Transcript
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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!
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