Corporate Partnership Taskforce Update. Agenda Taskforce Background, Introduction and Objectives The work of the Taskforce Value Proposition, Assets to

Corporate Partnership Taskforce Update

AgendaAgenda

• Taskforce Background, Introduction and Objectives

• The work of the Taskforce

• Value Proposition, Assets to Leverage

• Benchmark other National Non-Profits

• BBBSA Opportunities

• Building the Sales Pipeline

• (2) Case Studies

• Lessons Learned

• 2008 Plans/Goals

• Implications for Agencies

Taskforce ChargeTaskforce Charge

Judy’s Charge: Judy’s Charge:

Sustainable Major National Partnerships that Sustainable Major National Partnerships that

1.1. Generate Significant CashGenerate Significant Cash

2.2. Positive Branding Positive Branding

3.3. Male Volunteers Male Volunteers

for National and the Network.for National and the Network.

BBBSA: TaskforceBBBSA: Taskforce

• Agency Leaders:

– Charles Pierson, CEO, N. Texas

– Lydia Muniz, CEO, Miami

– Art Mollenhauer, CEO, Chicago

– Sabrina Valvo, Director Cause Marketing, NYC

– Rick Tallman, VP Fund Development, Denver and BBBSA Corporate Partnerships

– John Malcolm, CEO, Los Angeles

– TBD, Seattle

• BBBSA Leaders & Corporate Partner:

– Greg Hawkins, Senior Vice President - Community Partnerships and the Arby's Foundation

– Mack Koonce, COO

– Kay Keenan, Marketing & Communications

– Jessiah Styles, Cause Marketing & Strategic Partnerships

– Jeff Penn, Corporate Partnerships

– Ron Sylvan, Agency Development

The Value of ParticipatingThe Value of Participating

Agency Benefits:

– BBBSA Revenue for Support and Grants

– National/Local Visibility

– Local Relationships (and Potential Dollars, Volunteers, Marketing) with the National Partnership

– Collaboration Dollars for “Home Agency”

– Agency to Agency Sharing

BBBSA: Corporate Partnership BackgroundBBBSA: Corporate Partnership Background

• BBBSA has one $1 million+ Corporate Partner in Arby’s.

• Annual Revenue $1 to $2 million except in our Centennial Year.

• 2007–2010 Business Plan Calls for $4 to $5 million Annually.

• Organizational Focus:

– In 2007, Created Senior “Sales” Position in Fund Development

– Cause Related Marketing position in M&C

BBBSA: PortfolioBBBSA: Portfolio

2007 Corporate Partnerships

Value Proposition/AssetsValue Proposition/Assets• Our Brand/Mission

– Outcome Focus and Substantiation

– National Youth Service Leadership

– Broad Relevance and Volunteer Opportunities (Customers/Employees)

• Our Network

– Grass Roots Community Service

– National Footprint

– National/Local Partnerships

• Our Organization

– Professionally Led, Achievement Oriented with Strong Boards

– Achieving Significant Results Local/Nationally

– On The Move through a Solid Strategic Plan

Competitive BenchmarkingCompetitive BenchmarkingOrganization Approximate # of Million Dollar+ Corporate Partners

(sample list)

11Allstate Insurance, Biz Kids Enterprise, Capital One, Citigroup, Coca Cola, Deloitte, FedEx, General Electric, HSBC, Microsoft, and Pitney Bowes

13Bayer, Boston Scientific Corporation, Bristol-Meyers Squibb, Campbell’s Soup, ConAgra Foods, Glaxo Smith Kline, NFL Charities, IBM, Kellogg’s, Macy’s, SUBWAY Restaurants, Walgreens, and Ross Stores

21Allstate Foundation, Bank of America, Blockbuster, Circuit City Stores, Coca Cola, Cox Communications, JC Penny, Macy’s, Major League Baseball, Microsoft, Sears, Staples, and Wal-Mart

22American Airlines, BMW of North America, Inc, Ford Division, Kitchen Aid, Lean Cuisine, Pier 1 Imports, Yoplait USA, M&M’s Brand Candies, New Balance, Payless ShoeSource, RE/MAX International, and Zeta Tau Alpha Fraternity

• Point of Sale Fundraising

• Bowl for Kids’ Sake

• Campaign For Men

• Hispanic Mentoring

BBBSA: OpportunitiesBBBSA: Opportunities

Current Sales Pipeline

Taskforce LeadsTaskforce LeadsCompany Agency Status Commitment Opportunity

Staubach N.Texas, Chicago, Denver

Visited 1/2008

Pilot Project in 17 Markets

Volunteers & Cause Marketing

Carnival Cruise Lines

Miami Visited 10/2007

Conf call with Carnival RGM


HSBC Chicago Visited 11/2007

In Process 1qtr 2008


Sprint Nextel Denver Visited 11/2007

In Process Volunteers & Cause Marketing

UBS New York Proposal 11/2007

Pending proposal Work Place Mentoring

CiCi’s Pizza N.Texas Visited 9/2007

In Process Cause Marketing

Agency LeadsAgency LeadsCompany Agency Status Commitment Opportunity

Jackson Hewitt

South Central Illinois

Visited 10/2007

Jan 2008 Campaign for Men

FedEx Memphis 10/2007 Major dollars not now

Volunteers/ Cause Marketing

Home Shopping Network

Pinellas 10/2007 Decision for 2009

Cause Marketing

Comcast SEPA 1/2008 Potential 13 market Pilot

Workplace Mentoring

National LeadsNational Leads

Company Status Commitment Opportunity

e-Harmony Visited 10/2007

1st Qtr 2008 Campaign for Men

The Stride Rite Corporation

–Stride Rite

–Keds

Visited 10/2007

1st Qtr mgt with new CEO

Campaign for Men

Case Study 1Case Study 1Case Study 1Case Study 1

• Utilizing these various channels Arby’s has raised $4.7M Total

– $1.6M Restaurant Fundraiser

– $2.5M Golf Proceeds

– $ . 7M In Grants


Case Study 2Case Study 2Staubach & BBBS – A Solid Partnership Based on Brand ValueStaubach & BBBS – A Solid Partnership Based on Brand Value

