tips to build effective partnerships and corporate sponsorships

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SECURING CORPORATE SPONSORSHIPS

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  1. SECURING CORPORATESPONSORSHIPS “Do what you do best, and partner for the rest” Developed and Presented by Betty J. Parks, MBA

  2. AGENDA • Introduction and Overview • Corporate sponsorship Readiness • Strategies and tips to build effective partnerships and corporate sponsorships • Step-by-Step approaches to search, obtain, and maintain sustainable corporate sponsorships • Five strategies to guide and enhance development of mutually beneficial partnerships • The importance of asset mapping in securing corporate sponsorships • Other helpful tools

  3. IT’S ALLABOUTRELATIONSHIPS.BUT FIRST SEEKUNDERSTANDING.

  4. INTRODUCTION & OVERVIEW  What is corporate sponsorship and why Should you care Reasons you need corporate sponsorship-Someone else’s dollars -Build credibility -Secure publicity & press coverageCorporate sponsorship a win-win situation

  5. KEY ELEMENTS Fundraising vs. Partnership  Focus on money  Focus on Donor  Quid pro quo  Relationships  One shot  Interest ties to mission  Instant gratification  Delayed gratification  Show me the money  Expanded commitment

  6. CORPORATE SPONSOR READINESS  Do you have a plan & marketing effort in place?  Do you know your demographics  Do you have corporate sponsor experience  What is the competitive environment like  Gauge effort in reaching sponsors Are you a member in business community  Is there entrepreneurial spirit in your organization

  7. BUILDING PARTNERSHIPS AND CORPORATE SPONSORSHIPS Ten Step Strategic Approach Determine your audience Set sponsorship levels Pitch event – make a lot of phone calls Send proposal letters Follow-up (no response)

  8. BUILDING PARTNERSHIPS AND CORPORATE SPONSORSHIPS Ten Step Strategic Approach Cultivate relationships with sponsors  Give sponsors plenty of publicity  Cultivate relationships with sponsors Pt. 2 -Send thank you letters  Follow-up, Follow-up, and more Follow-up

  9. BUILDING PARTNERSHIPS AND CORPORATE SPONSORSHIPS Other Tips & Strategies - It’s all about the relationship: Ask volunteers/board members to approach potential sponsors  Walk around the block/twice – write down names & addresses of all companies nearby. Look for companies that: -Demonstrate a genuine interest in your cause -Understand “partnership” & what it means.    

  10. STEP-BY-STEP APPROACHES TO SPONSORSHIPS Keys to searching, obtaining & maintaining sponsorships: GOING IN CIRCLES • Red dot - easy targets & closest supporters • They provide important connections • Second outer ring companies that know your organization • Last outermost ring is where to spend most of your time. Prospects that don’t know your organizations aren’t current sponsors..

  11. Keys to searching, obtaining & maintaining sponsorships Searching Sponsorships: Three Areas of Focus Where to look for prospects  Using social media. Blogging, Twitter, Linkedin  Prospect management software: Record Everything

  12. Keys to searching, obtaining & maintaining sponsorships Obtaining Sponsorships Stay prospect-centric Stand out from competition Don’t give an excuse to say no Persuasion is incremental Message or no message

  13. Keys to searching, obtaining & maintaining sponsorships Obtaining Sponsorships Dealing with gatekeepers When o stop calling? Keep it short Bullet everything Use email to accelerate and entrap

  14. Keys to searching, obtaining & maintaining sponsorships Obtaining Sponsorships  Stop Networking & start building relationships. Shift from numbers and volume to quality and relationships  Build relationships increase your social capital & reputation Build relationships in non-networking, low stress situations because nothing is expected.

  15. Keys to searching, obtaining & maintaining sponsorships Obtaining Sponsorships Always be ready to start a new relationship Reach out to your contacts continually Remember it’s all about relationships

  16. Keys to searching, obtaining & maintaining sponsorships Maintaining SponsorshipsOnce partnerships are formed, the work is not complete.  To achieve your goals continually maintain and improve your partnerships. Setting aside time and effort to preserve your partnership will allow you and your partners to adapt to changes along the way.  Track and continue to work toward achieving your goals. This will result in a more effective and productive partnership that will continue long into the future

  17. Strategies to Mutually beneficial partnership Five Strategies that Work:1. Do your homework2. Assess yourself3. Keep eyes on the prize4. Become a social enterprise5. Innovate

  18. ASSET MAPPING • SECURING SPONSORSHIPS  Involves documenting tangible and intangible resources Asset mapping provides information about strengths and resources of a community and can help uncover solutions  Once assets and resources are inventoried and depicted in a map, you can more easily think about how to build on these assets to develop relationships.

  19. ASSET MAPPING • SECURING SPONSORSHIPS When to use Asset Mapping • Starting a new local program and need information about available resources•Making program decisions• To identify community assets and concernsMap results help determine new directions for your program or identify new programs that need to be developed.

  20. ASSET MAPPING • (Internal & External) Organize assets on a map as follows:Define community-What are boundaries of community? -What are major demographics? -What events, features, product community known for?  Identify people as assets -Knowledge, skills, talents, interests -Resources they own -Relationships & connections

  21. ASSET MAPPING • (Internal & External)  Identify places as assets  Public, private, & nonprofit entities -Institutions -Organizations -Businesses  Institutions -Schools, school districts -Colleges & universities -Government agencies (local, state, federal) -Libraries -Churches, church groups

  22. ASSET MAPPING • (Internal & External) Identify places as assets Organizations -Services clubs -Business organizations -Charitable groups -Political organizations -Community celebrations -Neighborhood groups -Sports leagues -Youth clubs  Businesses -Schools, school districts -Colleges & universities -Government agencies (local, state, federal) -Libraries -Churches, church groups

  23. ASSET MAPPING • (Internal & External) Identify places as assets  Businesses -Local media -Health & fitness clubs -Small & large businesses -Corporations -Churches, church groups

  24. OTHER TOOLS • SECURING SPONSORSHIP Sample Asset Map IdentifyingSector Map Sales Vendor Package Content

  25. THANK YOU!START BUILDING RELATIONSHIPSGAINCORPORATE SPONSORSHIPS

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