Approaching a corporation requires thinking like a business. While individuals in the corporation, including the CEO, may be deeply committed to the idea of corporate charity, and even to your organization, they must also balance other demands. What will the stockholders think? Does this increase the bottom line in any way? Will the corporation be swamped with requests from other groups? Show them how they do well by doing good. What do you have that they need? The fact that you are a good group that needs money, and a gift to you would be a tax deduction, describes you and thousands of other nonprofits. It is meaningless to a corporation. The fact that you can open up a market for their products, or give them some positive publicity, or make life easier for their employees, or help guarantee a literate workforce, or eliminate problems caused by drugs, alcohol, or domestic violence is meaningful to a corporation.
Many corporations make non-monetary contributions, which are often easier to get than cash. Corporations will often give their old desks, filing cabinets, computers and computer tables, chairs, and so forth. If you see a corporation redecorating, ask them what they are doing with their old stuff. They may be more than happy to have you haul it away. Some corporations donate the products they produce. Food and beverages are often free to special events, but more expensive equipment can also be obtained. Corporations can also give you space: meeting rooms, banquet rooms, or conference space. They can loan you their staff. Supposing your organization is a complete mess in terms of your accounts. You may be able to "borrow" an accountant for a few days or even weeks to straighten that out. Advertising, public relations, design, management, personnel, and training are some of the staff corporations can loan you. These loans can last for days or weeks, or with some corporations up to a year.
Many corporations have extensive employee matching programs, where they match the donations of their employees, sometimes doubling or even tripling the amount.
The approach: Although it is not imperative to know someone in a corporation to obtain a grant, it does help. Make a survey of your volunteers and board members to insure that you are using all the contacts you have. With or without a contact, a corporation is generally approached with a phone call to determine interest and timing. If the call is successful, a short letter should follow. In two pages, tell the corporation what you want to do and how much it will cost. Let them know how many people will be helped or served and what kind of people they are. Indicate how the corporation will be recognized, but don't dwell on that. The corporation will examine your letter to see if the audience is one they wish to appeal to (i.e. open a new market for them) or one they wish to look like they are helping, or one that their employees will appreciate, and if the exposure is enough to warrant a grant. The corporation may ask for a more formal proposal at this point, depending on the size of grant you are seeking. Don't be afraid to call to follow up your letter, and to find out the status of your proposal. But always be brief, businesslike, and respectful of the time of the person you are talking to.
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