By Noble Smith
Being in the development business for 50 years does not make one an expert, but it certainly provides a plethora of fodder for reflection, plenty of laughs and personal commitments not to make the same mistake again.
In today’s economic conditions, philanthropy, whether it be the “sure” annual unrestricted appeal, the “must” capital campaign for new buildings or the “creative” estate planning program, is at its most trying times. Many fund-raising efforts have been abbreviated, downsized or even curtailed.
However, there are several brighter lights resulting in successful fund raising initiatives, one of which will long outlive the current downward philanthropic responses – a win-win opportunity for both solicitor and donor – targeted/negotiated corporate support.
I have always found it extremely helpful before approaching a potential corporate supporter to ask myself, my staff and, equally importantly, the Board Development Committee what does our organization possess that would help Business A, what would create the best exposure for Business A, and does any member of our organization – staff, Board or volunteer – have any personal relationship with officials in Business A?
If the answers are none, then that potential corporation/business contact is given a respite even if it is the biggest in town. This temporary negative overview should always trigger ways to determine and establish new contacts and “partnerships” with the business for future solicitation.
However, if the answer(s) is positive, and if a personal relationship has been established, then an informal meeting using the personal relationship with Business A is the next step. Discussing how a relationship might help both organizations, what each has to offer the other and what would be in the best interest of the Business A have proven many times to be the key that opens a new philanthropic door.
Once both parties agree, then a short, but clearly documented, proposal should be hand-delivered, not mailed or emailed, Once the gift is actually received not only does Business A receive the organization’s official thank you, but also a special thank you from a local volunteer goes a long way to solidify the new partnership.
Even the smallest business in town has ways to support a local non-profit though not always by cash over the barrel. In-kind support and, again, what exposure would best suit and help the donor become the creative juices for the non-profit. Forming a lasting partnership offers the platform for an on-going future relationship.
One parting comment – in these economic down times, I have found time and time again that when business must restructure, downsize and lower profit margins, it always behooves the non-profit to insure that they have carefully reviewed their operations, realistically examined revenue and expenditure expectations AND share this knowledge with Business A. Openness and frankness often provide just the confidence that a prospective donor needs to make a positive decision.
Noble Smith is a former Commissioner for the Maine Commission for Community Service, the President of Noble Smith Associates Development Consultants since 1980, and is a featured blogger.
If more organizations asked your first question, a great deal less time would be wasted chasing dollars that are never going to be forthcoming. Good tips, Noble.