Homes for Our Troops

Challenge

Founded in 2004, Homes for Our Troops is committed to serving severely injured veterans and their immediate families. HFOT secures monetary donations, building materials and professional labor, and coordinates the process of building specially adapted homes that provide maximum freedom of movement and the ability for the veterans to live more independently. The homes provided by Homes for Our Troops are delivered at no cost to the veterans served.  

As a fast-growing, nonprofit organization, Homes for Our Troops came to ESP looking to increase and diversify revenue with a goal of building 100 More…Homes for Our Troops.

At the time, Homes for Our Troops had a limited number of locally based corporate relationships. HFOT recognized the need to offer sponsors more multi-faceted exposure, improved and varied points of entry, and help with increasing corporate pride and morale among employees by including them in efforts to support the mission of Homes for Our Troops.

Strategy

ESP assessed HFOT’s marketplace potential and structured an approach that included a select number of large, year-round marketing partnerships supported by philanthropic and locally based corporate support, offering sponsors recognition commensurate with their commitment. ESP also recommended an approach that captures corporate partnership dollars from multiple budgets and accommodates partners that can provide both cash and budget-relieving in-kind commitments.

Execution

ESP provided Homes for Our Troops with the tools and support necessary for success, including an overall sponsorship strategy; industry analysis, competitive research and prospect recommendations; packaging and pricing recommendations; a multi-year sponsorship revenue forecast; a certified Valuation Statement; customized proposals, sales strategies and activation overlays; organizational and management recommendations; corporate sponsorship policies and guidelines; several in-person meetings including a half-day audit session; staff/volunteer training and management briefing; and ongoing support to help with questions and implementation of strategy.

Results

Having worked with ESP, Homes for Our Troops:

  • Increased its sponsorship revenue tenfold
  • Increased its number of sponsors from three to nine
  • Went to market with a structured sponsorship approach and formal pricing
  • Doubled the asking price of its sponsorship packages

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