Can a do-gooder nonprofit sell its impact to a massive technology corporation? The proof is in the $6 million pudding.

Problem

The executive director of a major youth services organization attempted to pitch a funding partnership to the CEO of a $15-billion technology company. After five minutes, the CEO stopped him. He needed to know what this youth service organization was going to do to help his company meet its own needs and objectives. So the executive director turned to Mission Measurement to help evaluate, position and sell its impact to the company.

Solution

We started by focusing the organization more explicitly on the needs of the company—rather than on its own. Those needs were determined to be retention of its employees, strengthening of its brand in light of new competitors and entry into youth markets.

Then we helped the organization take stock of the ways it could meet those needs. That included opportunities for employees and their children to volunteer, boosting of brand trust by associating with a reputable nonprofit organization, and access to the youth markets that the company was struggling to engage.

Once the organization collected data that supported those claims, we helped refine the pitch so that it was positioned in a way the company would find valuable.

Results

The revised pitch was a hit and led to a $6-million commitment from the tech company.

The results of that ongoing partnership include:

• A branded award program that sends dozens of young people from North America to volunteer in developing countries each year.
• Nation-wide school-based programs and events that encourage young people to take interest in and action around social issues.
• A holistic, community-centric program designed to empower and support youth in developing countries.