Corporate Sponsor Strategies – an interview with Jason Dick

Posted August 20, 2008

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One of of my clients is focusing on developing Corporate Sponsors. Never being one to assume that I have all the answers, I sought out the advice of a few fundraisers in Boston and Seattle. Each were presented with a few questions regarding corporate sponsor strategies. This post is the first in a series based on their feedback.

“And a great partnership began…”

jason dick Corporate Sponsor Strategies an interview with Jason Dick

Jason Dick lives in Redmond, Washington and works as the Campaign Manager at Bellevue Community College. He blogs about fundraising at A Small Change.

Me: Jason, thanks so much for taking the time to answer a few questions about corporate sponsor strategies. First question: What are some effective ways to lead this potential donor to a point of committing funds and becoming a corporate sponsor?

Jason: At my previous organization, we used tours as a great way to show off what we do. This allowed the business to meet a few of our program staff and get a feel for what our organization did. I also made a phone call or sent a card or email when something significant happened with their business.

Me: These are great, tactical ideas. What else have you done?

“You have to make sure that your non-profit is ready to handle corporate donors.”

Jason: At that organization that I worked for, our volunteer coordinator received an application from a local businessman about doing some volunteer work. We had the feeling that he might be someone to pay attention to so I went and had coffee with him. Turns out that he was one of the top executives at a local business. Later, through a tour of the nonprofit and attending a few events (our annual luncheon), his business started to get involved as well. His business started out just as a sponsor and then ended up doing grants, employee drives, and a great partnership began.

Me: Excellent ideas, Jason. Let’s switch gears a bit. How do you know when someone is “ready” to make a sponsorship commitment? What signs do you look for?

Jason: First of all, you have to make sure that your non-profit is ready to handle corporate donors. You are going to need to have employee volunteer opportunities, events to sponsor, a donor recognition plan that recognizes and engages businesses. Then, you will learn more and more about a potential sponsor’s interests as they get to know your organization. At some point during the cultivation process the donor will usually start to ask: “What can I do for this organization?” You want to find a simple package that opens the door for their first gift. Often I would find ways for the business to engage that did not involve money initially and just involved their employees and that often led into a larger financial gift. I any case, you will have to sit down with them and invite them to partner with you.

Me: Jason, thanks so much for sharing such excellent advice!