BUILDING BETTER CORPORATE PARTNERSHIPS

1. BUILDING BETTER CORPORATE PARTNERSHIPS MVDP December 2, 2010

2. Presenter Cynthia Thompson Director of Development & Marketing Macdonald Center Prior fundraising experience: • Chief Development Officer Big Brothers Big Sisters Columbia Northwest • Corporate Relations Manager Oregon Zoo Foundation • Development Officer Morrison Child & Family Services

3. Presentation Goals This session will help you to: • Gain general understanding of the different types of corporate/nonprofit partnerships • Understand how to find a match for your nonprofit and how to make a good first impression • Develop techniques for taking a corporate prospect through the partnership development process

4. Putting corporate support in context Total Contributions in 2009 according to Giving USA = $303.75 billion The Breakdown: Individuals $ 227.41 75% Bequests $ 23.80 8% Foundations $ 38.44 13% Corporations * $ 14.10 4% * Includes corporate giving and an estimate from The Foundation Center of $4.42 billion in grants made by corporate foundations

5. Typesof CorporateSupport

6. Types of Corporate Support • Corporate Philanthropy • Sponsorship • Capital Gifts • Cause-Marketing • In-Kind Support/Professional Services • Employee Giving • Employee Volunteers • New approaches (i.e. social media)

7. The Process of Developing a Corporate Partnership Research Cultivation Solicitation Evaluation Recognition/ Stewardship

8. Research Research Cultivation Solicitation Evaluation Recognition/ Stewardship

9. Research Research • List of resources • Web • News • Volunteers • Attending local business events • Networking, networking, networking • Building a pipeline of prospects Cultivation Solicitation Evaluation Recognition/ Stewardship

10. Research Research Most Likely Decision Makers include: • Connections (board member, employee, customer, vendor) • Corporate Foundation Officer • Corporate Giving Department • Employee Contributions Department • Marketing/PR Departments • President/CEO Cultivation Solicitation Evaluation Recognition/ Stewardship

11. Cultivation Research Cultivation Solicitation Evaluation Recognition/ Stewardship

12. Cultivation Research TIP: Cultivation is an on-going, year round process with your current partners. • Handout: “20 Ideas for Cultivating your Corporate Partners” Cultivation Solicitation Evaluation Recognition/ Stewardship

13. Cultivation – New Prospects Research Key facts you want to know about your potential corporate partner: • Focus/filter/criteria • Existing partnerships • New products • Target audience • Volunteer involvement/Group or Team projects • Timeline/fiscal year Cultivation Solicitation Evaluation Recognition/ Stewardship

14. Solicitation Research Cultivation Solicitation Evaluation Recognition/ Stewardship

15. Solicitation Research • Specialized Proposals • Hand delivered • Flexible • Simple contracts • Best to put in writing to outline expectations • Present to the right people Cultivation Solicitation Evaluation Recognition/ Stewardship

16. Solicitation Research TIP: You should have a variety of communication and solicitation materials. • One paragraph description of the program or event • One page fact sheet with information about program, audience, benefits to the company, impressions, how money used • Multi-page proposal (but still no more than 3-5 pages) • Cover letter / letter of request • Response form Cultivation Solicitation Evaluation Recognition/ Stewardship

17. Solicitation Research • Key elements to include on solicitation materials: • Compelling description of the event or program • Statement about how this partnership will benefit the company • Demographics of audience, guests, participants, service recipients • Benefits to the company, in as much detail as possible • Contribution/sponsorship dollar figure • Show pride in your organization and event Cultivation Solicitation Evaluation Recognition/ Stewardship

18. Evaluation Research Cultivation Solicitation Evaluation Recognition/ Stewardship

19. Evaluation Research • Create evaluation/re-cap reports • Use a binder or nice folder • Collect all materials that include logo and/or mention of the company • Helps to measure ROI Cultivation Solicitation Evaluation Recognition/ Stewardship

20. Evaluation Research • Company focused • ROI reports within the company timeline • Larger amounts = more frequent reporting • Include activation, if appropriate • Impact made on both organizations Cultivation Solicitation Evaluation Recognition/ Stewardship

21. Evaluation Research • Why spend all this time on evaluation? • To educate the company on the value of the partnership • To increase the odds that they will renew their support next year • This is another opportunity to schedule an in-person visit that is not about asking for money; helps to build the relationship Cultivation Solicitation Evaluation Recognition/ Stewardship

22. Recognition/ Stewardship Research Cultivation Solicitation Evaluation Recognition/ Stewardship

23. Recognition/Stewardship Research • Acknowledgement • Letters • Calls • Events • VIP areas • Recognition • Stand out at an event • Verbal recognition • Category exclusivity • Plaques, certificates, etc. • Thank you ads • Be creative Cultivation Solicitation Evaluation Recognition/ Stewardship

24. Recognition/Stewardship Research TIP: Think of recognition as an opportunity to interact with your corporate partner, not just as a static benefit. • Sample recognition benefits: • Recognition on donor walls/signs • Recognition in newsletter and website • Invitations to special events, graduations, special moments • Networking opportunities/client cultivation Cultivation Solicitation Evaluation Recognition/ Stewardship

25. Keys to Success • Partner-centric • Think like the company • Act like a consultant • Think outside the box • Be flexible and evolve • Find a good fit • Think strategically

26. Thank you!