That's the question Tracye Funn, Manager of Corporate Contributions for Washington Gas, knew was on the minds of every leader at the November 9th IDEAS&INFO luncheon.  Her response: think outside the box. Funn and her co-panelists shared how being knowledgeable about your corporate prospects, true to yourself as an organization and creative in your plans for partnership makes the nonprofits they choose to work with stand out from the crowd.

To the nonprofits gathered Funn said, "We (corporate funders) don't want to change who you are. But we answer to investors. It's important that you ask yourself 'how do I fit with this funder'?"
 

AVOID THE "BAIT AND SWITCH" 

In an effort to be noticed, the temptation can be great to present your organization or its programs as completely aligned with a funders' agenda when that may not be an accurate picture of your mission or daily operation (aka 'the bait and switch'). Our panelists' advise that nonprofits not creep away from their stated mission.

Said Funn, "I sometimes read an application that sounds great--until I get to the section asking for 'details' on how the money will be used. You have to paint a very clear picture.  And, the best way to do that is to be honest and to be thorough in your description (when things will happen, how many will be served, etc.)."

Instead of giving in to 'mission creep,' find legitimate ways to magnify your organizational strengths in areas of interest to a potential corporate partner. Like HSC member organization, United Communities Against Poverty (UCAP).

 
UCAP played it smart, recently, by deciding to seek corporate sponsors with a mission that mirrors their own. They found a perfect match in PEPCO, the regional electric utility supporting nonprofits of all sizes that focus on children, youth and education, and several other public welfare programs.  In 2010, they contributed nearly half a million dollars in grants and event sponsorships to organizations in our area. 

 "PEPCO has a year-round funding cycle, and we give to many programs once-a-year. But, UCAP is a special community partner receiving funding throughout the year because they also provide emergency utility support." According to Tami Watkins, Manager of Public Affairs, "They help us serve the community."

This kind of win-win outcome is what Capital One Bank also looks for when teaming up with community-based organizations.
 
"We call our program 'Investing for Good' because we're really committed to seeing the benefit of our donations in the community today, and over the long term," said Director of Business Development James Taylor. "There's a great alignment between what you all (Prince George's County nonprofits) do and what we fund. You're hitting the key needs in the community. And that's what we're all about as well."

Capital One's primary focus is on education and financial literacy. But, they also strongly support affordable housing, small business development and mentorship programs, as well as workforce development. They even have a Prince George's County Business Development Program to incubate local businesses. They look for organizations that can help them reach area residents of all ages and at all stages of career and skills development.

"OUTSIDE THE BOX" THINKING  
All three panelists encourage nonprofits to demonstrate (appropriate) flexibility and creativity in making a potential partnership work.  It's the ability to see multiple solutions to a given problem that they find most appealing.
  

Watkins, for one, is thrilled when organizations approach PEPCO's Corporate Citizenship and Social Responsibility team for non-monetary support like a representative from their Speaker's Bureau or a team of employee-volunteers to support a community event. Even when all you really need is money, there's a way to forge a funding relationship that makes everybody happy.

 
"When HSC first approached Washington Gas to support the IDEAS&INFO lunch series--although we knew and respect the great work HSC was doing--it didn't seem a great fit," said, Funn. "But, we talked. We came up with the idea of having one luncheon each year devoted to conversation about ways nonprofits can take the lead in green initiatives and other utility programs. And, suddenly it all made sense."

 
Corporations in the metro area are clearly looking for strong nonprofit partners. You can be one of them by running a solid operation and being thoughtful and creative in your approach. Learn more about Washington Gas, PEPCO and Capital One Bank by visiting them online.