Ingrid Embree

Senior Director of Strategic Partnerships, GlobalGiving

Who She Is:

Ingrid helps corporations and institutions meet their global citizenship goals. She works with many companies, including Gap, Google, and Hilton, on cross-border grantmaking, disaster recovery, employee engagement, and cause-related campaigns.

Q: What is the best way to reach potential corporate partners: email or phone?

 
A: Emails are easy to write, but even easier to delete! That’s why I find it effective to personalize and layer my outreach approach based on what I know about my prospect. For example, for a prospect in Boston, I sent an introductory email, noting a series of recent snowstorms and celebrating the arrival of spring. A few weeks later, I happened to be in town for a conference and followed up with a phone call and an invitation to meet for coffee. After coffee, I sent a thank you card via snail mail.

Q: Companies hear so many pitches from nonprofits. How can my nonprofit stand out?

 
A: I spent many years in sales before transitioning into the social sector, and I’ve learned that development is a lot like sales, but it takes longer because charitable giving requires deep trust. Use trust indicators in your communications to get a head start. Display items on your website, in your reports, and in your emails that show that people already believe in you. Consider earned accolades and badges from partners such as Charity Navigator, Better Business Bureau, GuideStar, and GlobalGiving; quotes from your board members and your supporters; and reviews from reputable news outlets.

Q: I’ve secured a meeting with a prospective corporate sponsor. What next?

 
A: Come prepared to tell them about the needs of the community you serve. Corporations are relying on you to take the pulse of what’s happening in your community. If you provide free educational alternatives, what are the latest statistics about educational achievement in your community? If you help families with low incomes access healthcare, know how many families in your community lack access to healthcare. Remember, corporations consider you the expert.

Q: Share one of your favorite tips for building strong corporate partnerships.

 
A: Employees are vital stakeholders at every company, and you may be able to start a lasting partnership with employees that will open the door to other opportunities. In fact, some companies only provide grants to nonprofits where employees are volunteers. What heartwarming volunteer opportunity exists at your nonprofit? At the Hispanic College Fund, we started a college application reviewing and mentorship program. It was a win-win for everyone involved—the students, the employees, the company, and the fund.

Q: If you could give just one piece of advice to an under-resourced nonprofit trying to build corporate partnerships, what would it be?

 
A: In one word: focus! Don’t waste time on cold calls and proposals. Determine mutual interest before you spend a lot of time on an elaborate pitch. Also, it’s so important to commit to measurable outreach. For example, set a goal to reach out to 40 new prospective corporate partners within a certain timeframe. Track what you’re doing to reach your goal, and share your progress with your colleagues. It will keep you accountable and give you energy to keep going.