where the money is when there doesn't seem to be any money
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WHERE THE MONEY IS WHEN THERE DOESN'T SEEM TO BE ANY MONEY. STRATEGIES FOR RAISING FUNDS IN THE CURRENT ECONOMY. Larry Rosensweig President LFR Consulting. Florida Association of Museums Annual Conference 2009. Who Gives a ………Dollar?. Giving USA 2009 reports: - PowerPoint PPT PresentationTRANSCRIPT
STRATEGIES FOR RAISING FUNDS IN THE CURRENT ECONOMY
WHERE THE MONEY IS WHEN THERE DOESN'T SEEM TO BE
ANY MONEY
Larry RosensweigPresident
LFR Consulting
Florida Association of Museums Annual Conference 2009
WHO GIVES A ………DOLLAR?• Giving USA 2009 reports:
• American individuals, corporations, and foundations were very generous in 2008, contributing more than $307 billion to nonprofit organizations
• For the first time since 1987 and only the second time since Giving USA began publishing annual reports in 1956, total giving decreased in current dollars
WHO GIVES A ………DOLLAR?• The impact the economy had on philanthropy
last year did not affect all nonprofit giving sectors in the same way. Arts-culture-humanities saw a significant 6.4% decrease in giving
• As in the past, more than 80 percent of these dollars were given by individuals
WHO GIVES A ………DOLLAR?• Corporate giving – usually only around 4-5% of
total – declined by 4.5% in 2008
• Foundation giving increased by 3% in 2008, but…
• Assets declined substantially ~30%
• New gifts to donor-advised funds down significantly in 2009, with declines expected in giving
HOW ABOUT SOME MORE BAD NEWS!• Government Support Down
• Federal – slight increases in IMLS, NEA, NEH, etc. + stimulus $$
• State – large decreases in grants with more cuts expected
• Local – Tourism + other grants down significantly in most counties
• Direct subsidies down and trending lower
INDIVIDUAL GIVING DOWN, TOO• Still 80-90% of total but…
• Most people’s assets down
• Psychology still negative or, at best, uncertain
• Very few people giving to causes or organizations they are not already involved with
“Why do I rob banks? Because that’s where the money is.”
Attributed to Willie Sutton
SO….WHERE ARE YOU GOING TO GET THE MONEY?!?
PEOPLE WHO CARE ABOUT YOU• Trustees
• Former Trustees
• Volunteers
• Members
• Past Donors
• Corporate & Foundation Supporters
HOW TO TARGET THE RIGHT PEOPLE• Pick a $$ amount appropriate for your museum
• List people who gave that amount or more in previous 2-3 years but not this year
• Review and determine a target amount and giving opportunity for each person/organization
CREATE A SIMPLE MENU• Membership Upgrades
• Sponsor a specific program
• ‘Host Committee’
• Specific amount
• Event (usually least cost-effective)
• Unrestricted Gift
SAMPLE PAST DONOR SPREADSHEET
Primary Addressee
Last Gift Date
Last Gift Amount
Total Gifts in FY07+08
Membership Category Expires On
Target Amount Purpose Solicitor
Mr. and Mrs. Frederick R. Flintstone 2/2/2007 $6,000 $6,000
FC - Circle Supporter $5,000 Exhib AM
Mr. and Mrs. J.W. Bigbottom 9/9/2008 $2,000 $4,000
Contributor Member $2,000 Memb MB
Ms. Louise Lasser 9/19/2008 $1,750 $3,750
FC - Circle Member 12/11/2009 $1,750 Memb MB
Mr. and Mrs. Beauzeau D. Klown 12/28/2007 $5,000 $5,000 $5,000 Ball CC
Ms. Elaine Benes 7/10/2008 $7,500 $7,500
Contributor Member 8/5/2009 $7,500 Educ NE
ASSIGN RESPONSIBILITY• Who will do research
• Is prospect a Madoff victim?
• Did prospect lose job or business?
• Who will ‘open door’
• Trustee or other volunteer?
• Who will solicit or actually ask for gift
• Team of staff member and volunteer
Who will follow up and steward the donor?• Thank you note (s)
• Appropriate credits
• Invitations to events, activities
• Report on what has been accomplished with donor’s funds