Global Corporate Leadership Managing Donor Relationshipsผู้��จั�ดการความสั�มพั�นธ์�ของ บร�ษั�ท ผู้��บร�จัาค / 기업 기증자 관계 관리 / 管理公司捐赠的关系

Frank WatsonCharlie GuareBangkok, Thailand – 30 June, 2011 Bangkok, Thailand – 30 June, 2011

Global Corporate Leadership

Objective:

• Global Corporate Leadership (GCL) Overview

• Building strong, lasting relationships

• Priority Companies

• Who knows who?

• Successes: Corporate connections that benefit local United Ways

• Challenges and issues confronting United Ways

• Principles of account management

• United Way Worldwide (UWW) Information Exchange Portal

• Establish next steps, expectations, responsibilities and to do’s

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Overview

Your Expectations of GCL

• Strategies to engage new companies

• Strategies to further engage existing partners

• Local perspectives

• Corporate engagement

– What do companies want from their engagement?

– How United Ways stay Relevant to Companies

– Employee Engagement

• United Way protocols and Account Management

• United Way Information Sharing Portal

Expectations

ความคาดหว�ง 期望 기대 期待

Harapan उम्मी�दें�

Share concerns/questions

United Way Global Corporate Leaders3MAbbott AccentureAetna Inc.Agilent Technologies, Inc.Air ProductsAlcatel-LucentAllstateAmerican Express AT&T Automatic Data Processing, Inc.Avery Dennison AXA EquitableBank of AmericaBattelle The Bank of New York MellonBest Buy Co., Inc.The Boeing CompanyBristol-Myers Squibb CompanyC&S Wholesale Grocers, Inc.CargillCaterpillar Inc.Ceridian CorporationChevron CorporationChrysler LLCCitigroup Inc.Citizens Financial Group, Inc.Colgate-PalmoliveComcastConstellation Energy

IBM CorporationIllinois Tool Works Inc.INGIntel CorporationInternational PaperJCPenneyJohnson & JohnsonJPMorgan Chase & Co.Kellogg CompanyKimberly-Clark Corporation KPMG LLPLimited Brands Lockheed Martin CorporationLowe’s Companies, Inc.Macy’s, Inc.Marriott International, Inc.MedtronicMerck & Co., Inc.MetLife, Inc. Microsoft CorporationMorgan Stanley The Mosaic CompanyMotorolaNationwideNCR CorporationNew York Life Insurance CompanyPfizer IncPitney Bowes Inc.PricewaterhouseCoopers LLPPrincipal Financial Group Procter & Gamble

Prudential Financial, Inc.Publix Super Markets, Inc.Qwest Communications International, Inc.Raytheon CompanyRohm and Haas CompanySara Lee Shell Oil CompanySprintSUPERVALU INC.Target Texas InstrumentsThe Travelers Companies, Inc.U.S. BankUnited Airlines United Technologies CorporationUPSUSAAValero Energy CorporationVerizon Walgreen Co.Wal-Mart Stores, Inc.WellPoint, Inc.Wells Fargo Weyerhaeuser CompanyWhirlpool CorporationWilliamsXcel EnergyXerox Corporation

Costco WholesaleCummins Inc.Deere & Co.Deloitte Delphi Corporation Delta Air Lines, Inc.Deluxe CorporationDominionThe Dow Chemical CompanyDuke Energy DuPontEastman Kodak CompanyEaton CorporationEli Lilly and CompanyExxon Mobil CorporationFedEx CorporationFluor CorporationFord Motor CompanyGEGeneral Mills, Inc.General Motors CorporationGlaxoSmithKlineGoodyear Tire & Rubber CompanyGuardsmark, LLCHarris Bank and BMO Capital MarketsThe Hershey CompanyHewlett-Packard CompanyHSBC North America

Asia Pacific Regional TargetsGlobal Corporate Leadership (GCL)

• Bank of America

• Cargill

• Citigroup

• Costco Wholesale

• Deloitte LLP

• Exxon

• FedEx Corporation

• Ford Motor Company

• GE

• General Motors

• IBM

• Johnson & Johnson

• Motorola

• Pfizer

• Procter & Gamble

• PricewaterhouseCoopers

Others? อ��น ๆ ? 其他？ 기타 ?

United Way by the Numbers: Giving

United Way raised $4.94 billion USD in 2010

Over $1 billion USD in gifts from corporations (Foundation giving, sponsorship, special events, etc); representing 7% of all total corporate giving in US

An additional $850 million in leveraged resources through in-kind gifts, generous volunteer time, and leveraged funds from our community partners

GCL partners include Global Fortune 500 companies: AT&T, GE, Intel, Johnson & Johnson, Microsoft, Proctor & Gamble, etc.

Global Corporate Leadership Benefits

Employee engagement opportunities (ie, workplace giving campaigns, volunteer programs, etc)

Establishing partnership opportunities beyond the workplace giving campaign (cause-related marketing, grants, etc.)

