Partnership Strategy and Prospect Outreach: Children’s Hospital of Richmond at VCU (CHoR)

 

Client Feature: Children’s Hospital of Richmond at VCU (CHoR)

 

OVERVIEW

A multiyear client, CHoR initially approached For Momentum (FM) to support the development, strategy and implementation of a new corporate giving program. Amid an ambitious capital campaign, the CHoR team recognized that they needed outside support to leverage and engage corporate partners more effectively. In our first scope of work with CHoR, we completed an in-depth immersion into their programmatic work, corporate donors, fundraising events, organizational structure, team portfolios and fundraising results through materials review and stakeholder interviews. We equipped CHoR with industry insights on the benefits of partnership vs. sponsorship, corporate solicitation cycles, pipeline development and goal setting. CHoR implemented many of our recommendations, including a build-out of a formal corporate giving program (Corporate Champions), sunsetting several fundraising events and reorganizing of staff roles and responsibilities.

 

ACTIONS

For Momentum has provided CHoR with the following services throughout

our multiyear engagement:

• Strategic planning and strategic counsel
• Staffing assessment
• Program development: Corporate Champions
• Materials development: giving levels and benefits matrix, sales materials and infographic, onboarding processes, pipeline tracking
• Staff training and board reports
• Policies documentation development
• Prospect pipeline creation
• Outreach implementation
• Prospect research
• Pitch material development
• Call management and follow-up
• Planning tools and proposal templates
• Account management, stewardship and growth
• Warm lead strategy

RESULTS

For Momentum developed a prospect strategy targeting companies with vested interests in supporting the broader Richmond community. We expanded CHoR’s corporate partnership pipeline by building on existing relationships and exploring new leads. By focusing on high-potential prospects, we amplified the team’s capabilities to target new opportunities beyond special events and solicit companies at higher price points.

Over the course of our partnership, our work has resulted in outreach to 450+ qualified companies, leading exploratory meetings with 60+ companies and securing multiple new partnerships. For Momentum’s corporate outreach also expanded CHoR’s major gift pipeline with executives from new partner companies personally donating to CHoR.

 

Interested in developing a stronger corporate partner strategy and prospect pipleline like CHOR? Connect with us to get started.