Global Corporate Leadership Managing Donor Relationships ผจดการความสมพนธของ 관계

Global Corporate Leadership Managing Donor Relationships ผจดการความสมพนธของ 관계 관리 / 管理公司捐赠的关系 Frank Watson Charlie Guare Bangkok, Thailand – 30 June, 2011 บรษท ผบรจาค / 기업 기증자

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

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 3

Expectations ความคาดหวง 期望 기대 期待 Harapan उमम द Share concerns/questions

United Way Global Corporate Leaders 3 M Abbott Accenture Aetna Inc. Agilent Technologies, Inc. Air Products Alcatel-Lucent Allstate American Express AT&T Automatic Data Processing, Inc. Avery Dennison AXA Equitable Bank of America Battelle The Bank of New York Mellon Best Buy Co. , Inc. The Boeing Company Bristol-Myers Squibb Company C&S Wholesale Grocers, Inc. Cargill Caterpillar Inc. Ceridian Corporation Chevron Corporation Chrysler LLC Citigroup Inc. Citizens Financial Group, Inc. Colgate-Palmolive Comcast Costco Wholesale Cummins Inc. Deere & Co. Deloitte Delphi Corporation Delta Air Lines, Inc. Deluxe Corporation Dominion The Dow Chemical Company Duke Energy Du. Pont Eastman Kodak Company Eaton Corporation Eli Lilly and Company Exxon Mobil Corporation Fed. Ex Corporation Fluor Corporation Ford Motor Company GE General Mills, Inc. General Motors Corporation Glaxo. Smith. Kline Goodyear Tire & Rubber Company Guardsmark, LLC Harris Bank and BMO Capital Markets The Hershey Company Hewlett-Packard Company HSBC North America IBM Corporation Illinois Tool Works Inc. ING Intel Corporation International Paper JCPenney Johnson & Johnson JPMorgan Chase & Co. Kellogg Company Kimberly-Clark Corporation KPMG LLP Limited Brands Lockheed Martin Corporation Lowe’s Companies, Inc. Macy’s, Inc. Marriott International, Inc. Medtronic Merck & Co. , Inc. Met. Life, Inc. Microsoft Corporation Morgan Stanley The Mosaic Company Motorola Nationwide NCR Corporation New York Life Insurance Company Pfizer Inc Pitney Bowes Inc. Pricewaterhouse. Coopers LLP Principal Financial Group Prudential Financial, Inc. Publix Super Markets, Inc. Qwest Communications International, Inc. Raytheon Company Rohm and Haas Company Sara Lee Shell Oil Company Sprint SUPERVALU INC. Target Texas Instruments The Travelers Companies, In U. S. Bank United Airlines United Technologies Corpora UPS USAA Valero Energy Corporation Verizon Walgreen Co. Wal-Mart Stores, Inc. Well. Point, Inc. Wells Fargo Weyerhaeuser Company Whirlpool Corporation Williams Xcel Energy Xerox Corporation

Asia Pacific Regional Targets Global Corporate Leadership (GCL) • Bank of America • GE • Cargill • General Motors • Citigroup • IBM • Costco Wholesale • Johnson & Johnson • Deloitte LLP • Motorola • Exxon • Pfizer • Fed. Ex Corporation • Procter & Gamble • Ford Motor Company • Pricewaterhouse. Coopers Others? อน 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 Companies § Employee engagement opportunities (ie, workplace giving campaigns, volunteer programs, etc) § Establishing partnership opportunities beyond the workplace giving campaign (cause -related marketing, grants, etc. ) United Ways § 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 § Coordinating communications with § Engaging headquarter and key United Ways around the world market United Ways to build out § Creating partnership opportunities strategic account plans that align with corporate philantrophic goals and priority § Connecting United Ways with local, issue areas national or global partnership opportunities

United Way Worldwide • Understanding the corporate “customer” • What the company wants from UW • Local, National, Regional and Global roles

Corporate and employee engagement Corporation Corporate Social Responsibility Employee Engagement • Workforce campaign • Volunteerism • Leadership development • Loyal Contributors • Grants (education, income, health, 2 -1 -1) • Corporate contributions • International Donor Advised Giving Consumer Engagement • Cause marketing • Licensing • Sponsorships • Business partnerships Goal: to drive revenue and relationships

United Way support of Agilent Technogies Marketing/ Communications Literacy and Education Leadership UWW: Stacey Stewart UWW: Brian Gallagher Jose Ferrao UWW: Amanda Ponzar Amber Gomez Key Market United Way UW Australia Primary Contact Doug Taylor United Way Worldwide Main Points of Contact GCL Charlie Guare + UW Silicon Valley USA Volunteerism International Engagement UWW: Regional VPs GCL/Frank Watson International Grants UWW: Mei Cobb UWW: Kendra Davis Sponsorship Women’s Leadership UWW: Karsten Halusa UWW: Linda Paulson

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 In 2010, 30 cause marketing partnerships brought in $500, 000+ in revenue and $4 million+ in value equivalency (ads, visibility, etc. ) 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. 5 M value § Target’s Facebook challenge resulting in $90, 000 Education Grant

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

Global Corporate Leaders LIVE UNITED 17

HELLO – OVER HERE!! Publicize the Campaign —create a buzz: Can you think of other ways to publicize? email** Decorate break rooms with UW theme **e. Way has targeted email capabilities 18

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 19

Leveraging volunteers With limited resources engage the following: • Board members • Campaign cabinet • Employee campaign coordinators • Volunteer project leaders • Others?

Relationship Management

Relationship building tips üStart with existing donors. üLearn their interests (and record them somewhere). üTalk about what they’re interested in. üDon’t ask for money every time you talk with them. üGive them something to do besides write a check. üInform them on where their dollars are making a difference. üThank them. 22

Engagement with your corporate partners

Corporate relationship building 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.

Let’s Summarize v 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. v Long-term relationships are based on trust. Trust takes time to build. It must be nurtured. v 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? • บรษท ทำในสงทคาดหวงของคณหรอ ไม • 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 üAppoint campaign chair üSet goals & track results üConduct effective educational campaign üIncrease # of campaign volunteers üEstablish steering committee üRecruit department coordinators üPromote value of corporate gift matching program üUtilize local United Way staff üConduct executive briefings resources üOrganize volunteer activities with üEncourage leadership giving recruitment and recognition efforts

Principles & Protocols of Account Management ครใหญและโปรโตคอลของการจดการบ ญช 校长和账户管理协议 교장 및 계정 관리 프로토콜

Principles • Respect – UWW Network honors the… § § geographic scope of each network partner as defined in the Network Partnership Agreement. § • interests of local communities to mobilize local resources to apply to the local community change agenda. 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 Leaders Other 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.