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2010 Capacity Building Conference

2010 Capacity Building Conference. Creating a Dynamic Resource Generating Board presented by Partnership in Philanthropy Chatham, NJ. English Translation…. How in God’s Wide World do we get the Fund Raising Job Done?. Quick review. 1. Who gives the gifts? 2. Who gets the dough?.

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2010 Capacity Building Conference

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  1. 2010 Capacity Building Conference Creating a Dynamic Resource Generating Board presented by Partnership in Philanthropy Chatham, NJ Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  2. English Translation… How in God’s Wide World do we get the Fund Raising Job Done? Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  3. Quick review 1. Who gives the gifts? 2. Who gets the dough? Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  4. 2009 Sources of Gifts - $303.75 Billion Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  5. 2009 Recipients of Gifts - $303.75 Billion Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  6. Some Key Questions • What do we need the money for? • How much do we need? • Why do I have to do it? • Who has the ……………..? Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  7. Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  8. What do we need the money for? Mission – • Why does our organization exist? • How will we make our world better? • What problems are we trying to solve? Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  9. Our Fund Raising Goal It’s pretty hard to get someplace if we don’t know where we’re going !!! Lets base our Fund Raising Goal on: • History --- $ ______________ (What have we raised in the past?) • Need --- $ ________________ (Is our need realistic – or are we trying to fill a budget hole?) Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  10. You’ve Got to be Kidding ! With all I do as a Board Member, you expect me to raise money too? Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  11. The “7” Step Plan 1. Make a Gift 2. Be informed 3. Carry out the “Ambassadorial” function 4. Identify prospects 5. Cultivate prospects and donors 6. ASK 7. Practice Stewardship of Donors Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  12. Step 1 Lead by example ! Make your Gift or Pledge FIRST Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  13. Step 2 Be Informed Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  14. Step 3 Carry out the Ambassadorial Function Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  15. Step 4 Identify Prospective Donors • Family • Friends / Neighbors / co-workers • Other contacts – social, religious, etc. • Past donors • Donors to similar causes • Event attendees Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  16. Our Donor Constituencies can be viewed as a set of concentric circles – the further from the center we move , the less influence we have and the less likely we will be to receive gifts. Also the size of gifts decreases as we move further from the center. Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  17. More Step 4 Who are our most likely donors? Play the initial game # 1: “L - A - I” L = Linkage – how is the prospect linked to us? A = Ability – what is the prospect’s ability to make a gift? I = Interest – what is / are the prospect’s interest(s)? Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  18. Step 5 Cultivate our Prospects • Be knowledgeable & inform • Have the Tools – Brochure, Fact Sheet, Internet • Be an ambassador • Host an “in-home Cultivation Event” • Schedule at least 1 “Cultivation Event” targeting a specific constituency • Get third party endorsements Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  19. Step 6 ASK Three important questions: • What are the best ways to ask? • How much do we ask for? • Do we understand the prospect? Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  20. Step 6 - What’s the best way to ask? Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  21. More Step 6 How many prospects do we need to reach our Goal? A frequently used rule of thumb…… 3 - figure gifts ($$$) = 3 prospects 4 - figure gifts ($$$$) = 4 prospects 5+ - figure gifts ($$$$$+) = 5 prospects Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  22. Still more Step 6 How do we evaluate a donor ? Play the initial game #2: “F - R - A - S” F = Frequency – how often does the donor make a gift? R = Recency – when was the last gift? A = Amount – what was the size of the gift? S =Source – what was the source of the gift? – a solicitation/ an event? Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  23. Step 6 ½ Ask Again – Follow-up Not everyone gives the first time they are asked • Realize that a 2nd “ask” will be necessary • Have a “follow-up” plan in place when you make the first ask Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  24. Step 7 Practice Stewardship A known fact about Fund Raising – It is easier to get an existing donor to give again (and often give more) than it is to find a brand new donor. How can we insure that our donors will continue to support us? Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  25. Step 7 Proven Stewardship Efforts • Use the Phone – call each donor within 1 week of receiving a gift • Send a written “Thank-You” promptly • Call at least three (3) new or old or lapsed donors a month • Tasteful Recognition • Send an off season (non-ask) Donor Newsletter (“insiders news”) • What you’ve done with their gifts • How you are cutting costs • Share a “success - story” or testimonial Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  26. Step 7 More Proven Stewardship Efforts • Sweat the small stuff • Use a Post Card •  Special Handling • Significant Donors merit regular contact • Recognition Reception • Perks Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  27. Ten Basic Rules of Fund Raising FR101: All Fund Raising must relate to Mission FR102: People Give to People-not just to worthwhile causes. Good causes are not entitled to support; they must earn it. FR103: Board Members and Key Staff must give. FR104: People give to “success” – not “distress”. Can’t have an Annual “Emergency Fund Raising Drive” FR105: People give to “peers”. FR106: Fund Raising means you’re in the Name Capturing business Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  28. Ten Basic Rules of Fund Raisingcontinued FR106: Fund Raising means you’re in the Name Capturing business FR107: Most “likely” donors are identified by 3 characteristics: (L) – Linkage / (A) – Ability / (I) – Interest FR 108: Never let an anniversary ending in “0” or “5” go away without using it for a Fund Raising purpose. FR 109: Evaluate donors by Frequency / Recency / Amount / Source of gift. FR 110: Decide on a Major Gift ($$ size) amount. Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  29. Citations: Diagrams used in this workshop appeared in the following publication: The Constituency Model Page 42 “Achieving Excellence in Fund Raising” Henry A. Rosso & Associates 2nd Edition; Jossey Bass; 2003 The Ladder of Effectiveness Page 82 “Achieving Excellence in Fund Raising” Henry A. Rosso & Associates 2nd Edition; Jossey Bass; 2003 Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  30. Open Forum Brain Dump Time ! ? Answers Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

  31. 2010 Capacity Building Conference Creating a Dynamic Resource Generating Board presented by Partnership in Philanthropy Chatham, NJ Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● Lescsfnpo@yahoo.com

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