Fundraising Strategies: Session I

1. Fundraising Strategies: Session I Vernon J. Henricks vhenricks@mccks.edu – 785.564.2121

4. Who is Vern Henricks? • Christian • Husband • Father • Community Leader • Philanthropist • Coach • Fundraising & Leadership Consultant • Businessman

6. Ministry or Fundraising? Is your work a ministry?  Or is it really fundraising in disguise?

7. Your Ministry Challenges • … • … • …

8. The profession of fundraising is a highly ethical profession guided by principles of honesty, integrity, and quality.

9. Definition of development Creating opportunities to connect God's people to God's work. 

10. 1 Timothy 6:17-19 Command those who are rich in this present world not to be arrogant nor to put their hope in wealth, which is so uncertain, but to put their hope in God, who richly provides us with everything for our enjoyment. Command them to do good, to be rich in good deeds, and to be generous and willing to share. In this way they will lay up treasure for themselves as a firm foundation for the coming age, so that they may take hold of the life that is truly life.

11. Purpose of development • To connect the followers of Jesus who desire to be good stewards with the ministries and causes that they care about or are called to.  • The higher purpose here is that the journey of the steward is more important than our fundraising goals. • It is God's desire that every one of his followers is a wise steward with their money, time, intellect, relationships, position in life, and environment. • To find opportunities for stewards to give to the Lord's work and achieve their stewardship goals.

12. Giving in the U.S. - 2006 • Americans’ charitable giving reached record highs, with individual giving accounting for 83% of the $295 billion given in 2006. • Americans donated 2.2% of their average disposable, or after-tax, income. • The amount of money transferred to ministry was unprecedented in history.

13. U.S. Charitable giving 2007Giving USA 2008 • Up 3.9% despite worries about gas prices, mortgage crisis and housing market . • Charitable giving in the United States is estimated to be $306.39 billion in 2007, exceeding $300 billion for the first time in history. • Every type of public charity receiving donations saw gains in 2007.

14. If we are to give our donors an opportunity to make a wise stewardship decision by giving to our ministries, we must continually communicate the results, impact, and needs of our ministries on a regular basis. We should assume nothing. The Bottom Line

15. Are You Communicating? • Are you donors truly informed about your ministry?  • Do they know what you are accomplishing with their giving?  • Do you share the successes and the failures? 

16. Communication Ideas • Newsletter that communicates stewardship ROI? • Thank you letter / receipt that communicates your thankfulness and accountability? • eNewsletter that is timely and brief to keep a donor updated? • Annual Report that summarizes the year of ministry results and financial accountability?

17. YOUR Ministry of Development is based on your relationships with your donors. Seek to communicate whenever you can and you will find your donors are with you, no matter the situation, economy, or trends. Communicate…ALWAYS

18. Facts About Finance • 10% of the people in America control 90% of the net worth. • 93% of the net worth controlled by the 10% of the population is held in non-cash assets. • Most ministries spend the majority of their time and resources going after cash—chasing the 90% who only have 10% and much less discretionary income from which to give.

19. “After all my calculations I have come to the conclusion that it’s not what you know, but who you know that counts.”

20. The Desires of Major Donors • To have their time & opinions valued • To invest their heart and passion • To give their expertise when possible • To enjoy the thrill of making a ministries dream happen

21. Relationships Are the Key • The ultimate product of major donor ministry is the donor himself/herself. The goal is to see an individual thriving in Christ, happily fulfilling his God-given role as a giver. • When we care more about the donor than the donation, donations tend to follow. • Donations are the by-product, not the end-product, of the relationship. • Friendraising connects people who have a passion for the ministry and a capacity to fund the work of the ministry.

22. It’s All About Relationships “…Love the Lord your God with all your heart, with all your soul, and with all your mind…Love your neighbor as yourself…” - Matthew 22:37,39

23. Craig LawrenceCo-founder of Lawrence & Schiller People give most generously when; • A vision is compelling. • They are provided a way to have a meaningful part. • The ministry provides opportunity to impact THEIR community.

24. What Donors Want to Know • Do you care about me or just my money? • Do you have a plan and is it sound? • Can I trust you’ll do what you say you’ll do? • If I invest, will I get a good return on my investment? • Will you report back to me, good or bad? • Will you be grateful? • Will you give the glory to God?

