Securing Corporate Partnerships

What You Will Learn Today Why companies give What companies give How to determine if your organization is ready to seek corporate support How to find corporate funding prospects How to approach a potential corporate supporter

Part 1 Why Companies Give and Why They Would Give to Your Nonprofit

Why Do Corporations Give? To advance their business objectives To increase corporate visibility To benefit their employees To be good corporate citizens To take advantage of tax deductions

Advancing Business Objectives Do you share an audience/constituency? Would companies want to connect with your constituents? Do you address issues of interest to a company?

Increasing Brand Visibility How visible are you in the community? How big an audience do you have? How do you get your name in front of the public?

Benefiting Employees Do corporate employees benefit from your work? Do you have volunteer opportunities for corporate employees?

Corporate Citizenship How do you strive to enhance the local community, making it a more attractive place to live and work? How deep is your network of community leaders, those with whom corporate executives would want to associate?

Tax Benefits Companies can deduct up to 10% of pre-tax profits to 501(c)(3) organizations

Part 2 What Companies Give

Individuals $ % Corporations $14.55 Bequests $24.41 Foundations $ % 5% 14% Source: Giving USA 2012, Giving USA Foundation, researched and written by the Center On Philanthropy at Indiana University Private Contributions by Source ($ in billions) Total Giving: $ billion How Much Do Corporations Give?

Cash vs. Non-Cash Contributions Source: The 2011 Corporate Contributions Report, The Conference Board Foundation Cash 27.26% Non-cash 37.59% Company Direct Cash 35.15%

Monetary Contributions Foundation grants Corporate contribution Employee matching grants

In-Kind Contributions Product/equipment donations Donated services Use of facilities

Employee Involvement Employee volunteer programs Board service

Sponsorships and Cause-Related Marketing Sponsorships Cause-related marketing –Public association of a for-profit company with a nonprofit organization, designed to promote the company’s products/services and to raise money for the nonprofit.

Part 3 Is Your Organization Ready to Seek Corporate Support?

Considerations Before Taking on Corporate Fundraising How does corporate support fit into your overall fundraising plan? Types of companies with which you do/don’t want to work How will your various constituencies react to a potential corporate donor? What would you be willing to do to secure corporate support?

Putting Your Organization in the Best Position Contacts in the corporate world throughout your network Memberships in organizations which facilitate corporate networking Know who’s doing business in your community Your capacity to quickly publicize corporate support

Part 4 Finding Corporate Funders

Creating Your Corporate Prospect List Find companies located in your geographic area (headquarters, subsidiaries/divisions, plants/offices/stores) Find companies based on what they do Find companies based on what you do Find companies providing the type of support you need Stay abreast of recent news

Print directories Corporate Giving Online Foundation Directory Online Periodicals on corporate philanthropy Resources for Funding Research

Researching Corporate Giving History Company-sponsored foundation –Through 990-PF Direct corporate giving –More challenging to research

Staying Abreast of Recent News Company’s web site Philanthropy News Digest Chronicle of Philanthropy Local business journal Business research web sites

Part 5 How to Approach a Corporate Supporter

Making the Approach Find out who the “gatekeeper” is Find out who can help you open the door

Talking Points Reasons why they should support your organization You are working in the same geographic area Their employees are already involved with your organization You have potential customers among your constituents You are highly visible with a strong reputation

Summing Up Corporate philanthropy is motivated by the bottom line and company interests Look at your organization from the company’s point of view –You won’t get support from a company unless you have a connection Companies support nonprofits in many different ways Utilize all our resource tools to find a match

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