Develop Your Fundraising Plan
Solicitation
Processing Sponsorships
Stewardship
Debrief
KEY CONTACT FOR FUNDRAISING:
Rebecca Ricksen, Associate Director, Corporate & Foundation Relations, 510-642-2844
KEY CONTACT FOR PROCESSING SPONSORSHIPS:
Amy Hornstein, Director, Student Affairs (amyh@haas) 510-642-1408
Kate Tobias, Assistant Director, Student Affairs (ktobias@haas) 510-642-6134
The MBA Program Office holds out the right to access the finances of the student organizations it oversees to verify appropriate management of club or conference monies. Beginning in the Spring 2012 semester, the MBA Program Office will audit the books of 2-4 student groups per semester.
Develop Your Fundraising Plan
1. Be sure that your entire group is clear on your "pitch." Clarify dates, location and themes of event.
2. Develop a budget for your event. Refer to last year’s budget if you have it and adjust particulars around the event according to how much you believe you can raise for this year’s event. And remember, you do not have to do things the same way they were done in the past! Your event can be smaller or larger or completely revamped. Sample budget.
3. Prepare a list of companies you want to target for sponsorship. Make sure you are strategic about your targets. You will have much more success if you can answer “Why is this specific company a good match for my event?” The answer may be that you already have contacts at the company, or that the industry is a match for your event, etc. Also ask yourself “Why is this specific level of donation appropriate to ask?” The answer may be that your event offers the company special access to students for a higher level of sponsorship. A lesser amount may be more appropriate if, for example, you have a smaller event and need in-kind support for food/beverage. For instance a beverage company could make in-kind donations of beverage to your consumption function.
4. Identify contacts at the companies you want to target for sponsorship. You can obtain contacts through your personal networks, colleagues at Haas, CareerNet, alumni listed on Haas@Cal, former work colleagues, etc. Sample target list.
5. Submit your target list of companies, including all contacts you can identify, to Todd Ewing. He will review your list and circulate it other departments at Haas that may be able to identify more contacts or provide insight on companies. He will also inform you if there are any contacts or companies that you should not contact.
7. Develop your pitch to your target. Be sure to customize your pitch for each target. Sample Sponsorship Menu.
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Solicitation
1. Make initial contact with the companies you are soliciting by email. Sample email.
2. Within 1-3 business days, follow up your email with a voicemail. Consider leaving the message during non-standard business hours. Be enthusiastic. Sample voicemail message.
3. Prepare the next phone call and anticipate potential obstacles ahead of time and prepare a response.
4. Follow up your email and phone call with another phone call during standard business hours.
5. Have a drafted email with all of the pertinent details ready to send while you are on the phone with your prospect.
6. Be sure to solicit them on the phone as opposed to scheduling a meeting with them.
7. If they agree to sponsor, prepare in advance to provide any and all steps for them to make a payment in the most expeditious manner. Provide the company an invoice. Sample invoice.
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Processing Sponsorships
1. Once sponsorship is confirmed, please fill out the Check Processing Form.
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Stewardship
1. After the event write thank you notes to each of your sponsors, speakers, donors of in-kind products, etc.
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Debrief
1. Capture all of your fundraising insights in your debrief following your event. Preserve this and pass it along to future club leadership.
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