Procurement Basics
Procuring great items is key to reaching and exceeding your revenue goal. Here’s a basic how-to list to get you started.
Know your attendees. What are your constituency’s demographics? What can they afford? What are their interests? Can you survey them to see what items, activities, and experiences they prefer? What items sold best at last year’s event, and to whom?
Compile a wish list of items and have a plan. Organize that list and assign members of the procurement team to each item. But make sure that the team doesn’t overlook opportunistic procurement opportunities.
Don’t be afraid to ask. An old saying goes “You don’t ask, you don’t get.” The more potential donors you ask, the more items you will get. When you ask, tell the potential donor up front that you are asking for your cause, and be prepared to tell them briefly about the cause. Give potential donors a good reason to say ‘yes.’
Opportunities are everywhere. Be creative! Look at every conversation, meeting, and errand as a chance to get an item or service. Running errands on a Saturday morning? Ask the drycleaner if they’ll donate their services. Will your gym provide a free membership for a year? What about a free bag of groceries from your local supermarket?
Be ready to close the deal. Have procurement forms with you so the donor will make a commitment right then and there. And set date and time for pick-up or delivery of the item well in advance of the event.