Fundraising and Sponsorship Opportunities Mike Wilhelm, P.E., M.ASCE Truckee Meadows Branch Past-President Region 8 Governor-Elect Presidents and Governors Forum Reston, Va. September 24, 2012

Introduction Background Marketing Approaches Additional Opportunities Sponsorship Timeline Develop Your Sponsorship Program Best Practices Summary Questions & Answers Overview

Introduction Nevada Section founded in 1963 Large geographic area (110,560± sq mi; 7th largest state) Relatively isolated population centers (2/3 of population in Las Vegas Area) 3 Branches Truckee Meadows (Reno) 450 members Capital (Carson City) 100 members Southern Nevada (Las Vegas) 660 members

Truckee Meadows Branch Sponsorship Program Corporate Sponsor Benefits Visibility in monthly newsletter and on website Business card sized logo provided by firm Free “Help Wanted” ads Rate $100/yr Background

Truckee Meadows Branch Sponsorship Program Silver Sponsor Benefits Corporate Sponsor plus… Firm profile in a monthly newsletter Marketing loop at a monthly luncheon meeting Appreciation Plaque Rate $300/yr Only 10 available Creates sense of urgency Background

Passive Marketing Ran Annual Sponsorship Forms in monthly newsletter Waited for responses Worked well when times were good Sold out every year Great Recession in Nevada Unemployment peaked at nearly 15% (December 2010) 1 in 6 private sector jobs lost Nearly 2 of every 3 in the Construction Sector Detrimental effect on our profession and Section Membership Passive Approach was no longer effective Only sold 5 Silver Sponsorships in 2009 Marketing Approaches

Active Marketing is Personal “Engineering is about relationships.” Remember that people give to people Build Target List of Potential Annual Sponsors Northern Nevada Business Weekly publishes list of area Engineering Firms Maintain information for Contact Individual at each firm Firm, Principal or Contact Name, Address, Phone No., Reach Out to Sponsors Divide list among Branch Officers Active Marketing

Develop Relationships Make personal phone calls Say thank you for last year’s support Make “The Ask” Sponsorship Request Letter from Branch President Include Sponsorship Form with letter “Thank You” Personal ASCE notecards in a timely manner Recognize Sponsors at Events More work, but definitely worth it in the end Immediate success All 10 Silver Sponsorships were sold in 2010 Active Marketing

Special Event(s) Annual Awards and Student Recognition Banquet Combined two events to create a Gala Event Local “Celebrity” for Keynote Speaker New fundraising opportunity Table Sponsorships Benefits Table of 8 6 from firm (staff + clients) 2 students Rate $400 Raffle Prize Donations Additional Opportunities

Moving Forward Add additional level(s) “Silver Sponsor since…” Expand Prospect List Ideas? Additional Opportunities

September and October Luncheons General announcement “Annual Sponsorship Season is Coming” Last week of October Sponsorship Form distributed in November newsletter November Phone calls Personal Sponsorship Invitation Letters with Sponsorship Forms included December Sponsorships due Timeline

January Personal Thank You Notes “Save the Date” for Annual Awards and Student Recognition Banquet February Banquet Sponsorship Invitations distributed March Banquet Sponsorships Due April Banquet Timeline

Year-round Sponsor Recognition at monthly luncheon Silver Sponsor Appreciation Plaque General Thank You to all Sponsors in opening remarks Continue to make the case ASCE is a volunteer organization Your financial support enables the Branch to… Fund University of Nevada student scholarships Support the Concrete Canoe Team Support the College of Engineering Fall BBQ and Spring Banquet Advocate for infrastructure Put on K-12 Outreach events Put on our monthly lunches and Annual Banquet Etc. Timeline

Develop Your Sponsorship Program What/Why? Who? How? When? Sponsorship Program Outline

Sponsorship Committee Sponsorship Levels Prospect List Assign Tasks Promote Value Thank Yous Follow-up Sponsorship Program Outline

Who is responsible? What worked well? What did not? Off the wall Administration Follow-up Always Never Outcome Best Practices Summary

“Engineering is about Relationships.” Remember…

Contact Information Mike Wilhelm, P.E., M.ASCE Past-President, Truckee Meadows Branch (Reno, Nev.) Region 8 Governor-Elect [P] [E] Questions and Answers