management of not-for-profit organizations 472.31 11 fall 2014
DESCRIPTION
2 Main Points to Remember 1.If you’re good at fundraising, you will always be able to get a good job in the non-profit sector. 2.Fundraising is a skill that: is simpler than most management skills is harder than most management skills takes time to get good atTRANSCRIPT
Management of Not-For-Profit Organizations
472.3111
Fall 2014
Fundraising
Designing and Managing the Fundraising Programch 19Fogal
2 Main Points to Remember
1. If you’re good at fundraising, you will always be able to get a good job in the non-profit sector.
2. Fundraising is a skill that:• is simpler than most management skills• is harder than most management skills• takes time to get good at
Both Simpler AND Harder?
Simpler• skills not mysterious
₋ prepare the materials₋ select your targets₋ make the pitch₋ follow up₋ evaluate₋ do it all again
Harder• may not fit your personality• not much practical advice• sales skills needed• success rarely under your
control• long payoff cycle• can be
₋ discouraging₋ misunderstood₋ embarrassing₋ lonely
source of funds
decision maker
beneficiary
Why is Fundraising Needed?
commercialtransaction
the customerthe business
$
productgood
service
source of funds
decision maker
beneficiary
Why is Fundraising Needed?
nonprofit/charitabletransaction
the customerthe business
productgood
service
the client the nonprofit
donors
funders
$
society
environment
Fundraising
Steps• prepare materials• select targets• make the pitch• follow up• evaluate• do it all again
Tips• keep it simple
₋ flash rarely convinces₋ professionalism valued₋ don’t exaggerate₋ mix specific & general₋ provide options
• create₋ think₋ draft₋ critique₋ rework
Fundraising
Steps• prepare materials• select targets• make the pitch• follow up• evaluate• do it all again
Tips• donor pyramid• find linkages
₋ people₋ values₋ reasons
• collect information• keep data
Donor Pyramid
gift amount $ gifts g/ft/prospect ratio # prospects cumulative total$5,000 1 5 5 $5,000$2,000 2 5 10 $4,000
$500 6 4 24 $3,000$100 15 4 60 $1,500$50 30 3 90 $1,500$20 60 3 180 $1,200
114 369 $16,200table 19.3
GIFT RANGE CHART
ch 19: Useful Tables & Exhibits: table 19.3
Fundraising
Steps• prepare materials• select targets• make the pitch• follow up• evaluate• do it all again
Tips• use advocates• steps
1. connect2. understand why a
donor donates3. then offer something
that fulfills their goals4. hear objections5. respond
• talk/listening ratio• focus on do, not get• a “no” is OK
Fundraising
Steps• prepare materials• select targets• make the pitch• follow up• evaluate• do it all again
Tips• if “yes”
₋ details₋ feedback₋ thank-you
• if “maybe”₋ follow up
• if “later”₋ follow up
• if “no”₋ ask again in a year
Fundraising
Steps• prepare materials• select targets• make the pitch• follow up• evaluate• do it all again
Tips• hard to be clear-eyed
₋ a “no” is painful₋ a “yes” is seductive₋ tradition is powerful
• how to be clear-eyed₋ ask₋ listen₋ assess₋ write it down
Fundraising
Steps• prepare materials• select targets• make the pitch• follow up• evaluate• do it all again
Tips• annual cycles• research
₋ your organization’s past₋ similar organization’s
successes & failures₋ new initiatives
• find new ideas
Keep your hand on the plow