1. San Francisco Fundraising Summit October 26, 2010 Finding Corporate Funders: The Art of Successful Research Presenters: Y'Anad Burrell, Damon Krytzer, and Pat Bregant

2. Finding Corporate Funders: The Art of Successful Research Tuesday, October 26, 2010 How to gain access to key personnel & decision makers and garner their support. San Francisco Fundraising Summit

3. Finding Corporate Funders: The Art of Successful Research Tuesday, October 26, 2010 Build Strong Relationships San Francisco Fundraising Summit

4. Finding Corporate Funders: The Art of Successful Research Tuesday, October 26, 2010 Meet with your local officials – supervisors, councilmember, chiefs of staff, city treasurer, assessor,… Know your constituents. Break the taboo and ask your peers, “Who is funding your non-profit and who is your contact?” San Francisco Fundraising Summit

5. Finding Corporate Funders: The Art of Successful Research Tuesday, October 26, 2010 Self-Interest or What’s in it for them? San Francisco Fundraising Summit

6. Finding Corporate Funders: The Art of Successful Research Tuesday, October 26, 2010 Do your research on what the corporation is doing in the community. Does management encourage employees to volunteer? Is there an employee giving program? What is their “product” and who/what does it impact? Do they have a specific philanthropic arm with specific giving areas? Can you help them promote their agenda? San Francisco Fundraising Summit

7. Finding Corporate Funders: The Art of Successful Research Tuesday, October 26, 2010 Know the leaders of the organization and find out their personal interests. Do they live in your city? Participate on community boards? What do they do for recreation/fun? San Francisco Fundraising Summit

8. Finding Corporate Funders: The Art of Successful Research Tuesday, October 26, 2010 I.Advancing their business objectives A. Do you share an audience/constituency? B. Would companies want to connect with your constituents? C. Do you address issues of interest to a company? San Francisco Fundraising Summit The Psychology of Corporate Giving

9. Finding Corporate Funders: The Art of Successful Research Tuesday, October 26, 2010 II.To increase corporate 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? San Francisco Fundraising Summit The Psychology of Corporate Giving (cont.)

10. Finding Corporate Funders: The Art of Successful Research Tuesday, October 26, 2010 III.To benefit their employees A.Do corporate employees benefit from your work? B.Do you have volunteer opportunities for corporate employees? San Francisco Fundraising Summit The Psychology of Corporate Giving (cont.)

11. Finding Corporate Funders: The Art of Successful Research Tuesday, October 26, 2010 IV.Corporate Citizenships 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? San Francisco Fundraising Summit The Psychology of Corporate Giving (cont.)

12. Finding Corporate Funders: The Art of Successful Research Tuesday, October 26, 2010 V.Besides $$$, what are corporations giving? A. In-Kind Contributions Product/equipment donations Donated services Use of facilities San Francisco Fundraising Summit

13. Finding Corporate Funders: The Art of Successful Research Tuesday, October 26, 2010 V.Besides $$$, what are corporations giving? B. Employee Involvement Employee volunteer programs Executives on loan Board service San Francisco Fundraising Summit

14. Finding Corporate Funders: The Art of Successful Research Tuesday, October 26, 2010 V.Besides $$$, what are corporations giving? C. Sponsorships & 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. San Francisco Fundraising Summit

15. Finding Corporate Funders: The Art of Successful Research Tuesday, October 26, 2010 VI.Creative Ways To Find Corporate Sponsors San Francisco Fundraising Summit

16. Natural Funding Sources Close fit strategic investors –Who has a reason to participate? –Nestle need for cedi –Must be impactful Close geographic with interest –Commercial interest –Ex. Community banker or service business Close demographics or natural grouping –You serve a narrow “community” –Ex. Foster parents, music lovers and women's’ interests Finding Corporate Funders: The Art of Successful Research Tuesday, October 26, 2010

17. Not-So-Natural Funding Sources Too big –Need localized link or contact Too broad –Just because they are local doesn’t mean they will care Competing interests –So similar they are looking at the same market No $ Finding Corporate Funders: The Art of Successful Research Tuesday, October 26, 2010

18. Approach Like a business plan pitch –Describe what you to do in three to four sentences –Describe the market for your initiative –What is the current “pain”? –How do you improve the situation? –Is your solution scalable; who and how? –Why you? Finding Corporate Funders: The Art of Successful Research Tuesday, October 26, 2010