fundraising…fundraising and more fundraising! - fundraising... · the fundraising climate...
Post on 22-Jun-2020
16 Views
Preview:
TRANSCRIPT
1
Fundraising…fundraising and more
fundraising!
2
The Fundraising Climate
Canadians continue to give of themselves through philanthropy to enrich the lives of others
Resources are scarce and every dollar counts
Donors want a more meaningful experience and want to give beyond traditional “cheque book philanthropy.”
3
10 Prerequisites of Success
Commitments of time and support from
all key participants
A clear organizational self-image and a
strategic plan for organizational growth
and improvement
Fundraising objectives
4
10 perquisites for success
A compelling case
An assessment of the fundraising program
Enlistment and education of volunteer leaders
Ability and readiness of major donors to give
lead gifts before any public announcement
5
10 prerequisites of Success
Competent staff and perhaps external
professional counsel
Adequate, funds for expenses
The size of its goal and the timing of the
campaign
6
Other factors to consider
Age of the organization
Caliber of the constituency
Range of the Institution’s giving program
7
Other factors to consider
Size and geographical distribution of the
constituency
Previous success
Quality of the program and impact of its
services
8
Other factors to consider
Location of the organization
Urgency, importance, and relevance
State of the economy
Competing and conflicting campaigns
9
Other factors to consider
Trends in the nonprofit sector
Unfavourable publicity
Local issues
10
Reasons why donors stop giving
The mission or goals of an organization
change
Change in the donor’s own financial
circumstances
Poor/negative fundraising practices
11
Reasons why donors stop giving
Failure to demonstrate achievement
Failure to observe donor intent
Management issues
Scandal
12
The Gift chart
Indicates the number and size of the gifts needed to reach goal
Serves as a reality test
Defines the goals that must be met for success
Establishes specific guidelines
Essential management tool
Valuable evaluation tool
13
GIFT CHART
FOR
$2,000,000
STANDARDS
OF GIVING
Gift type Gift Range Number of Gifts Total
Major Gift $400,000 1 $400,000
250,000 1 250,000
150,000 1 150,000
100,000 2 200,000
50,000 2 100,000
Special Gifts 25,000 10 250,000
10,000 15 150,000
5,000 25 125,000
General Gifts Less than 5,000 many 375,000
$2,000,000
14
Effective Research
To identify people and their relationships
To determine interest
Discover facts about the ownership, control, influence, and wealth
Reduce great quantities of information pertinent to the campaign
15
Identifying Prospects
Identification
Information
Interest
Involvement
Investment
16
The Case
17
The Case Statement
Describes the mission
States the objectives
Describes a set of tasks or strategies for reaching the objectives
Reports on the facilities, staff assignments, and budget required
18
The Case Statement
Reports on the facilities, staff assignments,
and budget required
The reasons why a contribution is
necessary
Stresses the strengths of the organization
19
The BIG Ask
Objectives:
◦ Know the six basic closing stages
◦ Know how to handle objections
◦ Know the major errors to avoid in
solicitations
20
Six Basic Closing Stages
1-Opening
2-Questioning
3-Listening
4-Presenting
5-Overcoming Objections
6-Asking for the Gift
21
Opening
The opening will have a definite effect on the
outcome
Make the opening as dynamic and intriguing
Primary goal is to light a fire under the
prospect
Have the prospect talk about themselves
22
Questioning
Questions force the prospect into involvement
Talk “with” the prospect verses “to” the prospect
Ask open ended questions
Make sure the prospect knows the need
23
Listening
More listening and less talking
We must understand the prospect’s position
Listen with purpose
Be empathetic
Involves your active and meaningful participation
24
Presenting
Four questions to answer: ◦ Is it the best?
◦ Will it perform the way you say it will?
◦ Will it become or remain the best in the future?
◦ How will I be paid back for my investment?
◦ USE PEOPLE STORIES
◦ MAKE YOUR LANGUAGE VIVID AND DESCRIPTIVE
◦ MAKE THE BENEFITS FOR DONORS SEEM REAL ENOUGH TO TOUCH
25
Overcoming Objectives
Objection not an attack-rather a question
Show understanding of prospect’s position
Let prospect know objection acceptable
26
Asking for the gift
# one reason to not obtain gift-not asking for the gift
Know how and when to ask
Always give options
Common to ask for a larger gift than expected
27
Errors to avoid in the solicitation
Not asking for the gift
Not asking for a large enough gift
Not listening/talking too much
Not talking about benefits to the prospect
28
Errors to avoid in the solicitation
Not asking questions
Not talking about benefits to the prospect
Not knowing enough about the prospect
before the solicitation
29
Errors to avoid in the solicitation
Forgetting to summarize before moving to
solicitation
Not practicing with team members before
solicitation
Asking for the gift too soon
30
Errors to avoid in the solicitation
Speaking, rather than remaining silent, after asking for the gift
Settling on too small a gift
Not cultivating the prospect before soliciting
Not sending out trained solicitors
31
Thank you & Stewardship
Send a hand written note
Send information on the project/program
Invite to events
Have the CEO have a lunch/coffee
Set a “moves Management” plan
Send quarterly reports
32
Wrap up & Questions
top related