HOW WILL YOU DO IT ALL?

CORPORATE AND FOUNDATION RELATIONS IN A SMALL SHOP

Mark W. Jones

Presented at the CASE Corporate and Foundation Relations Conference

Thursday, May 8, 1997

Chicago, Illinois

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1. Let's Define the "Small Shop"
1. A Corporate and Foundation Relations "Small Shop" is most frequently found within the following environments:
• A small private liberal arts college
• A small to medium-sized comprehensive university
• An independent secondary school
• A constituent school or program development office within a larger university
• A public university that began serious fund-raising in last 15 years
2. Should Your Institution Have a Formal Corporate and Foundation Relations Program?
1. Sometimes the answer is "No"
2. In small development offices, start-up operations, or at institutions where budgets are tight, an institution must invest its resources where it will get the best "bang for the buck"
3. Institutions must assess the prospects for short-term and long-term success before making an investment
4. Which is worse: To try but fail, or to never try at all?
3. What are the Ingredients Necessary for Success in Corporate and Foundation Relations in the Small Shop?
1. Programs, projects and an institution of demonstrable value
2. Evidence of a promising corporate and/or foundation prospect base
3. Qualified staff with adequate time and skills to provide:
• Focus
• ontinuity and consistency
• Writing and editorial support
• Stewardship
4. Research tools and the staff and/or time to use them
5. An effective system for filing, record-keeping and reminders
6. Budget
7. Institutional support
8. Patience
4. Some Really Bad Reasons for Starting or Continuing a Corporate and Foundation Relations Program
5. How Do Corporate and Foundation Relations in a Small Shop Differ from Corporate and Foundation Relations in a Big Shop?
1. Fewer quid pro quo opportunities
2. Your institution probably isn't (yet) one of the "chosen few"
3. Greater volatility in yearly revenue totals
4. A constant struggle to justify your resources
6. Managing the Corporate and Foundations Relations Process in the Small Shop
1. Identifying areas for funding
2. Identifying sources of funding
3. Initiating (or renewing) contact with possible funding sources
4. Applying for funding
5. What comes after "No"
6. What comes after "Yes"
7. A Word about School-based Corporate and Foundation Programs in Large Universities
1. A. Like it our not, you've got to follow the University's policies and its clearance system
2. Tips for making the system work for you
8. Some Creative (?) Suggestions for Getting the Most from Your Staff and Budget
1. Cooperation, collaboration and combinations
• Working with your major gifts team
• Independent college funds and other consortia
2. Expanding your resources
• Staff
• Budget
• Student workers
3. Learning to say "No"
4. The importance of a fastidious, organized operation
5. Others
9. What Constitutes an Adequate Budget in a Small Shop?
1. Examples from other institutions
10. A Few Words About Politics and Policies: The Special Challenges and Opportunities of the Small Shop
1. Working with faculty, program directors and administrators
2. The need for some institutional policies and procedures
3. The role of your CEO in Corporate and Foundation Relations
11. How Do You Measure Success?
1. The importance of the "bottom line"
2. Examples from other institutions
3. Focus on the present, but keep an eye on the future
4. Don't forget to measure non-monetary progress: • Relationship building • Morale building • Leveraging grants to help get other funding • The "halo" effect E. Patience, patience, patience
12. Concluding Comments