How Nonprofits Can Prepare for a Successful First Corporate Visit

For many nonprofits, the first corporate visit is where momentum is either created or quietly lost. This initial meeting shapes how a corporation perceives your organization, your leadership, and the potential for future collaboration. Preparation, clarity, and mindset matter long before any funding discussion takes place.

That context is especially important as corporations become more intentional about where they invest their philanthropic resources, with an emphasis on social responsibility initiatives and employee-driven giving programs. U.S. charitable giving reached $592.5 billion in 2024, with corporations contributing $44.4 billion — a 9.1% increase (6% adjusted for inflation) over the prior year, according to “Giving USA 2025: The Annual Report on Philanthropy for the Year 2024.” As corporate giving grows more strategic, nonprofits must be equally disciplined in how they approach this revenue stream. That discipline is especially important as nonprofits wait to see how recently enacted tax law changes may ultimately influence corporate philanthropy strategies.

How Corporations Think — and How Nonprofits Should Respond

Corporate partnerships can provide nonprofits with operational funding, volunteers, influence, and increased visibility within the community, but corporate engagement works best when nonprofits understand what corporations value and how they make decisions. Corporations often look for opportunities that strengthen their community reputation, engage employees, align with their brand, and support broader business objectives. Nonprofits benefit most when they approach these relationships as long-term collaborations rather than one-time transactions.

Core insights from the late Henry “Hank” Rosso, widely regarded as a foundational figure in the fundraising profession in the United States, remain highly relevant to corporate engagement today. He emphasized, in his book, “Achieving Excellence in Fund Raising,”  that approaching a corporation is fundamentally no different than approaching an individual donor or a foundation. That perspective is especially useful when preparing for a first corporate visit.

Rosso believed that successful corporate fundraising begins with the fundamentals — a clear case for support, thoughtful research into philanthropic interests, a structured cultivation strategy, and consistent stewardship. In practice, this means entering a first corporate meeting prepared, informed, and focused on listening as much as presenting.

Rosso also stressed the importance of planning corporate solicitations in advance, understanding corporate guidelines, building relationships with gatekeepers who manage access to decision-makers, researching corporate matching gift programs, and creating opportunities for deeper engagement, such as social opportunities and site visits. Taken together, these principles reinforce one central idea: Corporate relationships are built over time, not secured in a single meeting.

Preparing for the First Corporate Visit

When planning an initial visit with a corporation, it is essential to clearly define the purpose and expectations of the meeting. Will the meeting be formal or informal? Who will participate? Has the corporation had any previous involvement with your nonprofit? Anticipating likely questions and areas of interest is a critical part of preparation.

It is equally important to understand the nature of the corporation’s existing relationship with your organization. Know whether the corporation is a current or past donor, whether any executives or employees have served on your board or volunteered with your organization, and whether there are existing vendor or service relationships. Identifying these connections in advance strengthens credibility and informs how the conversation should be approached. The more prepared you are, the more productive the meeting will be.

I applied these principles directly when I joined The Salvation Army Indiana Division as statewide executive director of development. Recognizing the need to establish a formal corporate relations program, I asked my supervisor to accompany me on initial corporate visits. Initially, I focused on major local corporations that could contribute time, talent, and treasure, despite having limited high-level engagement with them at the time. 

The initial approach was intentionally simple and carefully structured. We requested 45-minute meet-and-greets with corporate presidents and built an agenda that balanced preparation with dialogue. When appropriate, board members helped open doors to schedule meetings.

• The first 15 minutes. This portion of the meeting focused on our organization — introducing ourselves; explaining the visit’s purpose; and reviewing our mission, priorities, and community impact.
• The middle 15 minutes. We devoted this time to learn more about the corporation to identify alignment and mutual interest. We asked about the company’s goals and objectives, as well as any perspectives on our nonprofit, including any past experiences or awareness. 
• The final 15 minutes. Here, we focused on exploring whether any constructive collaboration was possible and identifying appropriate next steps. 

This low-key, disciplined approach proved highly effective. In many cases, corporate leaders had limited familiarity with our work but appreciated the visit and the opportunity to explore future possibilities. 

First Corporate Visit Checklist

Preparing for a first corporate visit is best viewed as a continuous sequence rather than a series of disconnected checklists. The process begins well before the meeting, unfolds during the visit itself, and continues after the meeting concludes. Here is an overview of the steps to serve as a practical reminder of the discipline behind that process.

Pre-Visit

1. Determine who will be the best representative for your nonprofit on the visit.
2. Research the corporate prospect in advance, including its business, industry, challenges, goals, and competition.
3. Define clear objectives to help identify potential mutual goals for the meeting.
4. Prepare materials that demonstrate impact, relevance, stories, and prior corporate engagement success, when possible.
5. Rehearse in advance so each team member understands their role, messaging, and timing.
6. Develop a structured agenda with defined time parameters and professional materials.
7. Conduct a final preparation check on the day of the visit, dress professionally, and anticipate likely questions.

Visit

1. Arrive on time and maintain a professional demeanor while engaging in two-way dialogue.
2. Clearly communicate the purpose of the meeting and review the agenda.
3. Listen actively and ask open-ended questions.
4. Highlight areas where nonprofit and corporate goals align.
5. Seek advice on potential partnership opportunities and manage the conversation thoughtfully.
6. Emphasize mutual value and focus on relationship-building rather than making a funding request.
7. Confirm next steps and conclude the meeting on time.

Post Visit

1. Send a prompt thank-you note expressing appreciation for the corporation’s time and interest.
2. Recap key discussion points and agreed-upon action items.
3. Provide any additional information requested during the meeting.
4. Continue nurturing the relationship through consistent communication.
5. Identify the next appropriate step, such as a site visit or follow-up meeting.
6. Conduct an internal debrief to assess what worked well and identify areas for improvement.

Corporations should be added to your prospect portfolio on an ongoing basis. Conduct thorough research and continually refine your approach. The goal is to build nonprofit-corporate partnerships that are genuinely win-win. Over time and with experience, nonprofits will become more effective in engaging corporate representatives. Success depends on relationship-building and demonstrating that corporate involvement delivers meaningful return on investment.

Ensure corporations understand your nonprofit’s mission and the impact it has on the communities it serves. Now is the time to begin — or strengthen — corporate engagement efforts.

The preceding content was provided by a contributor unaffiliated with NonProfit PRO. The views expressed within may not directly reflect the thoughts or opinions of the staff of NonProfit PRO.