You’ve heard me stress many times – what do you need to know before you reach out to a new prospect? And, no surprise, it’s not more about your cause, your programs or your plans.
It’s about them. And it’s not what you think. Or at least it is not what you think based on the prospect research briefs I get sent all the time!
They really don’t have what you need to know.
Don’t worry, I’ve got you. And I’m here to share a few of the key differences!
Quick version: A prospect briefing about a company, that is well done, can make the difference between receiving funding and not. In this video, I highlight a few of the differences between a prospect brief that will get you corporate partnership dollars and one that is based on an old model that doesn’t work.
If you are looking for a little extra help, there is a prospect briefing template included in my TimeSaving Template Bundle which includes 10 templates and 12 email swipes.
I’m Heather Nelson and I’m a Corporate Fundraising Specialist. I help charities and non-profits get money from corporate and I have seen all of the prospect briefings that you could possibly imagine, and I’ve written more than a few.
And I’m here to let you know that a corporate prospect briefing is a very different item than most foundation or major giving briefings.
What do you need to look for?
1. Well for one, whether it is a partnership that’s philanthropic or you’re meeting a business need, you need to understand who the company is.
And that doesn’t mean copying all the information from the front page of their website.
It does mean figuring out what their geographic footprint looks like, what their primary business is and how big a company they are. Key facts like this about who this company is.
2. Then next, you need to get to know what they are putting out there into the world.
What’s their social media footprint? What are their press releases and media releases looking like? Get to know that part of the company.
What is the messaging that they are putting out into the world? What are they talking about?
3. And the third one. What business need or business alignment might you match up with? It takes time and a strategy to think about all the different possibilities. If nothing else, you should at least think about this before you call.
In the end, they are going to have to tell you what issues they are trying to address, who their target audience is and some of these sorts of pieces.
A prospect briefing that is well done about a company can make the difference between receiving funding or not.
I have included a prospect briefing template as one of the templates in my Timesaving Template Bundle that I have for sale to help you figure out what you need to know before you reach out to help you with building your hook.
Check out my Timesaving Template Bundle and start doing prospect briefings that help you build corporate partnerships with ease.
You’ve got this!
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If you have any questions or need a little extra help reach out to me at firstname.lastname@example.org