Date post: | 11-Apr-2017 |
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Government & Nonprofit |
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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
uy M
allabone
& T
ony
Mye
rs~
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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