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Generating Corporate Support
            Lewis Flax
            April 25, 2012




A Service
   Of:                 Sponsored by:
INTEGRATED PLANNING
            Advising nonprofits in:        www.synthesispartnership.com
            • Strategy
            • Planning                                    (617) 969-1881
            • Organizational Development   info@synthesispartnership.com


A Service
   Of:                                            Sponsored by:
Affordable collaborative data
             management in the cloud.

A Service
   Of:                        Sponsored by:
Today’s Speaker




                                 Lewis Flax
                                    President
                                 Flax Associates
Assisting with chat questions:                                                  Hosting:
April Hunt, Nonprofit Webinars                          Sam Frank, Synthesis Partnership

A Service
   Of:                                             Sponsored by:
Today’s Host

Lewis Flax is President of Flax Associates, a firm that
assists nonprofits in generating corporate support through
sponsorship and partnership efforts. Clients include mission
based nonprofits and associations, and we focus on
developing and implementing the strategy, structure, and
outreach in order to increase corporate sector revenue.
Further information is available at www.flaxassociates.com
Event Attendance

Memorable?
Fundraising Efforts: Approach

• Repeated requests –
  sponsorships/solicitations
• Partnership relationships
• Impact on specific activities
Today’s Webinar

• Nonprofit perspective?
• Corporate viewpoint
• Involvement
Corporate Perspective: Outreach
• Repeated requests for support
• Corporate objectives?
• Likely response
Differentiation

• Understand their objectives,
  and then position our offerings
• Tailor responses / customize
Critical Factor # 1


We need to understand their ________
first and then position our offerings so we
meet specific __________ .
A Shift in Approach

•   ‘No Sale Zone’ outreach
•   Objectives and current activities
•   Strategic plans
•   Successful campaigns
•   Other partnerships/relationships
Many Requests




• Standard offerings
• How handled and by whom?
Corporate Processing


• Review of offering
• Types of questions
• Strategic vision
Transition UP?

• Strategic questions
• Introductions and connections
• Relationship vs transaction
Critical Factor # 2



In order to obtain higher level ________,
we need to connect with corporate
_________ on a _________ level.
Positioning

• Questions
• Goals and objectives
• Customized responses
Critical Factor # 3


Secure _________in your organization by
asking _________ related to their current
efforts.
Third Party Validation


• Reference point
• Connection
Different Approaches

• Consumer products?
• Service business
• 80/20 rule
Limit Prospect Base

• Connections
• Appropriate industries/companies
• Limit this type of outreach to top prospects
Critical Factor # 4


Remember that ________ of our business
should come from _________ of our clients.
Involvement
• Others involved
• Promote others engaged
• Spur interest of competitors
Mentality

• Frequent questions
• Spur interest
Critical Factor # 5


A key element of corporate interest involves
other ________ that decide to _________.
Crafting Outreach Documents

• Perfection?
• Final product
• Seek input
Engagement

• Seek feedback
• Opinions valued
Critical Factor # 6



Seek ______ in developing ________
from prospective _____ or ______.
Lewis Flax
Flax Associates
lewis@flaxassociates.com
(202) 266-2655
www.flaxassociates.com
Find listings for our current season
          of webinars and register at:

            NonprofitWebinars.com


A Service
   Of:                     Sponsored by:

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Generating Corporate Support