Whenever I’m working with nonprofit boards – specifically, boards with limited fundraising experience – the brainstorm always begins like this: 

Let’s ask businesses for donations.

While I have mixed feelings about this approach – after all, corporations provided only 4% of philanthropic dollars in 2021 – I also understand and appreciate the value of engaging with local and regional businesses.

In preparation for my presentation at the upcoming 2023 Corporate Giving Conference (please join us!), I’m delighted to share six ideas for involving your board members in corporate outreach.

1. Event sponsorships

Since the dawn of fundraising time, event sponsorships have been the go-to approach for raising corporate dollars. Here’s why:

• Events provide a reliable promotional opportunity for business partners.
• It’s transactional. You give us money; we give you X amount of exposure. Psychologically, this makes it easier for board members and other volunteers to ask.
• Not every business has a philanthropic budget, but nearly all have marketing budgets.
• Fundraising events include deadlines. Urgency encourages solicitors to follow through. 

If you’re new to this approach – or you’re looking for a refresh – here’s a great post on how to improve your sponsorship model from the Train Your Board archives.

Once you’ve created your event sponsorship packet, engage your board in identifying potential business sponsors. Divide up the list and start asking.

2. Outreach to vendors

Nearly every nonprofit organization buys stuff: office space, electricity, food, fuel, payroll and accounting services, printing, supplies, phone and internet services, etc.

Your vendors are potential donors. To put it bluntly, if you’re paying them on a regular basis – in other words, if you’re a good customer – they should support you, too. The pitch goes something like this:

“Over the past year, we’ve spent $____ with your business. We appreciate your great service and value our relationship. 

“Now we invite you to be part of our business partnership program. Please support our charitable mission of ____. One of our board members will be in touch soon to ask for your financial support.”

Note: Board members are also individual customers. They can reach out to their dentists, accountants, plumbers, etc. to seek gifts for your organization.

3. In-kind goods and services

While the fear of asking for money (or even talking about money) is pervasive, some board members find it easier to request in-kind donations of goods or services. Furthermore, some businesses would prefer to contribute products rather than cash.

Here’s an exercise you can use with your board to prioritize and solicit in-kind gifts.

Of course, this is the classic strategy for charitable auctions. Items donated by local businesses are auctioned to support your nonprofit.

Warning: only seek (and accept!) what you can use. Some businesses may donate their unwanted inventory and ask you to haul it away.

4. Volunteer work days

Many corporations provide employees for volunteer activities. These are usually one-off, team-building events. Employees gather to plant trees, paint the emergency shelter, build trails, pack boxes for the food shelf, and so on.

If your board members have corporate relationships – and you’re set up to productively use a team of volunteers – this can be a terrific outreach strategy.

After the event, stay in touch. Ask volunteers to recommend corporate donations to your group. A lot of business contributions are driven by the interests and relationships of their employees.

5. Corporate matching gifts

Many corporations – especially the larger regional and national ones – will match employee donations to qualified charitable groups. At some companies, retired employees are included.

If board members are so inclined, here’s a relevant project.

• Create a list of businesses in your area that match employee donations.
• Share that list with your current donors. If they work for any of these companies, encourage them to claim their match.
• Look for ways to promote your nonprofit to corporate employees who don’t yet support your work but, through their company match, can double their impact when they do.

6. Social media

By linking to your social media and sharing your posts, business partners can amplify your message and help you reach new audiences.

Do you have board members who are social media savvy? This could be a great way to involve them in corporate outreach.

Everyone has a role

In the ideal world, every nonprofit board member has a role in fundraising.

Some will write thank you notes or make thank you calls. Others will host fundraising house parties. Still others might help with grant research, identify potential donors, or ask for gifts in person. 

Corporate outreach offers another option for board engagement. Try these ideas and see what works.