Coordinating communications with United Ways around the world

Creating partnership opportunities that align with corporate philantrophic goals and priority issue areas

Companies

Leveraging corporate relationships at headqurters to build strong philantrophic relationships across the United Way network

Sharing information throughout the network through conference calls, webinars, United Way Online

Engaging headquarter and key market United Ways to build out strategic account plans

Connecting United Ways with local, national or global partnership opportunities

United Ways

United Way Worldwide

• Understanding the corporate “customer”

• What the company wants from UW

• Local, National, Regional and Global roles

Corporate and employee engagement

Goal: to drive revenue and relationships

Corporation

Corporate Social

Responsibility

• Workforce campaign

• Volunteerism

• Leadership development

• Loyal Contributors

• Grants (education,

income, health, 2-1-1)

• Corporate contributions

• International Donor

Advised Giving

• Cause marketing

• Licensing

• Sponsorships

• Business partnerships

Employee Engagement

Consumer Engagement

United Way support of Agilent Technogies

Marketing/ Communications

UWW: Amanda PonzarAmber Gomez

United Way Worldwide Main Points of Contact

GCL Charlie Guare+ UW Silicon Valley USA

Literacy and EducationUWW: Stacey Stewart

LeadershipUWW: Brian Gallagher

Jose Ferrao

International EngagementUWW: Regional VPsGCL/Frank Watson

International GrantsUWW: Kendra Davis

Women’s LeadershipUWW: Linda Paulson

SponsorshipUWW: Karsten Halusa

VolunteerismUWW: Mei Cobb

Key Market United WayUW Australia

Primary Contact Doug Taylor

Sample Employee Engagement

Volunteerism:

United Way Board Seats:

Affinity Groups:

Loyal Contributor Program:

Sample Corporate Social Responsibility

Education, Income and Health Grants:

Disaster Relief Grants:

International Donor Advised Giving (IDAG):

Cause Marketing Success

Examples:

American Express United Way Gift Card

Delta Air Lines, Inc. advertisement in Sky Magazine

GE appliance 2% to United Way

UPS NASCAR United Way branded No. 6 Ford Fusion—5.345 million viewers for the Bank of America 500 race; NASCAR PR provided 147,809,819 media impressions, a $3.5M value

Target’s Facebook challenge resulting in $90,000 Education Grant

In 2010, 30 cause marketing partnerships brought in $500,000+ in revenue and $4 million+ in value equivalency (ads, visibility, etc.)

Why do multi-national companies partner with United Way?

• Year-round employee engagement through giving and volunteering opportunities

• Knowledge of community

• Needs/solutions

• Solution providers (vetted NGOs)

• Benchmarking regarding corporate peers, best practices

• Accountability

• Year-round management

• Recognition / Acknowledgement

Why do multi-national companies partner with United Way?

• Year-round connection to United Way resources

• Advisor for global, national and local managers and their employees

• Coordinated/consistent employee engagement programs

• Elements of program

• Reporting / Information

• Points of contact

• Giving and volunteering

• Pledge fulfillment

• Proven partner for corporate social responsibility (CSR)

• Companies view United Way as a resource

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Global Corporate Leaders LIVE UNITED

1818

HELLO – OVER HERE!!Publicize the Campaign —create a buzz:

Decorate break rooms

with UW theme

email**

**eWay has targeted email capabilities

Can you think of other ways to

publicize?

1919

Strategies to engage a new company

• Determine prospects

– Are they engaged with other United Ways in the region?

– Leverage board member connections

– Understand the mission, vision and goals of the company

– Learn more about community activities where employees volunteer in the community

– Find out more about their giving and CSR strategy

Leveraging volunteers

With limited resources engage the following:

• Board members

• Campaign cabinet

• Employee campaign coordinators

• Volunteer project leaders

• Others?

Relationship Management

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Relationship building tips

Start with existing donors.

Learn their interests (and record them somewhere).

Talk about what they’re interested in.

Don’t ask for money every time you talk with them.

Give them something to do besides write a check.

Inform them on where their dollars are making a difference.

Thank them.

Engagement with your corporate partners

What it looks like:

1. Regular visits and attention given to corporate decision makers. These visits involve open discussion of the companies’ interests and the results of partnering with United Way.

2. Data systems that capture and respond to company needs. This allows United Ways to make appropriate communications in a timeframe that matters to the company.

3. Create/deliver programs with the company in mind. Companies requesting special forms of recognition, employee appreciation, electronic solutions, or United Way information appreciate United Ways that take extra steps to meet these needs.

Corporate relationship building

The roles of United Way leaders:

1. Make regular visits (without solicitation) to company leaders. Share your progress, assess their satisfaction, respond to what matters to them.

2. Hold special meetings (without solicitation) to communicate your work. Invite the companies and leaders most interested in these areas.

3. Create an advisory council of corporate leaders. Their role is to offer advice as needed but not sit in committee or make policy. This shows you value their opinion and you respect their time.

