Corporate PhilanthropyA Fundraising Primer

CT Association of Nonprofits

sldharvest@gmail.com

Sondra Lintelmann-Dellaripa

Corporate PhilanthropyA Fundraising Primer

CT Association of Nonprofits

www.harvestdevelopmentgrp.comwww.linkedin/in/sondradwww.thefbooksite.com

#CorpCAN @HarvestDev @CTNonprofits

•Value Proposition•Preparation•Identifying and Targeting prospects•Research/Tools, current donors•Document strategy•Integrate efforts into organization •Build a pipeline•Benchmark progress•Summary and Q&A

Defer

Judgment

It’s against all our combined logic

It can’t be done

It’s never worked for us in the past

We’re on the wrong track

Someone must have tried it OR they tried it and it failed

We cant afford it

We don’t have the time, people, energy, connections

And so on…

Brainstorming

Koinonia1. fellowship, association, community, joint participation

A. the share which one has in anything, participationB. a gift jointly contributed, a collection, a contribution, as exhibiting an embodiment and proof of fellowship

1) Establish dialogue.2) Exchange ideas.3) Don’t argue.4) Don’t interrupt.5) Listen carefully.6) Clarify your thinking.7) Be honest.

Value InventoryMethod Products/services Market Expertise Geographic

One on One Assess/Audit Nonprofits Board Development

Connecticut

Thru Subcontractors

Manage campaigns For Profits Corporate Giving Shoreline

In group Tools/Templates Individuals Benchmarking America

Long distance Study Guides/Plans Membership Groups

Strategic Planning New England

Third party Talent Procurement Young Professionals

Research Hartford

My Value proposition

for partnering with a corporation

One on one, Assess/Audit, Young Professionals, Strategic Planning, New England

I offer companies an opportunity to reach Young Professionals in New England. I can deliver this through our one on one service delivery, already in place. I can use our Organizational Assessment and Auditing service and our Strategic Planning experience.

Proposal ideas

for partnering with a corporation

One on one, Audit/Assess, Young Professionals, Strategic Planning, New England

The project idea is to develop a one on one training about fundraising, for New England Young Professionals who are being groomed for nonprofit board seats.

The project idea is to develop a one on one training module on recruitment ofNew England Young Professionals for positions within fundraising in NPO’s.

The project idea is to develop a pool of Young Professionals in New England, who are trained in corporate philanthropy, to be partnered one on one with newlyhired NPO Executives and Board Chairpersons, to share and coach on business modelsin corporate fundraising.

Preparation

Develop and Vet prospect listWeigh our approachResearch target prospectsSet target amountsKey partners to assistDefine and document a strategyOrganize your information

Whose our

Target?

Your current and most recent corporate donorsYour vendorsThe companies affiliated with your volunteers, board/committee members and clients.

Name

Largest Gift

Amount

Total Amount of

GiftsLast gift

dateType of

gift

A Financial Services Corp

$10,000.00

$250,000.00 2006 Sponsor

A&A Office Systems, Inc. $6000.00 $6000.00 2010 Sponsor

A.S. Labieniec, Inc. $400.00 $400.00 2007 Annual

A.T.A. Realty, Inc. $500.00 $500.00 2007 Annual

Abbott Laboratories$10,000.0

0 $20,000.0

0 2009 Grant

ABCO Wholesale Distributors, L.L.C. $3000.00

$10,000.00 2009 Sponsor

Accounts Management Inc. $1950.00 $1950.00 2009 Event

Achieve Financial Credit Union $6500.00

$25,500.00 2010 Sponsor

Corporate donors over the last five years

Vendor Name 3 yr Total

revenue 3 year Avg

3M

4BIZ GROUP

A & A OFFICE SYSTEMS INC

ABBOTT NUTRITION

ABCO DISTRIBUTORS, INC.

ACSYS, INC.

ADDEDUS SOFTWARE

AETNA

840,806.58 280,268.86

63,482.39 21,160.80

90,325.94 30,108.65

296,366.65 98,788.88

134,328.46 44,776.15

65,642.50 21,880.83

285,470.78 95,156.93

121,387.12 40,462.37

Corporate vendors

over the last three years

Research

The details you collect will be those

that will help you determine

who might be your best and most likely prospects, as well as

who might fit best with your organization.

