an untapped goldmine: business networking for fundraising professionals
TRANSCRIPT
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