Post on 09-Jul-2015
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Corporate Sponsorship
Solicita0on Made Easy
Equip. Exchange. Empower
“The key element to success is
confron3ng the right ques3ons.”
~ 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 >me, 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 organiza>on look like? What would its impact be on the world?
2. If you could describe what your organiza>on does in a few key word phrases, what would those be?
3. What is your most pressing problem as an organiza>on right now?
4. If you could wave a magic wand, what would you ask for in order to solve the
problem(s) men>oned 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 organiza>on to have?
7. What is your ideal start >me & how much >me 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 Essen0als
“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 Ac0on Plan
Target
Define
Outreach Engage
Acknowledge
Renew
Iden>fy needs | Navigate towards solu>ons
Tracking
Rela0on-‐ship Level
Point Person
Company Contact Name
Title Contact info:
Info/interests Ini0al “Ask” Achieves goal of…
1 Execu>ve Director
Large Company
Jane Doe
VP of West Coast Marke>ng
Jane.doe.LC.com
-‐ Met @ X networking event. -‐ Married with 3 children. -‐ Loves baseball -‐ Never acended an event.
Purchase a table @ annual gala for $5,000
Introducing them to the org & bringing poten>ally 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
Target Who 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, Twicer, 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 introduc>ons
• Track your research– Dig deeper into your target companies • Who are their compe>tors? • Who are their partners?
Leverage FREE Resources
(-‐1) Damaged– Someone who has had a bad experience in any capacity. The rela>onship needs repairs (0) Prospect – A poten>al contact, someone you haven’t met yet and are adding to your ac>on plan (1) New -‐ You have been introduced, & will follow up on the conversa>on (2) Engaged -‐ They have an understanding of the club, maybe acended an event or made a visit, but haven’t made a dona>on (3) Donor – They have a deep understanding of the club and have commiced money to the organiza>on
Define Rela0onships
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 organiza>on does best • Why it’s important to your organiza>on?
Engage • Be authen>c • Use real stories
• Be prepared to answer tough ques>ons • Have all materials ready • Have fun & enjoy the opportunity to share your passion for your organiza>on
Acknowledge Partners & Donors are your celebri>es
Be thankful
Be informa>ve
Make it personal
“Lead with generosity.”
~ Keith Ferrazzi, Ferrazzi Greenlight & author of Who’s Got Your Back? & Never Eat Alone~
Renew • Focus on growing rela>onships & your network • Ask how you can help them-‐-‐ make an introduc>on, set-‐up a VIP visit, etc.
• Offer incen>ves 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 mee>ng
• Each board mee>ng should include the following: • Individual Give & Get Reports • Donor list for current fiscal year • Review of the master Donor Ac>on Plan
Tips & Tricks • Plan Ahead-‐-‐ Get on the radar before budgets sesng 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 >me 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 >me to get them on the phone! **
Things to Remember…. • Listen, listen, listen!
• It is about the personal connec>on you create with the people in the company that macers
• Be flexible & willing to look at various op>ons
Worst case scenario, you get everything
you ask for and more!
Be bold. Be brave. Be open.
Got Ques>ons? bradyhahn@mac.com | @bradyhahn