By: Katie Cramer Schemmel, MA

Vice President

For the first eight years of my career, I worked on the corporate philanthropy team for a national retailer. While I was there, I had the opportunity to build relationships with nonprofits across the country. I saw firsthand what made an organization stand out, and what made me want to lean in, learn more, and advocate for a deeper partnership.

The challenge is, most large companies are approached by hundreds of nonprofits every year. It is a competitive landscape. And the organizations that receive funding are not always the biggest or the most well-known; they are the ones that show up prepared, are masters of stewardship, and approach the conversation with a desire to build a mutually beneficial partnership. 

So today, I am excited to share five practical ways you can strengthen your corporate donor relationships and set your organization apart.

1. Prepare for Every Meeting

This may sound obvious, but it is overlooked more often than you’d think. Before meeting with a corporate partner, spend time on their website. Understand their philanthropic focus areas and be ready to clearly articulate how your work aligns. When you can draw a straight line between their priorities and your programs, it becomes much easier for them to envision a partnership.

But go one step further. The week of your meeting, look into recent company news, press releases, or major announcements. Review the LinkedIn profile of the person you’re meeting with. Have they recently shared an article? Celebrated a volunteer event? Announced an award?

Being informed communicates preparation and respect. It also opens the door for more intentional conversation. Instead of starting from scratch, you’re stepping into the room aware of what matters to them right now.

2. Send Personal “Mission Moments”

Most organizations do a good job sending newsletters and impact reports. That’s important, but it’s mass communication.

What I’m talking about here is something more personal: a brief, one-on-one email that shares a specific moment of impact. It’s three or four sentences. A photo, if appropriate. A simple reminder of why their investment matters.

I still remember receiving a message from a Ronald McDonald House that included a photo of a family from Jamaica seeing snow for the first time while staying at the House. The note simply said that moments like this are possible because of partners like us.

It took them a few minutes to send, but that email stayed with me for years!

Try sending one of these mission moments each quarter to your key corporate partners. No ask…just gratitude and impact. It builds goodwill in a way that formal reports and mass email can’t.

3. Keep the Corporate Giving Officer in the Loop

If you are cultivating a relationship with a corporate foundation and plan to engage a senior leader as a board member or campaign leader, communicate that upfront with the giving officer.

At my former company, there were times when nonprofits we had relationships with would reach out directly to executives without informing our team. When those leaders came to us asking questions about the organization and relationship, we were caught off guard and it created confusion that could have been avoided.

If you’re hoping to engage a corporate executive, start by connecting with the company’s corporate giving officer. If you keep them informed, corporate giving officers can be your partners in mission fulfillment and valuable internal advocates, offering insight on timing, positioning, and the best way to approach the conversation with the senior leader. They may also share helpful context about the executive’s priorities and past philanthropic involvement, which can strengthen your outreach strategy.

4. Invite Them to See the Mission in Action

Zoom meetings are convenient and coffee shops are easy. But nothing compares to seeing your mission firsthand.

When possible, invite your corporate partners to experience your work in-person through a site visit or in-person tour. Let them meet the people you serve. Let them see a program in action. Let them feel the impact.

Those moments are memorable. They create stories that champions inside a company can share with colleagues and leadership. If you are able to offer that kind of experience, it can significantly deepen the relationship.

5. Remember It’s About More Than Money

Corporate partnership is not one-dimensional. Yes, funding matters – but companies often have far more to offer, like volunteer engagement, in-kind donations, board involvement, and skills-based services related to their industry.

If a company indicates that financial support is limited or not currently available, don’t stop the conversation. Ask how else they might engage. Sometimes a volunteer day or an in-kind contribution becomes the entry point to a long-term partnership. As they see the impact up close, deeper investment often follows.

Closing Thoughts

As you think about your current corporate supporters, consider where you might elevate your approach – a little extra preparation, a mission moment, a thoughtful invitation. These small actions can make a significant difference.

Thank you for the work you do. If you would like to talk through your corporate engagement strategy or explore ways to strengthen your partnerships, I would love to connect! At Cramer & Associates, we work alongside development leaders every day to build relationships that are meaningful, strategic, and sustainable.