Getting To Giving Nafcm

Getting to Giving

Basic Fund Raising Continuum of GivingMindful Philanthropy and Development

Mitchell A. Gordon

Board Member, NAFCMMediator, Coordinator, Trainer WCAC Community Mediation CenterDirector, Mediation / [email protected]

“The requirements of personal and institutional friendship are much alike: time, thought, energy, concern, understanding, kindness, forgiveness...and the quality, frequency, and continuity of your attention. As in personal friendships, you'll find that the more your people invest, the more fruits of their work will return to your institution.”

-David Dunlop

Why Do People Give?

•Interest•Involvement•InvestmentI

10 REASONS• 1. They have a deep and sincere belief in the organization and its

purposes. • 2. They believe that the current needs of the organization are important,

both personally and for the sake of the community. • 3. They have a sense of loyalty, gratitude, and affection toward the

organization. These donors could be current or former clients, staff members, board members, or the families of any of these.

• 4. They have a friendship with and respect for those who solicit them and by donating to the organization, they show support for their friends.

• 5. They want to thank and honor the organization for past services and/or honor staff and volunteers who work/have worked at the organization.

• 6. They want to ensure the organization can continue to fulfill its mission and that services continue for the future good of the community.

• 7. They appreciate the peer involvement they have cultivated through board and volunteer activities.

• 8. They are aware of the tax benefits of charitable giving and want to maximize their tax considerations.

• 9. They want to be recognized as a supporter of the organization or have a loved one publicly recognized.

• 10. Because they feel that here and now, supporting this particular organization is the right thing to do.

Top Reason People Do Not Give

•They were never asked…

Sources of Giving – $295.02 Billion

Individuals, $222.89

Be-quests; $22.91

Foun-dations; $36.50

Corporations; $12.72

Source: Giving USA 2007

Sources of Giving %

76%

8%

12%4%

Individuals Bequests Foundations Corporations

Source: Giving USA 2007

What do we call this?

•Fund raising•Advancement•Development•Resource Development•Revenue Enhancement

Two types of fund raising ‘shops’

•Big Shops•Small shops

Who does it?

•Paid staff•Volunteers

Who are your donors?

•Does your donor ‘pool’ reflect the national giving trends?

•Why would you want to mirror the giving trends?

Moving Forward or Standing Still•Where do you want to go (as an

organization)?•What do you need to get there?•What does it take to get the resources you

need?

Philosophy of Philanthropy

•Do you have one?•What is it?•Do you come from a place of

need/desperation?•Do you come from a place of abundance?•Which would you give to?

Mitch’s Philosophy

•Meet the donors where they are.•Have multiple points of entrée for donors.•Connect, cultivate, communicate.•Listen•Appreciate• Involve•Thank•Repeat

If the only tool you have is a hammer,

then all of your problems look like

nails.

Continuum of Giving•Friend raising•Event•Direct Mail•Annual Fund•Major Gift•Ultimate Gift•Capital Campaign•Endowment Campaign•Bequest•Foundation Grant

Continuum of Giving

Point of Entrée (Tool)Donor Relationship to Program

• Friend Raising Event• Fund Raising Event• Annual Fund• Major Gift• Ultimate Gift• Capital Campaign• Foundation Grant• Government Grant• Bequest

• 0 - 9• 0 - 9• 2 – 9• 5 – 9• 8 - 9• 5 – 9• 1 – 9• 0 – 9• 7 - 9

Donor Relationship Grid – Moves Management -Measuring Interest, Involvement, Investment and Capacity

Item 1 2 3 4 5 6 7 8 9 Total

Interest

Involvement

Investment

Capacity

Total

Donor name: _______________________________

4 Concepts of Fund Raising

•Confidential•Voluntary•Informed Consent•Self Determination Sound

Familiar?

Donor Bill of Rights• I. To be informed of the organization’s mission, of the way the

organization intends to use donated resources, and of its capacity to use donations effectively for their intended purposes.

• II. To be informed of the identity of those serving on the organization’s governing board, and to expect the board to exercise prudent judgment in its stewardship responsibilities.

• III. To have access to the organization’s most recent financial statements.

• IV. To be assured their gifts will be used for the purposes for which they were given.

• V. To receive appropriate acknowledgement and recognition.

Donor Bill of Rights• VI. To be assured that information about their donations is handled with

respect and with confidentiality to the extent provided by law.• VII. To expect that all relationships with individuals representing

organizations of interest to the donor will be professional in nature.• VIII. To be informed whether those seeking donations are volunteers,

employees of the organization or hired solicitors.• IX. To have the opportunity for their names to be deleted from mailing

lists that an organization may intend to share.• X. To feel free to ask questions when making a donation and to receive

prompt, truthful and forthright answers.

Mediators Have the Tools to be Fund Raisers•Make a plan•Prepare•Identify the prospects•Cultivate•Steward•Ask•Repeat

Donors are people first and always

•Data•Prospects•Funders•Grantors•Foundations•Sponsors•PEOPLE

Resources

•Fisher, Roger, et al Getting to Yes•Stone, Doug, et al Difficult Conversations•The Foundation Center•Guidestar.org•Giving USA•Chronicle of Philanthropy•Association of Fundraising Professionals

(AFP)