SALES CO-SOURCING

Sales Training, Support, and Management for a Non-Profit Fundraising Team

Markets

Greater Vancouver

Challenge

A non-profit organization, running an event to raise funds and awareness for an important cause, was fundraising the same amount of money each year and did not have the expertise to increase the amount of funding raised from sponsors, although they had many volunteers. A new president for the organization wanted to increase funds raised by generating new corporate sponsors.

Solution

The non-profit asked us to provide our direct sales co-sourcing service to help them improve and manage their sales process and volunteer fundraising team.

We started by conducting a quantitative analysis of their previous year’s corporate sponsors (industry / funds-raised) and qualitative analysis of their current sales process (appointment generation / discovery / presentation / closing).

We then put together a list of potential corporate sponsor categories/target-sponsor-companies, developed an efficient appointment setting, presentation and closing strategy, and trained the existing fundraising team.

Results

Increase of revenue generated by the volunteer fundraising team.

Improvement of the volunteer training process for future fundraising efforts.

Expansion of the non-profit organization’s corporate sponsor network.