2016-02-03 Generating Corporate Sponsorship Support
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In today’s environment potential corporate sponsors are closely scrutinizing value received for dollars spent. Discover what the corporate sector is seeking when considering whether to sponsor your activities and what impact this has on your efforts. Successful nonprofit organizations recognize that they must go beyond the standard prospectus outreach if they are to increase sponsorship income. This interactive seminar covers the six critical factors that you can implement to increase corporate sector revenue.
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2016-02-03 Generating Corporate Sponsorship Support
- 1. Thrive. Grow. Achieve. February 3, 2016 Lewis R. Flax, Flax Associates, LLC Generating Corporate Sponsorship Support
- 2. Generating Corporate Sponsorship Support Raffa Learning Community Wednesday, February 3rd, 2016 9:00 AM – 11:00 AM 1899 L Street, NW Washington, DC 20036
- 3. Today’s Agenda • Current status • Better results • Sponsorship revenue - events • Organizational partnerships and campaigns • One step at a time • Your plans – implementing next steps • Go do it!
- 4. EVENTS
- 5. Strategy: Events • Corporate development strategy • Event(s) – Goals/objectives • Barriers to success • Overcoming the barriers • Generating a profit / achieving other objectives
- 6. Limit Offerings • Align with prior year / event • Supply vs. demand
- 7. Restrict Benefits • Restrict benefits of greatest value • Include offerings beyond the event • Force ‘buy-up’ as opposed to lower level of support
- 8. Involvement • Others involved • Promote others engaged • Spur interest
- 9. Mentality • Frequent questions • Leverage for our benefit • Beyond financial support
- 10. Third Party Credibility • Reference point • Connection
- 11. ‘Pre-Sell’ Sponsorships • Conduct advance outreach • Gain early commitments • Notify and promote to others
- 12. Seek Input • Draft format • Edits, comments, and track changes • Seek feedback, value their input, and gain buy-in
- 13. Perfection? • Final product • No customization • Time consuming
- 14. A Sense of Urgency • Deadlines • Others interested • Limited availability • Other options
- 15. Straightforward and Simple • List the top two or three benefits • Easy to read and understand • Simple!
- 16. PARTNERSHIPS
- 18. Fundraising Efforts: Approach • Repeated requests – sponsorships/solicitations • Difficult and time consuming • Impact on activities over time
- 19. Corporate Perspective: Outreach • Numerous solicitations for dollars • Corporate objectives? • Likely response
- 20. A Change in Approach • Engagement first; dollars second • Platforms and campaigns – not events • Establish a relationship
- 21. Getting Started: Identify Assets • Audience(s) • Programs/Events • Communication channels • Others
- 22. Convert Assets to Benefits • Determine assets of interest • Understand benefits from the sponsors perspective • Consider other potential benefits
- 23. Obtain Sponsor Input Solicit feedback • Specific benefits • Other ways to engage • Successful partnerships • Activation ideas
- 24. Internal Assessment Clarify what is available for ‘sale’ • Ensure alignment with mission and culture • Determine parameters of involvement • Coordinate within your organization • Garner leadership/board support • Respect “Organizational Tension”
- 25. Structure Benefits • Establish platforms that align with corporate interests • Bundle benefits strategically • Tier packages to incent companies to ‘buy- up’ • Restrict benefits of greatest value • Establish other limited offerings at lower levels of support
- 26. Connections • Direct connections • Appropriate industries/companies • Focus on top prospects
- 27. Next Steps • Interest in improving results • Time/resources • Strategies and tactics • Actions in the next 30 days • Impact on your organization
- 28. Your Host Lewis Flax – Secure corporate support – Develop strategy / plans to generate revenue – Business development outreach guidance – Offer training, coaching, and consulting – Review of documents and proposals Email: lewis@flaxassociates.com Phone: 202 266-2655 (w) 301 922-9309 (c) Web: www.flaxassociates.com
- 29. Questions? Lewis Flax Flax Associates lewis@flaxassociates.com (202) 266-2655 www.flaxassociates.com