1 FUND RAISING THE GAME EVERYONE CAN PLAY – AND MUST! Leadership Institute March 2006.
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1
FUND RAISING
THE GAME EVERYONE CAN PLAY – AND MUST!
Leadership InstituteMarch 2006
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CONTEXT FOR OUR DISCUSSION
Earned Income Growth Actions
Other Options Sponsors Foundations Government
What does that leave?
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WHY PEOPLE GIVE
High -- Feels Good -- Investment in
Something They Value
or Relate to
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WHY PEOPLE GIVE
High -- Feels Good -- Investment in
Something They Value
or Relate to Low -- Tax Advantage
-- Guilt
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GIVING PATTERNS
11%
7%
6%
76%
IndividualsFoundationsBusinessesBequests
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CONTRIBUTION FACTORS
Having the Ability To Give
Connection Link In Place
Interest Established
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CONTRIBUTION FACTORS
Having the Ability To Give
Connection Link In Place
Interest Established
Precedes the ASK!
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CONTRIBUTIONS GROWTH
Current Contributors -- Increase
Past Contributors – Re-engaged
Future - Create a connection
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WHO WILL CONTRIBUTE?
People who already contribute to your organization
Your audience People who belong and contribute to other
nonprofit organizations Retired persons Individuals not connected with your
organization who are community-involved Corporations and businesses who are
community-involved Foundations Government
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CONTRIBUTOR SEGMENTS
INDIVIDUALS Major Contributors Mid-level Contributors Contributors Key – Retain/Increase the Contribution
BUSINESS
Local Based Local Operations
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CONTRIBUTOR SEGMENTS CONT.
> FOUNDATIONS- Family Foundations- Public Foundations- National Foundations
> Government - Local- ASCA
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KEYS TO SUCCESS
Each group needs a targeted message that speaks to them.
“Gatekeepers” will open the gate to some individuals/groups for you. Who are those people? How do you get them involved?
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CONTRIBUTION MATRIX
Contribution Range
Last Year
This Year
Next Year
# Contr
$
Avg.
# Contr.
$
Avg.
# Contr.
$
Avg.
10,000 & Above 2 $21,600 $10,800 1 $15,000 $15,000
5,000-9,999 4 $28,000 $7,000 5 $34,000 $6,800
2,000-4,999 10 $28,000 $2,800 12 $33,600 $2,800
500-999 22 $13,200 $600 20 $13,000 $650
100—499 40 $6,000 $150 48 $84,00 $175
Up to 99 65 $5,850 $90 60 $5,700 $95
143 $102,650 146 $109,700 $120,000
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READY/SET/GO
NOT
READY/FIRE/AIM
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VALUES NOT NEEDS
What value do we provide?
How are we differentiated?
What would be the impact if we weren’t here?
Ben Cameron/TCG
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THE VALUE STATEMENT
_____________ is…… We have served our community by…… Our programs bring Value by…… Our accomplishments position us
for…… To achieve our new ____ we plan to…… Won’t you join us in this opportunity!
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BENEFITS VS FEATURES
WHAT IT DOES IS A FEATURE
WHAT YOU VALUE IS A BENEFIT
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BENEFITS
Provides family event
Community quality of life
Employment opportunities
Recognition/Pride
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OPPORTUNITIES MENU SPONSOR OPTIONS
MUSIC ARTISTS POSITIONS REHEARSAL SPACE RENTAL
SPECIAL GIFTS PERFORMANCE ARTISTIC DIRECTOR VISITING ARTISTS PERFORMANCE RECEPTIONS
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FREE THE ELEPHANTS TO DANCE
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PREPARATION
Self Assessment
Strengths
Struggles
Self Talk
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PREPARATION CONT.
Reflection Why do I give?
Why do I stay engaged?
What do I want to share?
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CHALLENGES -- EXPRESSED
DON’T KNOW HOW
DON’T KNOW WHO TO ASK
DON’T HAVE TIME OR …..
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CHALLENGES -- UNEXPRESSED
DON’T KNOW HOW
DON’T KNOW WHERE/HOW TO START
FEAR OF FAILURE
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OVERCOMING FEARS
Build from Success Create Talking Points Script the Process Practice/Practice/Practice Reward Results
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CONTACT STRATEGY
Who should be contacted?
Who should make the contact?
Creating the right team
Timing
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BEST CONTACT STRATEGY Phone Call
Build on a Connection Introduce the Purpose Specific Time Specific Place Repeat Purpose For Visit
Letter/Email Introduce Purpose for Meeting Tell Them You Will Follow Up
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IF YOU CAN’T DO IN PERSON?
Get the letter opened! Build from Success Present your “Value
Statement” Call to Action “Join us” Message
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MEASURING SUCCESS
“What gets measured gets done”
Options for tracking Lessons learned “What gets rewarded gets
repeated”
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When all is said and done, here’s how easy it is:
The Right Personasks
The Right Prospectfor
The Right Amountin
The Right Wayat
The Right Timefor
The Right Causewith
The Right Follow-up.
And you…you are the right person.
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NEXT STEPS
Take It Home
Share It
Use It Soon
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