Reading Hank’s postings on “Corporate Fundraising,” made me think about a recent series of conversations my firm has had with a potential client about managing a conference (including a major dinner event) for them.
During one of those conversations, I was asked about assisting them with getting corporate sponsors for the conference. My response to that question is always the same.
While I have contacts with some corporations, I will only make the connection between the client and the corporation provided the organization’s mission and interests dovetail with those of the corporation. No point in setting up a meeting that goes nowhere because the corporation is not remotely interested in the organization’s goals and objectives.
If there appears to be a match, then it will benefit both the organization and the corporation to have me call my contact at the corporation and set up an introductory meeting; and, there are times, depending on circumstances, when I will go with the client to their first meeting with the corporation.
I do that only as a part of my relationships with client organizations and with corporations, not for a percentage or commission of any support a corporation might provide to a nonprofit.
I make it clear to my clients that I am not a “fundraiser.” I do not sell tables to corporations for a client’s dinner or luncheon or ask them to sponsor a coffee break at a client’s conference. I do not “dial for dollars,” but I do make connections … there is a difference!
No one can legitimately make the case for a corporation to support a nonprofit as well as can be made by the board members and staff of the organization. And, by “legitimate,” I mean that when the nonprofit makes its own case it’s a lot clearer that no “middleman” is going to get a piece of the corporation’s support of that organization.
Sometimes nonprofit organizations don’t understand or ignore the difference between having a conference and special event firm help them make the connection versus raise the money for them. They often only hear what they want to hear.
To them, the idea that a conference and special event firm has connections to corporations means that they (the nonprofit) won’t have to “get their hands dirty,” that someone else will get the big bucks for them.”
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Hank Lewis with Development Consultant Associates has over thirty years as a fundraising consultant and is a specialist in Board and Leadership Development, Capital Campaign, Bequest Program and Major Gifts.