Relationship Building: The Essence of Personal Fundraising Rich Brown

1. Relationship Building: The Essence of Personal Fundraising Rich Brown Adjunct Professor, New York University President, RB Consulting

2. Objectives • Know how to think about relationship building • Be able to build your personal brand • Understand the Relationship Pyramid • Know the six ways to make people like you • Be able to implement the four phases of building relationships • Know how to deliver the joy of philanthropy

3. Know how to think about relationship building Fundraising is a People Business

4. Two Influential Books

5. Who are we building relationships with?

6. The Gift Officer is the Primary Liaison

7. Building Relationships is more about attributes than skills….but you need both Attributes Who You Are Skills What You Can Do

8. Attributes • Personable • Professional • Honest • Confident / Poised • Trustworthy • Polite • Empathy • Maturity • Reliability • Consistency • Responsibility / Accountability

9. Skills • Conversation • Strategy • Planning • Communication • Listening • Problem-solving • Motivate others • Subject Matter Knowledge

10. Look deep inside to find what drives you, what animates you, your values and principles, what makes you unique Develop Your Attributes • Personable • Professional • Honest • Confidence / Poise • Trustworthy • Polite • Empathy • Maturity • Reliability • Consistency • Responsibility / Accountability

11. 2. Be able to build your personal brand

12. …. and you must be an interesting person !!! … and you must enjoy people !!!

13. 3. Be able to implement the Relationship Pyramid Reliability Consistency Trust Affection Esteem Competence Communication Likeability

14. 4. Know the Six Ways to Make People Like You

15. 5. Be Able to Implement the Four Phases of Building Relationships

17. Starting the Relationship on the right foot

18. Starting a relationship on the right foot means preparing well for that first meeting

19. Be crystal clear on your objectives, audience, substance, time constraints “Begin with the end in mind.” Stephen Covey

20. PREPARATION: KNOW AS MUCH AS YOU CAN ABOUT THE OTHER PARTY • What is the person’s professional background? • Where did he or she go to school? • Where does he or she live? • Are there any current events affecting the person’s industry or company? • Does the person serve on other boards? • Can you discover any hobbies? • What is the gift history to your organization?

21. PREPARATION: BE PREPARED TO DISCUSS QUESTIONS ABOUT YOUR ORGANIZATION • What is the organization’s history ? • How big is your organization ? • How is it structured ? • What are the main sources of revenue ? • What are the main expense lines ? • What is your efficiency ? • What are your programs ? • Who comprises your leadership ? • What is your vision for the next five years ? • What is your organization’s place in the non-profit sector

22. Where to Meet

23. Prepare a Briefing . Background . Purpose . Talking Points . Gift History

24. Visualize the Meeting Imagine the greeting Know your ice breakers Know your questions Know your segue Rehearse your main points Know your wrap-up

25. THE GREETING MAKE AN EMOTIONAL CONNECTION • Look the other person in the eye • Lean forward • Firm handshake • Smile • “How nice it is to meet you.”

26. Famous Greetings

27. Breaking the Ice • How long have you lived in Baltimore? • This building looks brand new…. • Did you have any trouble finding the • (meeting place)? • How did you get interested in our • organization? • Tell me about your business / • professional life

28. The Fine Art of Conversation 25 tips in a flash

29. The Fine Art of Conversation 25 tips n a flash • Talk about their kids, not yours • Never give short answers • Never correct the other person • No matter how tired you are, never let it show....make each person feel like they are your only meeting of the day • Observe the other person’s body language / be conscious of yours • Measure your opinions, but show you know something • If speaking to more than one person, look at everyone • Speak at a moderate pace • Ask open-ended questions / elicit dialogue • Don’t be afraid to talk politics, but keep strong opinions to yourself • Smile; display enthusiasm; show life! • Know your industry • Speak in positive terms

30. The Fine Art of Conversation 25 tips n a flash • Be financially literate • Eliminate jargon • Spare them from talking excessively about yourself ... • ... On the other hand reveal some things about yourself • Stay focused on the person in front of you, not the person who just walked in • “That’s fascinating, tell me more” shows you are interested • “I’m sorry, I don’t understand that,” shows you are paying attention • Taking out the notepad is okay, but don’t overdue it • Be ready to discuss current events intelligently • Now and then, it’s okay to show off that you read Dosteyevsky • Refer to something you know interests the other person • Remember why you are meeting in the first place

31. Above all…..Make the Other Person Feel Important

32. Let’s take a deeper dive

34. Deepening a Relationship • Give a tour • Meet at his/her home or office • Pick up the phone • Write a note • Provide meaningful volunteer opportunities • Invite to events • Get to know family • Meetings with CEO or board chair • Accept invitations • Face up to difficult conversations

36. The Major Gift Process Jan Feb Mar Apr May June Jul Aug Sep Oct Nov Dec

37. Finding the right match

39. Sustaining a Relationship… Getting the Next Gift, and the one after, and the one after that.

40. Sustaining a Relationship Have Systems in Place Develop Good Habits • Quarterly Update • Send newsworthy stories • Set-up a tickler system • Personalized attention • Make at least one touch every day with someone • Quadrant II

41. Objectives • Know how to think about relationship building • Be able to build your personal brand • Understand the Relationship Pyramid • Know the six ways to make people like you • Be able to implement the four phases of building relationships • Know how to deliver the joy of philanthropy

42. Gain Perspective 6. Know How to Deliver the Joy of Philanthropy