There are several things about resource development and solicitation from the business community in Israel which are noteworthy. The first of which is the wealth of sources of resource development which are out there. One can approach High-tech / bio-tech firms, Financial companies (such as banks, insurance companies and investment houses), Retail Chains, Corporations (break-down and approach separately), Local businesses, Factories and Workers’ unions. While each business requires a dedicated approach, some guidelines generally apply to all: Establishing relationship with a sponsor/social investor from the business sector may reword your organization with long-term strategic partner. On the cautious side be advised that poor integrity or performance track record are reported throughout the business sector and will reflect on the organization's "credit" and reputation.
It is important to familiarize yourself with the Characteristics of the Business Culture in Israel which in some regards differ greatly from American or European models. The first is a defined hierarchy which on the one hand makes it easier to learn who to approach so that you don’t waste precious time pitching to the wrong people. Ensuring you will begin your relationship with the organization with a meeting with the ‘man/woman in charge’ will save you time and frustration.
Another defining feature is that the Israeli business culture greatly relies on personal references, colleague's recommendations, personal experience and/or familiarity with the subject. Positive introduction to the company or business organization will most likely open the door for you to present your case. Successfully doing so will provide the opportunity to build lasting long term relationship. The downside of this is the difficulty in getting yourself in the door and the lasting effects fundraising errors and distrust can have. Israeli business culture is also characterized with seeking out the “latest and hottest” which can serve you well if you remain at the top of your field and always look for ways to innovate your program, both on a project and technological level.
Finally, the modern Israeli business culture adopted the assumption that effective and successful NGOs can and should be measured based on objective indicators. That means that if you do not have a statistically sound, or at least a consistent method of measuring the success of your program and the good that you bring to the world, you should develop one now! This doesn’t mean that you need to hire a statistical prodigy and invest most of your time and effort into analyzing the potential success of your program, however things as simple as satisfaction questionnaires, before and after completion of your program can prove very helpful. In the meantime, you can start with recording the number of participants that go through your program every year (or program cycle), the number of cities in which you operate, or even quotes from ‘satisfied customers’. The sooner you have what to show for your program, the better.
Approaching the business community in Israel for fundraising or other resources is in many ways similar to the work done with foundations and individuals. The basis of any good donation is a good and honest relationship. Make sure you approach the businesses which you believe share the same values and goals as your organization. Learn about each business you approach and treat them as you would treat different foundations – each is unique and requires a relationship to be built around their individuality. And above all – remember the 4SW rule - Some Will, Some Won’t, So What, Someone’s Waiting! Good luck! Danny.
Danny has worked as the Resource Developer the director of International Relations for Nir Barkat a former venture capitalist and philanthropist and currently the Mayor of Jerusalem. In this position Danny has helped many public and social offices in Jerusalem in counseling and Resource Development in the areas of welfare, culture and education. Danny maintains continuous contact with philanthropists in Israel and abroad. Danny is very familiar with the Business Community in Israel, in particular with regards to their philanthropic involvement and has been working in cooperation with David Maeir-Epstein for over a year in counseling NGOs in the field of resource development from the business community in Israel.
