TOP 10

FUNDAMENTALS

IN FUNDRAISING

FOR CEOs & BOARD MEMBERS

1

Know yourself

Fundraising

is a process

2

What Are We Trying To Accomplish?

Bob Burdenski, “Obama and the Internet”, Nov 2008

Qualified Major Gift Prospects

Increased Donor Value

A Sustained Giving Relationship

Initial Gift Support

A Learned Organisational Culture

Ongoing Organisational Affinity

Investing your resources

Least important

group of donors

Smallest portion

of Solicitation resources

Most important

group of donors

Greatest portion

of Solicitation resources

Donor Pool

Philanthropic Income

75%

20%

5%

Fundraising Time-use

50%

30%

20%

Aligning Time-use To Potential Revenue

50%

30%

20%

75%

20%

5%

Philanthropy

is based on

3

exchange of values

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Motivators for Giving

Values Driven Responses

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Barriers to Making a GiftMean scores responses for all respondents

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7Variances are not dramatic

It doesn’t matter how you aggravate or irritate a

donor, they general respond the same degree.

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Motivators to Stop Giving

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~G

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Mye

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Uncontrollable

Influence

Control

You

Advancement Resources, 2012

Fundraising Principles

~Kay Sprinkel Grace~

People give to you

because you meet needs

not because you have needs.

Fundraising Principles

~Kay Sprinkel Grace~

A gift to your organisation is

a gift through the organisation

into the community

- you are not the end user of the gift (it is not about you)

Fundraising Principles

~Kay Sprinkel Grace~

Fundraising is

not about money,

it is about relationships

based in shared values

4

Opportunity Offerer

5

Get Closer

High Value Activities

Do not assume you know the donor’s interest. People’s life experiences affect their interests.

Learn the donor’s interests and passions –their reasons for supporting your cause.

The most valuable time that you can spend is focused on connecting the donor to their passions.

Help donors see how their contributions are making an impact.

Advancement Resources, 2012

6

Making the Case

Developing the Case

The Case for Support is your story. It’s who you

are, why money is needed and how you will

meet that need with the money you raise.

The Case for Support is written from the donor’s

perspective – not the organisation’s.

The Golden Circle

What’s makes your story unique?

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Next to the human face, hands are our

most expressive feature. We talk with

them. We work with them. We play

with them. We comfort and love with

them. An injury to the hand affects

people professionally and personally.

At Vector Health Programs, we give

people back the use of their hands.”

“

Betsy Chapin Taylor, Healthcare Philanthropy

Personally I am very fond of

strawberries and cream; but

I find that for some strange

reason fish prefer worms.

So when I go fishing, I don't

think about what I want. I

think about what they want.”

7

“

Dale Carnegie

Donor Centered Relationships

The Donor’s Perspective

Life changing experiences may be positive or they may be negative.

People are motivated to contribute for their own reasons – those reasons are not always obvious.

Advancement Resources, 2012

The Personal Story

What in your

personal

background

would make this

project important?

their

The goal is not to do business with

everybody who needs what you have,

the goal is to do business with people

who believe what you believe.”

Simon Sinek

“

8

Five Moons

1. Amount

2. Timing

3. Project

4. Who’s Asking?

5. Who’s Being Asked?

9

Stay Focused

MONEY = MISSION

10

Everyone’s Responsible

10 Top Fundamentals

1. Know Yourself

2. Fundraising is process

3. An exchange of values

4. Offer opportunities

5. Get closer

6. Make the case

7. Donor centred relationships

8. Five moons

9. Stay focused

10. Everyone’s responsible

We choose to go to

the moon in this

decade and do the

other things. Not

because they are

easy, but because

they are hard.

“

John F. Kennedy

There will never be a perfect time to begin

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to raise more money for their work.

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