1 FUND RAISING THE GAME EVERYONE CAN PLAY – AND MUST! Leadership Institute March 2006.

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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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