an untapped goldmine: business networking for fundraising professionals

AN UNTAPPED GOLDMINE:BUSINESS NETWORKINGfor Fundraising Professionals

Presented by

Karen Perry-WeinstatPresident

TYPICAL HIERARCHYwho knows who?

board members - major donors

- c-level execsin community

executive director, et. al. - donors, sponsors

- business contacts- professionals

development team ?

WHO DO YOU KNOW?

I. your own relationships

II. professional capital

III. an unlimited “well”

WHO DO YOU KNOW?

• a two-way street – give first!

• more than a card exchange

• minimum 3-5 year commitment

I. your own relationships

WHO DO YOU KNOW?

• adds value to your position

• improves your resume

• enables you to “give back”

II. professional capital

WHO DO YOU KNOW?

• major gifts: prospects & gatekeepers

• events: committee members, sponsors, honorees, participants, raffle and in-kind donors

• volunteers, annual donors, outlets for publicity, etc.

III. an unlimited “well”

WHAT IS STOPPING YOU?

• lack of time• agency does not cover costs• uncomfortable at a “business” event• uncomfortable when you don’t

know anyone• ???

get started

WHERE WILL YOU GO?

• check your newspaper or google

• ask committee and board members which groups they recommend

• check to see if your organization is already a member

group types

WHERE WILL YOU GO?

• dedicated lead-generating groups• Gotham• Professional Networkers of Westchester• Westchester Business Connection

• women’s organizations• Professional Women of Westchester• Women’s Business Connection

group types

WHERE WILL YOU GO?

• rotary clubs

• chambers• The Business Council of Westchester• Westchester County Association

• industry – trade groups

plan for success

BREAKING THE ICE

• ask to be invited

• go with a co-worker or friend

• set reasonable expectations

the first step

THE ELEVATOR SPEECH

• :30 seconds or less – intro• your name, position and organization

• 2-3 lines about what the agency does

• 2-3 lines about why you are there and why this is relevant

I’m Karen Perry and I represent the School-Business Partnerships of Long Island. We run robotics programs that engage students from grade school through high school in hands-on learning of science and technology.

This encourages them to pursue careers in these fields – and provides a future workforce for area companies.

I’m here to offer opportunities to get involved – joining our great group of business people, engineers and educators who volunteer with the students and join our committees to support our mission.

THE ELEVATOR SPEECH

sample

“WHAT’S IN IT FOR ME?”

• people listen through this filter• break the nonprofit stereotype• ask more about them

• ask what brings them there• if possible, help them first

“WHAT’S IN IT FOR ME?”

• use what they have told you to discuss how getting involved in your organization will help reach their goals

• share stories of other committee and/or board members have connected in beneficial ways

• only give your card when asked• only ask for a card if you will follow

up

FOLLOW UP AND REPEAT

• send a follow up email• set selective “coffee-dates” or

lunches• show up regularly

• join a committee • bring a guest

PLANTING SEEDSyour connections

• donors – sponsors (or connections to)• honorees (or connections to)• board members (or connections to)

• committee members• in-kind donors• event participants

REAPING RESULTSyour network

AN UNTAPPED GOLDMINE:BUSINESS NETWORKINGfor Fundraising Professionals

Presented by

Karen Perry-WeinstatPresident