A Seminar By: Mike Maksimowicz, Director of Development, Union
Gospel Mission, Seattle WA
North Pacific District Conference, International Union of Gospel
Missions, March 57, 1987, Vancouver B.C., Canada
Types of Corporate Support
- Corporate Corporate Foundation Contributions - Direct cash gifts &
- Contributions - Direct cash gifts, gifts (employees), donation programs
- Corporate Goods - Outright donations of food, office furniture, equipment
and supplies (Used/Surplus Goods, New Products! Merchandise, Loaned Goods, Cooperative
Purchase/Use). Corporate Services - Free/ Discounted Service(Accounting
Advertising/Public Service Announcements; Audio-Visual Assistance: graphics ,design,
layout, production of slide shows,publications; Computer Services/Data Processing;
Investment Counseling; Legal Advice! Assistance; Mailing Services; Printing! Duplicating;
Public Relations/Promotional Assistance; Staff Development and Management;
Telecommunications; Transportation; Volunteer Training/Management).
- Corporate People Employee Volunteers, Loaned Executives.
They can contribute to:
- Annual Giving
- Project Grants
- Capital Gifts
Why Corporations Give
- To improve the communities in which they operate(their employees live
- To build a positive public image.
- To satisfy the CEOs and/or Board Members personal desires.
- To enhance their ability to recruit quality employees.
- To increase their revenue.
- To get a tax writeoff(deduction).
- To reward employees.
- To use their staff and facilities to full capacity.
Corporate Gift Decision Process
- Entertain Applicants
- Review Applicants
- Contribution Committee Decisions
- Payment Schedules
The Role of Research
A) Why research a corporation?
- The rule of relevance - Who in our current "universe" knows
- Giving potential relates to profits - How much could we ask
- Useful information - What more can we learn about this company?
B) Focusing on useful information
- Who is involved
- Giving record
- Corporate philosophy
- Relation of business or their product to your organization
- Relevance of their employees to your organization
C) Sources for information
- What is available
- Where it can be found
Preparation for the Call on Potential Corporate Donors
- Do the necessary research
- Lineup your presentors(Board Members and key volunteers) and assign
- Have your proposal (packet) together. Proposal format should include:
- Letter - An opening letter that thanks the corporation for providing the
opportunity to present this proposal.
- List of your organizations leadership(Campaign Leadership.)
- Mission Statement and the Need
- The Plan and Budget
- Broad-Based Campaign for funding
- Request for funds (Recognition plaque)--Pledge Card
- Organizational facts--Fact sheet having program descriptions, activity
report, charts, graphs, etc.
- Historical Highlights
- Tax Exemption
- Financial Statement--Audited, if available
- Organizational Brochure
- ExhibitsNewsletter, related articles, etc.
Training Sessions with your presentors, including role-playing, are
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 cant 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 onsite tour of your facilities if that is open to you.
- The appointment letter
- The followup phone call to set the appointment
- Build rapport
- State the project (campaign)
- Go through the proposal page by page with prospect
- Ask for the gift-Introduce gift recognition
- Get signed commitment on pledge card. This may not be appropriate where a
contributions committee is involved. Grant approval may need to be done later at a
designated time. They will let you know of their procedure d~iring the appointment. Be
prepared, however, to have one filled out and ready to be signed.
- Close by thanking them for their time and making known your availability
for additional information to them if needed as well as tour possibilities.
- Have presentors fill out remark cards immediately after appointment.
- Send thank you letter within 24 hours
- Send periodic update on your progress
RESEARCH & RATING CORPORATE PROSPECTS
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:
- Full name and correct address.
- Corporate assets.
- Type of business.
- List of corporate officers and directors.
- List of corporatefoundation officers if a corporatefoundation
- Sales volume.
- Previous giving record.
- Decisionmaking processwho, when?
- Gifts to other institutions (This is harder to learn if there is no
- Connections with your institution-list of alumniemployees, if
youre an educational institution; patientemployees, if youre a hospital;
- History of your dealings with the corporation.
- Local subsidiaries and officers.
- Corporate gift committee, names, connections.
- Kindred interests.
(We'll be looking into the research process in a later session in this course)