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MAKE IT COUNT

2013 Nonprofit Sustainability Conference

Building a Culture of Fundraising

Wendy DyerFund Development Consultants

“© 2013 WD Inc

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Philosophies in Fundraising

• 20+ years in the trenches• We live in a time of abundance• Stop thinking people are poor• Don’t give them a way out – recession/busy/other

interests• People want to be heroes/do good – that’s your job• People are giving money away anyway, might as

well be to you• Stop shopping for shoes in a bakery• Get out of your comfort zone – don’t stay safe!

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We Are Powerful

• 83% of donations from individuals yet focus elsewhere• 2004 = $240 billion• 2011 = $306 billion = 27%

• Is that a lot of money? What does it buy? 1,530,000 Ferraris 838 Busch Stadiums 6.8 billion tickets to the Baldknobbers EVERY YEAR

• What do we have to offer?1 thing

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We Are Resilient

Glorious 1980’s unrestricted $Who took the fun away? we did how?We put up with whims and trends and natural

disasters but we keep on going why? Nobody else does what we do

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But Are We Using Our Muscle?

Outcomes on steroids unrealistic expectations overpromising – everyone losesCollaborations as mandatory corporate mergers?Threat of stripping tax deductibility Trump challenge to Obama charities held hostage to politics

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My Challenges to You for 2013

• Make your voice heard• Engage in meaningful conversations with

donors• It’s not what you have done, it’s what you

haven’t done – broaden your thinking• Engage in intentional fundraising Capture research-based best practices Embrace transformational

philanthropy

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Where Are You?

Planned

Major

Repeat-Increasing

Repeat

Annual

Where are you today?

What’s in your way?

Where do you want to be tomorrow?

%

%

%%

%

%

%

%

%

%

100 % 100 %

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Where Is Your Energy?

Planned

Major

Repeat-Increasing

Repeat

Annual

Passive Fund Raising

Proactive Fund Raising

Change your donor behavior by changing yours!

Donors are at the level

where we put them

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Intentional Process

Goal: Establish two healthy pools of prospects

Finding Nurturing

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No Silver Bullet, Sadly

• No new development director will save you• No new board member will transform you• Fundraising is a team sport and everyone

has talentBuild that into your culture and make a

paradigm shiftStop any animosity between program and

development

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So Much Proven Stuff – Use It!

• Science of Giving outlines actual $ increases and other techniques• 100% emotion pity anger• Don’t speak to the masses paint the picture of the one Pale male• Study responses from the natural disasters issue of ‘proximity’

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Study Behaviors – NOT Demographics

Repayer Casual Giver

High Impact

Faith Based

See the Difference

Personal Ties

Prioritize investments based on what will drive donor behavior Understand how to manage and approach your core groups

Source: Money for Good, May 2010

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Market Opportunity by Segment ($B)

Personal Ties

See The Difference

Faith Based

High Impact

Casual Giver

Repayer

$3.30

$1.60

$4.00

$3.00

$4.00

$3.40

$8.40

$3.50

$2.60

$3.00

$5.90

$2.20

New Donations Switchable Donations

Most loyal givers: Repayer & Faith Based Least loyal givers: Casual Givers & See the Difference

Source: Money for Good, May 2010

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Get Ready for Transformational Philanthropy• Taste of that outcome – different era• Social media for instant impact• Traditional vs. transformational Meth epidemic in Montana

old waynew way

Barron’s – passive check writers vs. ‘hyperfocused investors’

Workable ideas – one goat! Smithsonian article

no cars - no house - phone is their universe How are we responding as nonprofit organizations? Are we thinking too small? Mired in tradition?

the new philanthropists aren’t

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My Predictions

• Predictive analytics – banks use it, why not us (past giving single largest factor in future giving, or is it?)

• Focusing on process will get more results than focusing on results first

• Your leadership can change your culture• Higher competition for programs and funds – all is fair in

love, war and fundraising• Collaborations and mergers• Goodbye to old ways• Entrepreneurship and innovation will become traditional

philanthropy

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Now, Go Get It Started!