Research toolsGoogle

Search newsSet up a news alert RealtimeImagesVideos

Company websiteFree websites for annual and social responsibility reports

www.prars.comwww.corporateregister.comwww.CSRwire.com

Paid sitesLexis Nexis, Hoover online

Current partners: board, volunteers, and donors. Corporate giving committeeCorporate advisory group

Google news alert

Google Realtime

For the 18th year in a row, The Hartford will be the Presenting Sponsor and host of the Walk Against Hunger, one of our most important annual fundraising events.  In addition to providing an outstanding facility, logistical services, entertainment, and food for our 2010 Walk event… over 1,200 dedicated employees formed 22 walk teams.  Together they raised an astounding $162,082!  In turn, The Hartford made a one-time matching gift of $100,000 to Foodshare to both honor their staff member’s achievement and celebrate the firm’s 200 th anniversary.  Throughout the year, volunteers from The Hartford also make a difference by participating in nearly every hunger-fighting program that Foodshare has to offer.  From early spring through early winter, volunteers from The Hartford grow fresh fruits and veggies in area gardens such as Varney Farm and Auer Farm.  Groups spend many hours sorting donated produce at our Regional Market facility.  Or they sort bulk bread donations and other grocery items at our Bloomfield distribution center and reclamation facility.  Groups also tackle special one-day projects for us on the United Way’s annual Day of Caring.  At offsite events, volunteers from The Hartford staff Foodshare information tables, give speeches describing our efforts to end hunger, and present ourHunger 101 awareness-raising group activity.  And they support the annual Turkey and a Twenty Campaign each November… an event every bit as important as the Walk Against Hunger itself. "The Hartford is a proud supporter of Foodshare and its efforts to fight hunger in the greater Hartford area. Throughout The Hartford’s history – and still strong today – is a rich tradition of giving back to the communities where we live and work. We remain dedicated to providing resources and support to help our communities achieve what's ahead."– Andy Napoli, President of Consumer Markets, The Hartford  In fact, The Hartford’s support is so formidable, that they would easily have been Foodshare’s top business donor of 2010, however, they graciously asked to be removed from consideration in order to give other area businesses an opportunity to be recognized.  Over the past two decades, The Hartford, along with their employees and their families have raised well over one million dollars to help alleviate hunger in the greater Hartford area.  In deepest appreciation for their ongoing support, we recognize The Hartford as April’s Donor Spotlight recipient.

Google Images and Videos

corporate website

Research toolsGoogle

Search newsSet up a news alert RealtimeImagesVideos

Company websiteFree websites for annual and social responsibility reports

www.prars.comwww.corporateregister.comwww.CSRwire.com

Paid sitesLexis Nexis, Hoover online

Current partners: board, volunteers, and donors. Corporate giving committeeCorporate advisory group

My Value proposition

for partnering with a corporation

One on one, Assess/Audit, Young Professionals, Strategic Planning, New England

I offer companies an opportunity to reach Young Professionals in New England. I can deliver this through our one on one service delivery, already in place. I can use our Organizational Assessment and Auditing service and our Strategic Planning experience.

Document strategy

Document strategy

validate your approach

organizes essential data

roadmap for approach

Solicitation Brief

Company information and contact infoWho key partners are in cultivation and solicitationCompany history with your organizationKey Findings from your researchYour value propositionYour project examplesStrategyKey points in the discussion

Integrate

Balance is required

Capturing corporate interest

Corporate leaders for boards and committees

corporate volunteers for operations

Time And Talent:

Board investment

add value

help to advance the organization

a passion for the mission

the caliber of the nonprofits’ CEO

caliber of the board leadership

clear expectations

• Have effective CEOs to run the organizations• Articulate clear and reasonable expectations of board members• Can show that other board members are engaged and supportive, especially board leaders• Provide relevant information to board candidates, related to board governance, the organization, and financials• Conduct business-like board meetings focused on key strategic issues

Time and Talent:

Volunteer Opportunities

aligned with their mission

organized and show results

meaningful and important

many interests, efficiently

• Ask and understand what the business and their employees want out of the team volunteer experience• Create volunteer opportunities that meet organizational needs and appeal to volunteers• Create clear position descriptions (for example, tutoring or mentoring)• Screen and select qualified volunteers• Provide excellent training, mentoring and support to volunteers• Recognize and thank volunteers• Get feedback from volunteers, and ensure that the experience is rewarding and positive

Develop opportunities to

engage more corporate donors at smaller levels.

Develop a moves management process specific to corporate donors. Practice good donor relations with companies.

Benchmarking your progress

• You cannot do it alone. • The value to your corporate partner includes the good will, social trust, employee satisfaction, brand awareness, local recognition. Put a price tag on it.• A middle man is okay• Learn to speak business (translate your social service language to be readily understood and engaging).• Make sure you can show your impact in business terms• Be flexible and open to new ideas, but remain vigilant of your risks and work to mitigate them through transparent communication and compromise.

Final thoughts

Recap•Value Proposition•Preparation•Identifying and Targeting prospects•Research/Tools, current donors•Document strategy•Integrate efforts into organization •Build a pipeline•Benchmark progress•Summary and Q&A