in-kind donations: more than free pizza
TRANSCRIPT
More Than Free Pizza:
How to Maximize Your Success
in Securing and Building Upon
In-Kind Donations
Heather Hiscox, MPH
Seven Degrees Consulting
Who am I?
www.shutupandlistenblog.com www.sevendegreesconsulting.com
What is an in-kind donation?
What is an in-kind donation? In-kind donations are those donations that are
provided in goods and services rather than money (or cash)
Examples: store donating trash bags for a cleanup
project
restaurant donating food for an event
individual donating used clothes to local thrift store
free media advertising (print, radio, TV)
What is an in-kind donation?
An in-kind donation could also be donating your time or professional services. This could include: regular volunteers at museums
an accountant doing the taxes for a non-profit
company staff helping to plant trees on company time
What do I ask for?
What is your goal?
What do you need and want?
Brainstorm and make a list
Paint brushes to paper plates, landscaping to transportation
Be creative
Consider options that add value, enhance your mission, build relationships
What do I ask for?
Prioritize by cost and need
Food before balloons
Think of sponsorship/underwriting opportunities
Track costs for next year
Consider this…
Are you ready to ask, collect, track, acknowledge and steward a gift?
Are there restrictions on
What you can accept?
Who you can ask?
What benefits will you offer the donor?
How will they be acknowledged? What do they get?
Tax issues How much and what is tax deductible?
Who is going to do all of this?
Who will ask for goodies?
Delegate
All about relationships
Spread the wealth
Who will track donations?
Accountability
Stages: First contact, follow up, collection, thank you
Who is going to do all of this?
Who will enter the data?
Be report ready
Who will collect the stuff?
Who will organize and store it?
How will you say thanks?
How are you going to thank donors?
Who will send thank you notes and when?
If donors will be publicly acknowledged
How, when, where, by whom?
Who will move donors to give again and how?
Who do I ask? Who loves you?
Current and past donors
Search your database, printed materials, team brainstorm
Ask all previous donors
Who owns and does what?
Vendors
Don’t fear cannibals
Who could love you?
Scan the yellow pages
Look for ads
Network
Ask for referrals
What about talking to other fundraisers?
Read and be aware
Get Organized
Create a spreadsheet of prospects Name of organization
Contact name and info (Phone/Email/Website/Mail)
Track progress Did we get/pick up the …
Did we send the…
Did we add them to the…
Did we thank them for the…
Did we get the logo or ad?
Get Organized
Detailed Notes (before and after call)
Color code
State Your Case
What will you send to prospects? Info about organization (tax ID number)
Needs
Benefit levels
How they will be recognized (Annual Report, website, event handouts, etc.)
Make it cost efficient for you and attractive to donor
Giving form with instructions/due dates
PDF to attach
State Your Case
Be compelling – with your help… Make an impression
Clearly state how their donation will save you money that you can to carry out your mission
Why You?
Why Now?
Tell a story
Use numbers, statistics
Include photos, quotes/testimonials
Prep your Askers
Nearly anyone can ask with training
You are not asking for you, you are asking for
those we serve
Practice, practice, practice
Be prepared, persistent, patient, positive
Review wish list Identify relationships
Share expectations Accountability, follow up
Prep your Askers
Insist on good notes, record-keeping
Collect contact info to share (get emails, schedule for repeat contact)
Promises, promises
How will you share the list?
Who is ultimately responsible?
Okay, they’ve said yes!
Make it easy for them
Do you have someone to pick up the
donation?
Do you have a way to get them what they
need?
Get what you need from them right away
(contact info, logos, artwork, item
description, retail value)
See if they can go further (promotion)
What do I put in the Thank You?
How do you estimate the value of an in-kind gift? YOU DON’T “Thank you for your generous gift of ________(Full Description)
which we received on ____(Date). Your generous contribution will
help to further the important work of our organization.”
“While, according to IRS regulations, you will not be allowed to
declare the value of your donation from our acknowledgment, we
can say that, but for your generosity, we likely would have had to
expend approximately $________ for what you gave as an In-Kind
contribution. These are dollars saved which we are able to apply
directly to support the programs and services we provide for the
well-being of those whom we serve in our community.”
- Tony Poderis
After your event/program
Go beyond the letter – make it special (letters from participants, photos, handwritten cards)
Keep your promises Ad to be placed, photos to send, website,
plaques, annual report
Highlight donors in the giving level they are due Don’t fall into “real” money trap
Keep them engaged
Once they give, do not lose those contacts (i.e. holiday cards, invites to future events, save the date for next year)
Find out why they decided to give – is there more there?
How can you get them more involved?
Not so fast
What about leftovers? Storage/Insurance
For Sale
Communicate
How do you account for this?
Only enter into annual budget in-kind gifts
that directly relieve you of paying cash to a
vendor/supplier (others are extras, not
normally budgeted for)
Do you have a gift acceptance policy?
Invest in the process.
Just ask
Be amazed by your creativity and others
generosity
Increase your donor base and donor
engagement (volunteers are donors too)
Be a hero – preserve your organizational
resources
Heather Hiscox, MPH
Nonprofit Fundraising & Business Development
(520) 465-6155
Social Enterprise
Fund Development
Communications – Social
Media/Marketing Support
Program/Project Management
Coaching
Idea Exploration
Interviewing and Market
Identification
Business Planning
Rapid Experimentation
Product Development
www.shutupandlistenblog.com www.sevendegreesconsulting.com