Part 1: Building the Business Leg of Your Funding Stool
A 3-Part Guide to Launching Your Corporate Partnership Program
Earlier this month, Rural Pathways participated in a series of panels at the Minnesota Council of Nonprofits’ 2026 Minnesota Grantmakers: Greater MN Funders event. A topic that kept coming up again and again was clear: we have entered a very different funding landscape from previous years. Grants are getting harder and harder to attain, and donor-advised funds, individual donations, and corporate contributions are becoming the key to providing nonprofits with unrestricted funds to weather this storm.
As government funding shrinks, the pressure trickles down to regional and community funders who are stretched thin. Organizations that have lost federal and state support are turning to local foundations to close the gap, particularly those serving critical needs like food insecurity and unhoused populations. This increased competition for limited local dollars has made it imperative that nonprofits diversify their revenue streams.
The Three-Legged Stool of Sustainable Funding
In child care, we often talk about the three-legged stool of funding: families, government, and businesses. For many other types of nonprofit agencies, this is also the key to unlocking sustainable funding. Yet for most organizations, the business community remains the missing leg of the stool.
For many organizations, this moment marks the first time their board has been called upon to actively assist with fundraising. The good news? Corporate partners can provide exactly what nonprofits need right now: in-kind support, volunteer power, and financial contributions that help keep organizations vital to their communities and local economies.
Starting a corporate partnership program is easier than you think. You don't need a corporate relations team or even a dedicated full-time staff member. What matters most is developing a clear vision about your direction and being consistent and patient.
Assess Your Readiness
Step 1: Conduct a Thoughtful Landscape Audit
Begin with an honest inventory of your organization’s core strengths: your programs, volunteer opportunities, and community ties. Then ask yourself: What budget line items could be reduced by in-kind support or skilled volunteers? How much staff time can realistically be dedicated to corporate partnerships over the next 6 to 12 months? What processes and people can support these efforts? Which board members or connections can help you in these first steps? And critically, which funding gaps could be bridged with financial investment from business partners? Maybe it’s covering operational costs that grants won’t fund, building a reserve for uncertain times, or investing in staff retention and professional development.
Think about your three-legged stool: What does your funding mix look like today? If you’re heavily reliant on government grants and individual contributions, the business leg may be exactly where you need to focus.
Having this clear snapshot helps you build a focused strategy grounded in your reality, rather than chasing every shiny opportunity.
Step 2: Begin with Your Most Relevant Connections
Your best prospects are often those closest to you. Map out the employers of your board members, volunteers, and major donors. Identify companies connected to your existing events or fundraising efforts. Consider vendors and service providers familiar with your work, as well as local and regional businesses invested in your community.
Start with local, warm, and familiar relationships. This will make these first steps far more effective and will give you the momentum to expand the circle of outreach over time.