25. Giving Vehicles • Cash • Non-Cash • Autos, boats, planes, RV’s, collectibles • Stock • Real Estate • Business Interests • Estate

26. Five R’s of Fundraising- Pat McGlaughlin The Relational Donor Cycle • Research (who, what, when, where, why) • Romance (education, motivation, love) • Request (the marriage of values-theirs & yours) • Recognition (thanks…sincerely) • Recruitment (ask them to help you)

27. Summary • Get Involvement / Giving • Identify others (5-10) • Peer to Peer Request for support (3-5) • Timely Follow-up

28. BREAK Vernon J. Henricks vhenricks@mccks.edu – 785.564.2121

29. What is Servant LeadershipRobert Greenleaf “The servant-leader is servant first. It begins with the natural feeling that one wants to serve, to serve first. He or she is sharply different from the person who is leader first, perhaps because of the need to assuage an unusual power drive or to acquire material possessions.” – Robert Greenleaf

30. Servant LeadershipKen Blanchard "I truly believe that Servant Leadership has never been more applicable to the world of leadership than it is today. Not only are people looking for a deeper purpose and meaning when they must meet the challenges of today's changing world; they are also looking for principles and philosophies that actually work. Servant Leadership is about getting people to a higher level by leading people at a higher level.“ – Ken Blanchard

31. Fundraising Strategies: Session II Vernon J. Henricks vhenricks@mccks.edu – 785.564.2121

32. Forging an Emotional Bond With Your Best Donor Prospects “Fundraising is often a cry of need. Asking for gifts isn’t what gains support from substantial donors. Believing in your cause is what motivates them. People give because they care and because they feel their gift will make a difference.” —Quorum-Alliance Consultants

33. Motivations for Giving The Center on Philanthropy – December 2007 • Meet critical needs • Giving back to society • Those with more should help others • Bring about a desired impact • Set an example • Being asked • Religious beliefs • Identify with the cause • Expected in social network • Leaving a legacy

34. Would give more if; The Center on Philanthropy – December 2007 • Less spent on administration • Able to determine impact of gifts • More financially secure • Better financial return on investment • Knew of more organizations • Able to volunteer skills in nonprofits • Not already financially committed • Understood goals of nonprofits • Name would not be made public • More information on giving vehicles

35. Ways to Engage a Prospect • Involve the donor’s family • Honor a donor’s life’s work • Respect the donor’s values • Answer the donor’s questions • Honor the donor’s name • Showcase the donor’s talents and experiences • Give a donor financial security • Have the right person(s) ask

36. Appreciation makes people feel more important than almost anything you can give them.

37. Prospect Cultivation • Research their ability to give • Determine their knowledge of the institution • Learn how involved they are • Evaluate the strength of their relationships • Assess how motivated they are to give • Identify potential conflicts and seek resolution • Establish ways to engage them in your work • On visits—learn about; • How they feel about your organization • Their business and how they made their money • Their family and how involved they are in decisions

38. Elements of Cultivation • Identify the special needs of the organization • Discuss the problems being addressed • Describe why your organization is deserving • Illustrate what will be achieved by this project • Detail how you hope to accomplish your goals • Explain what you need (time/money/people) • Explain how you will evaluate your success

39. Success is the sum of small efforts, repeated day in and day out. --Robert Collier

40. Ways to Offend • Misspell his/her name • Fail to make past connection • Fail to be appreciative • Fail to listen • Omit the spouse • Mismatch the project with the donor • Ask for the wrong amount

41. Good Relationship Elements • Be Prepared—planning is good, but action is better • Be Confident—you are working for a good cause • Be Happy—see development as a joy, not a task • Be Passionate—believe in your cause • Be Sincere—prospects are friends and want to help • Be Grateful—Express appreciation for past support • Be Complimentary—recognize them for their efforts • Be Careful—use terms and words selectively • Be Quiet—Listen twice as much as you talk • Be Efficient—Leave with the next steps planned

42. Cultivation Phrases • I/We need your help/advice… • I/We would be grateful if… • I/We would be remiss if I/we…. • I/We want to give you first right of refusal… • I/We would like your consideration…

43. Follow Up of the visit • Record everything immediately after the visit • Send visit thank you note ASAP • Communicate results of visit • Discuss new information received • Follow up on mutually agreed next steps • Identify future opportunities with prospect It is not the prospect’s responsibility to get back with you. It is your responsibility to follow up with the prospect.

44. ...the only thing that stands between a person and what they want in life is the will to try it and the faith to believe it possible!. --Unknown

45. Servant LeadershipStephen Covey "The deepest part of human nature is that which urges people—each one of us—to rise above our present circumstances and to transcend our nature. If you can appeal to it, you tap into a whole new source of human motivation. – Stephen Covey

46. Thank You! Vernon J. Henricks President, The Henricks Group – 785.564.2121 Vice President, Manhattan Christian College – vhenricks@mccks.edu