A Seminar By: Mike Maksimowicz, Director of Development, Union Gospel Mission, Seattle WA

North Pacific District Conference, International Union of Gospel Missions, March 5—7, 1987, Vancouver B.C., Canada

Types of Corporate Support

They can contribute to:

Why Corporations Give

Corporate Gift Decision Process

The Role of Research

A) Why research a corporation?

B) Focusing on useful information

C) Sources for information

Preparation for the Call on Potential Corporate Donors

Training Sessions with your presentors, including role-playing, are essential!

Making the Call on Potential Corporate Donors

The information covered in this section is designed for an actual office presentation with the corporation. This by far, is the most effective way to share your cause and get funded. If you can’t get an appointment, submit a two— page letter signed by your executive director or campaign leadership, along with the above mentioned proposal items in order to effectively state your case and request. Try to arrange an on—site tour of your facilities if that is open to you.

The appointment




There are many standard reference works and information available. Maintain a basic library and subscribe to at least one information service. Your research staff volunteer evaluation committee should obtain, record and analyze:

  1. Full name and correct address.
  2. Corporate assets.
  3. Type of business.
  4. List of corporate officers and directors.
  5. List of corporate—foundation officers if a corporate—foundation exists.
  6. Sales volume.
  7. Previous giving record.
  8. Decision—making process——who, when?
  9. Gifts to other institutions (This is harder to learn if there is no corporate—foundation.)
  10. Connections with your institution-—list of alumni—employees, if you’re an educational institution; patient—employees, if you’re a hospital; etc.
  11. History of your dealings with the corporation.
  12. Local subsidiaries and officers.
  13. Corporate gift committee, names, connections.
  14. Kindred interests.


(We'll be looking into the research process in a later session in this course)