Phase 2Phase 2Presented to Staubach Senior Team Presented to Staubach Senior Team

Cause Marketing / Realty ServicesCause Marketing / Realty Services

Phase 3Phase 3BBBS of America BBBS of America

Corporate Partnership Team Corporate Partnership Team Starts Discussions for National PartnershipStarts Discussions for National Partnership

Phase 1Phase 1Leveraged Individual DonorLeveraged Individual Donor

/Staubach Executive/Staubach Executive

Leveraging Our Corporate Partners Locally to the National Level Leveraging Our Corporate Partners Locally to the National Level will Provide the Following Benefits with National Realty Services Opportunity:will Provide the Following Benefits with National Realty Services Opportunity:

•Higher Probability of Being SelectedHigher Probability of Being Selected

•Increased Value as a Cause Marketing PartnerIncreased Value as a Cause Marketing Partner

•Enhanced Value for the BrandEnhanced Value for the Brand

Staubach Lead Qualified AppointmentsStaubach Lead Qualified Appointments

• Atlanta

• Austin

• Charlotte

• Cleveland

• Houston

• Los Angeles

• Orange County

• Orlando

• Phoenix

• San Diego

• Seattle

• Tampa

• Washington, DC

Lessons LearnedLessons Learned• Best Initial Targets

– Current Local Relationships

– Customer Base Companies

– Less Established Cause Partnership

– Developed Sales Deck

• Longer Target

– Major Corporations

– Well Established Programs

– Occasional Changes/Additions through Strategic Review

• The Sales Cycle for Major Relationships is Six Months Plus

• Corporations Expect a Partner to be Professional, Responsive and Operate as an Effective Network

2008 Plans2008 Plans

• Secure 3+ Major $500K+ National Partners and $3.5M total revenue

• Develop a pipeline of 6+ Major Prospects from:

– Current Prospects

– Large Agency Alliance Prospects

– Strategic Targets (Matched to Our Opportunities)

• Build our Organizational Capacities

– Support Positions for Our Two Senior Account Development Staff (Jeff and Rick)

– Add One Additional Cause Marketing Partnership Staff in M&C to Implement and Support Cooperative Marketing Programs

– Add Marketing & Communications Staff and Outside Agencies/Resources to Create and Fulfill Opportunities


Agency Implications:

– Identify and Collaborate on National Corporate Prospects in Your Area

– Develop Local Relationships with National Partners

– Certification/Partnership Implementation

– Support and Implement National Partnership Programs

– Network with and Respond to Your Peer Agencies

– Core Competencies and Talent for Cause and Corporate Partnerships

Questions?

BreakoutsBreakouts

Small Group Discussions:

Table One and Two: Identify Existing Local Relationships that can be developed into Million Dollar National Cause Marketing Partnerships.

Table Three and Four: How to most Effectively Activate National Partnerships at the Local Level.

Table Five and Six: What does it take to Develop and Implement Peer to Peer Local/Regional Cause Partnerships.

Each group will discuss:

• How should LAA agencies work with BBBSA to do this?

• What are the Benefits to Individual Agencies? To the network?

• What are the success factors and the obstacles?

Changing What it Means to Grow up in America.

Changing What it Means to Grow up in America.

Collaboration AgreementCollaboration Agreement

I. When a potential national-scale donor has an existing leadership level funding relationship with a local agency, pledge designation (national/local) will be negotiated on a situational basis; the expected outcome in these instances will be that the donor increases his/her/its support of that agency while giving nationally. The BBBS local agency will be a full partner with BBBSA in managing the donor relationship.

II. When a local BBBS agency brings a funder only interested in giving at the national level to the attention of BBBSA, and plays a significant role in launching a relationship yielding a pledge/gift, BBBSA will (with the donor’s permission) observe the following formula: 10% of funds up to one million; 15% of the second million; and 20% of funds over two million will be given to the facilitating agency. These dollars will be unrestricted (unless the donor otherwise requires), will be incremental to extant BBBSA grants, and will be renewed annually for the term of the funder’s pledge.

III. When a national-scale individual or corporate donor within an agency’s geography has no existing relationship with that agency, and the agency does not play a significant role in securing a national pledge/gift, 10% of funds realized will nevertheless be paid to that agency (with the caveat that the donor’s wishes in this regard will be observed) annually for the term of the funder’s pledge. This allocation is tied to an expectation that the agency will play a role in stewarding the relationship with the donor.

IV. Revenues generated through contractual, cause-marketing relationships struck between BBBSA and corporations will be managed as follows (with the corporate partner’s permission): funds generated directly for BBBSA (not defined as a pass through to agencies) will be governed, as applicable, by Sections I through III of this agreement. Funds directly distributed to agencies or passed through BBBSA to agencies will be governed by terms to be recommended to the Nationwide Leadership Council by the Corporate Partnership Task Force.

Documents

Corporate Partnership Taskforce Update. Agenda Taskforce Background, Introduction and Objectives The work of the Taskforce Value Proposition, Assets to