James Huitson Presentation Hitch Hikers Guide To Major Donors India 2008

transcript

Hitch Hikers Guide to Hitch Hikers Guide to

Major DonorsMajor DonorsMajor DonorsMajor Donors

Presented by James Huitson

The Big PictureThe Big Picture

Overall Fundraising StrategyOverall Fundraising Strategy

GovernmentGovernment

Trusts & foundationsTrusts & foundationsConsiderConsider

Corporate &Corporate &

EventsEvents

ConsiderConsider

Associations, Associations,

groupsgroups

Individuals Individuals –– Long term growthLong term growth

Bequests / Bequests /

LegaciesLegaciesMajor DonorsMajor Donors Regular GivingRegular Giving

EventsEvents

The Giving ConstituencyThe Giving Constituency

groupsgroups

Long Term GrowthLong Term Growth

Individual giving is currently the ONLY long term

solution for growth

Individuals Individuals ––

Donor care

Regular Giving

Individuals Individuals ––Long term growthLong term growth

* We are always looking for the next!

Major Donors

Bequests

Growth from IndividualsGrowth from Individuals

$150,000,000

$200,000,000

$250,000,000

7,000,000 lakh rupees

$50,000,000

$100,000,000

1998 1999 2000 2001 2002 2003 2004 2005 2006 2007

2,000 lahk INR

1,200 lahkNR

Capital Campaigns

Long term stewardship

program

Major Donors

Top direct marketing

donors

Major donors: Next week

Donors

The Seven The Seven Steps or...Steps or...

Cultivation Cultivation

Involvement Involvement Recognition Recognition

Research and Research and Identification Identification

Evaluation Evaluation

Major Major Donors: Donors: Next YearNext Year

Involvement Involvement

Asking for Asking for the the

Investment Investment

AcknowledgAcknowledgement ement

Recognition Recognition

Most major Most major donor donor programs programs

programs programs don’t workdon’t work

Because…Because…

Too busy to call…Too busy to call…

No suitable projects…No suitable projects…Don’t know how Don’t know how

No one on board will ask…No one on board will ask…

CEO should ask this one…CEO should ask this one…

We don’t know enough We don’t know enough about our prospects…about our prospects…

No suitable projects…No suitable projects…Don’t know how Don’t know how much to ask for…much to ask for…

Timing…Timing…

No major donor fundraiser…No major donor fundraiser…

Need to build a relationship…Need to build a relationship…

PeoplePeople ProspectsProspects ProjectsProjectsPeoplePeople

ProspectsProspects ProjectsProjects

Key PointsKey Points

Understand the need

Identify the prospects

Identifying major donorsIdentifying major donors

Produced by: Justine MathiesonDon’t chase them off!!Produced by: Justine Mathieson

Directed by: Christiana Stergiou

Narrated by: Sean Triner

Starring…..

Don’t chase them off!!

• Top 100 current donors

• Have given < 18 months

• Lapsed top donors

• Other donors you know are rich

• Rich people with a connection

• Other charity top donors

CommunicatingCommunicating

Case for supportCase for support

In what way/s this need is being addressed

The specific need your organisation addresses

What happens if the work does not happen NOW

Why your organisation is best positioned to achievethis goal

Effective communicationsEffective communicationsIt's all about the ask

Cold call Warm

Face to

stranger

Personal

At a project

At work

At home

Photo (C) Community playthings

Photo (C) BBC Online

AskingAsking

WhoWhoWhenWhen HowHow

Tell your storyTell your story

Follow upFollow up

In what way/s this need is being addressed

The specific need your organisation addresses

What happens if the work does not happen NOW

Why your organisation is best positioned to achievethis goal

The Pareto Group exists to make the world a better place, by expanding the not-for-profit sector's capacity worldwide to ensure as many sector's capacity worldwide to ensure as many beneficiaries are helped as possible.

We encourage you to share this document but do ask that should you decided to use any of the information in a presentation beyond your organisation that you first email us on copyright@paretofundraising.com

James Huitson Presentation Hitch Hikers Guide To Major Donors India 2008

Economy & Finance