beth lynn hoey, cfre director of development, francis...
TRANSCRIPT
Beth Lynn Hoey, CFRE Director of Development, Francis House
Mission Statement
Vision Statement
Strategic Plan
Development Plan (Begins with Case Statement)
How much money and resources do you need?
Have enough $ to cover capital expenses to open home Have enough $ to cover 3-5 years operational costs Have enough supplies (household/office) Have enough volunteers trained and ready to help in
home Have enough volunteers trained and ready to recruit
support
Philanthropy in the USA
How much was donated in the USA in 2015?
$______________
Where does the money come from?
Bequests ___%
Corporations ___%
Foundations ___%
Individuals __%
Vehicles for Fundraising New Donor Acquisition Moderately Qualified Highly Qualified
Direct Mail 0.5 -2% 10-15% Telephone 2-5% 15-25% Personal solicitation 30-50% Donor Renewal After 1 year 20% 50-60% After 3 years 40% 60-70% After 5 years 60% 80-90% Donor Upgrade 15% 15-20% Overall Renewal 80-85%
Strategic Fund Development: Building Profitable Relationships That Last 2nd edition, Simone P. Joyaux
Cost of Fundraising Activity Cost Per Dollar Direct mail (acquisition) $1.25 - $1.50 Direct mail (renewal) $ .20 - $ .25 Special events $ .50 - $1.00 Volunteer-led personal solicitation $ .10 - $ .20 Grants (corporate/foundation) $ .20 Planned Giving $ .20 - $ .30 Overall Fundraising $ .18 - $ .20
Strategic Fund Development: Building Profitable Relationships That Last 2nd edition, Simone P. Joyaux
Direct Mail Appeal Monthly Giving Program
Honor/Memorial Program Special Events
Newsletter Donor/Awareness Gatherings
Tours of House Donor Recognition Event/Communications
Speaking Engagements
Who are your donors & prospects? Board/Staff
Major Donors
Clients/Family Members of Clients
Volunteers
People with similar interests
Henry Russo/Association of Fundraising Professionals (AFP)
Development is a Process Identification
Information
Interest
Involvement
Investment
Everyone!
Someone must be responsible for coordinating/implementing the plan
Staff
Board Volunteers
Relationship fundraising is an approach to the marketing of a cause which centers not around raising
money but on developing to its full potential, the unique and special relationship that exists between a
charity and its supporter. Whatever strategies and techniques are employed to boost funds, the
overriding consideration in relationship fundraising is to care for and develop that special bond and not to do
anything that might damage or jeopardize it. In relationship fundraising every activity of the
organization is therefore geared towards making donors feel important, valued and considered.
Relationship Fundraising: A Donor-Based Approach to The Business of Raising Money, Ken Burnett
Typical Perception of Solicitation Process
ASK SELL
Mutual Discovery & Knowledge
Introductions
Barbara Wessel, President, Wessel Associates
Competent Solicitation Process
Ask
Build Consensus
Mutual Discovery & Knowledge
Build Relationship & Credibility
Barbara Wessel, President, Wessel Associates
How Do You Say Thank You?
Within 48 hours Handwritten note on every letter Salutation Change letter text every few months Phone call – begin and end your day Invite for tour Visit The best thank you gifts cost little or nothing Ask the donor how they want to be thanked A thank you is a thank you, not another opportunity to ask
“Increasingly, stewardship has come to mean the essential function by which organizations develop
lasting relationships with their donor-investors. This includes the ethical management and care of all
human and financial resources. Stewardship promotes a donor-organization relationship based on mutual
respect for both the source and impact of gifts. When well-implemented, stewardship provides the basis for
building programs that go beyond fundraising.”
Beyond Fundraising, Kay Sprinkle Grace
How much money/resources do you need? (Strategic Plan, Development Plan)
What are you asking for? (Case Statement, Tell Your Story)
Who are you going to ask? (Prospects: Prospective Donors, Current Donors, Past Donors)
How are you going to ask? (Fundraising Program, Fundraising Vehicle)
How will you thank the donor? (Acknowledgement, Stewardship)
How will you strengthen the relationship? (Retention, Stewardship)
Association of Fundraising Professionals (AFP) www.afpnet.org Board Source www.boardsource.org www.simonejoyaux.com www.aherncomm.com www.nonprofitpro.com www.4good.org
Resources
“Donors get to dream together with us and have the opportunity to join with us in making our shared dream a reality.”
Diana Miller, St. Mary’s University