Corporate Relationship Building

Let’s Summarize

Building relationships with corporate donors

- means first, understanding, and then, demonstrating how you can help them meet their goals, concerns and priorities for improving lives and creating lasting community change.

Long-term relationships are based on trust. Trust takes time to build. It must be nurtured.

The nature of the relationship is defined by you and the company and influenced by culture.

GE• Global

GE is a collection of business operations that operate in a decentralized fashion.

GE typically has an in-country leader who would also be a leader in one of the larger business units in that country.  In many cases, there is a regional leader as well.

“GE Volunteers” have branches in 150 cities around the world; This group is a key leader for GE to the community where GE operates.

The GE Foundation grant for basic needs food and shelter was presented to several Asia Pacific, European and Latin American United Ways based on GE operation size in each country.  UWs in Australia, Hong Kong, Japan and Thailand are included as recipients of this grant.

Board Members – Romania

Volunteer Programs – Hungary, Romania

Employee Workplace Campaigns – Guatemala, Hungary, Romania

• USA Partnership

Brian Gallagher met with Jeff Immelt, CEO of GE in March.

GE employees in North America pledged over $18.5 million USD in 2009 campaign.

GE Foundation provides annual gift to LUWs in North America based on approximately 50% ratio of employee giving.

GE leadership very active with United Ways and provides leadership.

They are one of the major users of Truist pledge tool in US.

Big volunteer program called “GE Volunteers”.

Large supporter of Education initiatives.

• Asia Pacific

Board Member - India

GE and United Way around the world

United Way Hungary recognizes GE and the GE

Foundation for over $200,000 USD in support for

programs to help those in need as a result of the

economic downturn.

Table discussion

• What do corporations in your community expect from your organization?

• บริ�ษั�ท ท�ในสิ่� งท� คดหวั�งของค�ณหริ�อไม่� • 什么公司期望吗？ • 기업들이 당신에 대해 무엇을 기대합니까 ?

– Workplace fundraising campaigns

– Volunteer opportunities for their employees

– Knowledge

– Recognition for their charitable gifts

– Advice: Corporate Social Responsibility

11 National Benchmark Campaign Techniques

Appoint campaign chair

Set goals & track results

Establish steering committee

Recruit department

coordinators

Conduct executive briefings

Encourage leadership giving

Conduct effective educational

campaign

Increase # of campaign volunteers

Promote value of corporate gift

matching program

Utilize local United Way staff

resources

Organize volunteer activities with

recruitment and recognition efforts

Principles & Protocols of Account Management

คร�ใหญ่ และโปรโตคอลของการจั�ดการบ�ญ่ชี( 校长和账户管理协议

교장 및 계정 관리 프로토콜

Principles

• Respect – UWW Network honors the…

interests of local communities to mobilize local resources to apply to the local community change agenda.

geographic scope of each network partner as defined in the Network Partnership Agreement.

interest of corporations to strategically invest in the multiple communities where they are present.

• Collaboration – UWW Network agrees to collaborate among its members keeping the donor’s interest in mind, never placing the donor in the position of choosing between them, and to nurture the donor’s engagement in each community in which the donor has an interest.

Principles

• Transparency – UWW Network agrees to maintain the highest levels of transparency with its community and the network partners in all its communication with donors and prospects.

• Accountability – UWW Network is accountable to its community and the other network partners for effective and consistent relationship management and agrees not to take any action that causes damage to another member and to communicate promptly when questions and concerns arise.

• Long-Term Sustainability – UWW Network honors this principle and recognizes that corporate giving and volunteering are important for creating and maintaining a culture of giving in many parts of the world.

Account Management of GCL companies – as it exists today

If company is part of Global Corporate Leadership program…

• Consult the GCL company profiles and Corporate Knowledge Sharing Portal (http://online.unitedway.org/site/globalportal/) to access basic info on the company's relation with UW in the US and in your region.

• Contact UWW Global Corporate Leadership staff Frank Watson (Frank.Watson@uww.unitedway.org) for info on UWW’s cultivation strategy with the company.

• Frank will coordinate call with corresponding company’s Account Manager at UWW to determine local cultivation strategy.

• Network Partner commits to communicate results / status of cultivation efforts to GCL and Regional staff and to input this info into Corporate Knowledge Sharing Portal.

Account Management Protocols – recommendations from Action LeadersOther Companies

• If company only operates within one city…

– The local Untied Way should determine how to best work with the company.

• If company only operates within a single country…

– But there’s only one UW office, it should determine how to work with company.

– If there is more than one UW organization, the national office and/or local members should co-determine protocols for working with the company across locations.

• If company operates across multiple countries …

– Headquartered United Way serves as relationship manager / builder with company on behalf of worldwide system in coordination with Regional Director(s) / VP(s).

– Regional Director / VP checks with UWW (International Field Engagement and/or Global Corporate Leadership Teams) to see what intelligence or contacts available to help inform cultivation strategy with company.

– Regional Director / VP should also contact GCL if the company appears to be good candidate for the GCL Program.