2010 Capacity Building Conference
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Transcript of 2010 Capacity Building Conference
Creating a Dynamic
Resource Generating Boardpresented by
Partnership in Philanthropy
Chatham, NJLeslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ●
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 ● [email protected]
1. Who gives the gifts?
2. Who gets the dough?
Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● [email protected]
Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● [email protected]
Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● [email protected]
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 ● [email protected]
Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● [email protected]
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 ● [email protected]
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 ● [email protected]
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 ● [email protected]
1. Make a Gift2. Be informed3. Carry out the “Ambassadorial”
function4. Identify prospects5. Cultivate prospects and donors6. ASK7. Practice Stewardship of Donors
Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● [email protected]
Lead by example !
Make your Gift or Pledge
FIRSTLeslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ●
Be Informed
Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● [email protected]
Carry out
the Ambassadorial Function
Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● [email protected]
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 ● [email protected]
Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● [email protected]
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 ● [email protected]
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 ● [email protected]
ASKThree 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 ● [email protected]
Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● [email protected]
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 ● [email protected]
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 ● [email protected]
Ask Again – Follow-upNot 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 ● [email protected]
Practice StewardshipA 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 ● [email protected]
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 ● [email protected]
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 ● [email protected]
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 ● [email protected]
FR106: Fund Raising means you’re in the Name Capturing businessFR107: Most “likely” donors are identified by 3
characteristics: (L) – Linkage / (A) – Ability / (I) – InterestFR 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 ●
Diagrams used in this workshop appeared in the following publication:
The Constituency ModelPage 42“Achieving Excellence in Fund Raising”Henry A. Rosso & Associates2nd Edition; Jossey Bass; 2003
The Ladder of EffectivenessPage 82“Achieving Excellence in Fund Raising”Henry A. Rosso & Associates2nd Edition; Jossey Bass; 2003
Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● [email protected]
Brain Dump Time !
?
AnswersLeslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ●
Creating a Dynamic
Resource Generating Boardpresented by
Partnership in Philanthropy
Chatham, NJ
Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● 732-957-0740 ● [email protected]