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Go Big! with Your Donor Relations to Build Future Sustainability

John A. Hartford Foundation Webinar – June 2010. Go Big! with Your Donor Relations to Build Future Sustainability. Dena Baldwin & Karen LaPolice Cummins. Session Overview. Identifying Donor Prospects Team Approach/Collaborative Asks Segmenting priority donors Cultivation/Stewardship

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Go Big! with Your Donor Relations to Build Future Sustainability

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  1. John A. Hartford Foundation Webinar – June 2010 Go Big! with Your Donor Relations to Build Future Sustainability Dena Baldwin & Karen LaPolice Cummins

  2. Session Overview • Identifying Donor Prospects • Team Approach/Collaborative Asks • Segmenting priority donors • Cultivation/Stewardship • Making the “Ask”

  3. Identifying Donors CREATE A TARGET LIST • Group A – Knowledge of your vision/programs • Alumni, Current Supporters • Group B – Obvious Partnerships • Healthcare Professionals/Industry • Group C – Outside the box • Who markets to seniors?

  4. Segmenting/Prioritize Prospects • Timeline - length to close gift • Giving History • Interest/Goals • Needs requirements • Can you get in front of them? • Relationships – using team versus individual approach

  5. “ Touch Plan” • Treat donors like “family and friends” • Develop customized plan • Know key dates, interests, charitable giving history • Roll into University stewardship plan • Be strategic – stay in front of your donors • Engage donors in your programs

  6. Funding Opportunities • Scholarship/Funding Opportunities need to be established prior to any solicitation • Menu – clear compelling descriptions • Case for Donor support • Levels – what funding will provide to organization, make it personal • Donor Recognition/Benefits

  7. Who can help? • Create Ambassadors/Champions • Market your department – “create” new initiative • Use Advisory Group • Open the door to new leads

  8. Engaging Leadership ADVISORY GROUP • Strategy to engage highest level community & university leaders for short-term project • Be clear about need • Limit to that request • Honor time commitment • Use for connections and/or intros

  9. Exploratory Meeting • Research Prospects – Be timely • Introduce Program/Case for Support • 80/20 Rule – Listen 80% / Talk 20% • Use time to learn passions/hot buttons • Who ELSE should you be talking to?

  10. Making the “Ask” • Held Exploratory meeting • Shared Case for Support • Both on the same page • Ask them, Stop and Listen • Do not leave without something – Be French ASSUMPTIONS:

  11. Strength in Team Work • Share Successes • Tips (Blog/Web – opportunity to brainstorm) • Joint Asks – cross state lines • Resources – don’t duplicate a good thing • Build on your expertise and knowledge

  12. Summary • By beingstrategic, creating ongoing target lists and cultivating prospects throughout the year…you can grow your prospects into donors to become self-sustaining to Go Big!

  13. QUESTIONS • ?????

  14. THANK YOU! • Contact us at: gobigusa.com • dena@gobigusa.com • karen@gobigusa.com

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