#CU11: Brian holmes capital campaigns


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  • I went to your session during the Connectin Up-2011 and foundyour presentation exciting and stimulating. As CEO of my organization ( a non-profit organization, but is not funded by our local government in Hong Kong),I always have difficulty in getting sufficient funds for the annual budget.

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#CU11: Brian holmes capital campaigns

  1. 1. proudly working together with Australia’s finest non-profits<br />You Can Raise Million$ - but How?Capital Campaign Success<br />Brian Holmes<br />xponentialphilanthropy<br />
  2. 2. A Capital Campaign<br />A Capital Campaign raises LARGE sums of money for a one-off specific need outside of the annual operating cost of an organisation.<br />The benefits of a Capital Campaign are that it raises:<br />the most amount of money;<br />in the shortest period of time;<br />in the most cost efficient way.<br />It is an organised, intensive fundraising effort using peer-to-peer solicitation to secure extraordinary gifts.<br />xponential philanthropy<br />
  3. 3. A Typical Capital Campaign<br />Feasibility Study<br />Planning<br />capEZY<br />Strategy<br />Private Phase<br />Campaign Board<br />Lead Gifts<br />Enlistment<br />Cultivate<br />Hit Target<br />Thank you<br />Public Phase<br />www.xponential.com.au<br />xponential philanthropy<br />
  4. 4. The Table of Gifts<br /><ul><li>How many prospects do we need?
  5. 5. How many volunteers do we require?</li></ul>Xponential philanthropy<br />
  6. 6. Seven Keys to Success<br />$<br />xponential philanthropy<br />
  7. 7. Capital Campaign Factory<br />www.capital campaign.com<br />xponential philanthropy<br />
  8. 8. 1. Market Research – The Feasibility Study<br />1. INTERNAL<br />Your organisation’s readiness to ask<br />2. EXTERNAL<br />Your community’s willingness to give<br />xponential philanthropy<br />
  9. 9. 1. Market Research – The Feasibility Study<br />1. Your organisation’s readiness to ask<br /> An internal assessment of :<br />The Project – is it urgent?<br />The Target – can it be justified?<br />The Case – is it emotive?<br />The Organisation – does it have the capacity?<br />The Resources – what will it take?<br />Capital Campaign Factory – ‘campaignRedi’<br />xponential philanthropy<br />
  10. 10. 1. Market Research – The Feasibility Study<br />2. Your community’s willingness to give<br /> An external assessment of :<br />The Project – are there clear benefits?<br />The Target – is it achievable?<br />The Case – is it believable?<br />The Giving Capacity – are there prospects?<br />The Leadership – can they be identified?<br />The Resources – what will it take?<br />www.xponential.com.au – ‘capEzy’<br />xponential philanthropy<br />
  11. 11. 1. Market Research – The Feasibility Study<br />What is your relationship with and how supportive are you of the Organisation?<br />Do you believe that the Project is vitally necessary?<br />Are you supportive of raising the funds for this project?<br />Will you assist in achieving this dream?<br />Will you be a donor?<br />$<br />Brian’s Big Tip: Always use an experienced Consultant for a Feasibility Study. Good interview technique is vital.<br />xponential philanthropy<br />
  12. 12. 2. Case for Support – Why should I give?<br />Ensure your Case for Support addresses all four motivation factors<br />Donors motivation<br />Capital Campaign Factory – ‘caseRedi’<br />Organisation’s Case<br />Thanks to Bernard Ross<br />xponential philanthropy<br />
  13. 13. 2. Case for Support – Why should I give?<br />Why would someone give?<br /> Your Case must:<br />make Sense<br />be Reasonable<br />be Compelling<br />be Motivating<br />be Succinct<br />Brian’s Big Tip: Use testimonials of other donors more than case studies of your service or clients<br />xponential philanthropy<br />
  14. 14. 3. Marketing Collateral<br />CC Promotional Materials<br />Campaign Brochure<br />Campaign Video<br />Invitation Shells<br />Document Covers<br />Web Page<br />Newsletter<br />Stationery<br />Youtube – “The Girl Effect”<br />xponential philanthropy<br />
  15. 15. 3. Marketing Collateral<br />Generally a Capital Campaign is prestigious<br /> Your collateral should be:<br />quality<br />visual<br />emotive<br />succinct<br />creative<br />Brian’s Big Tip: Campaign materials must be unique. Donors will hold on to a quality brochure.<br />xponential philanthropy<br />
  16. 16. 4. Leadership<br />The most important factor in any campaign<br /> A great campaign leader should:<br />be affluential<br />be influential<br />be motivational<br />have strong networks<br />not be afraid to ask<br />Brian’s Big Tip: Use maximum peer to peer influence when recruiting your campaign leaders.<br />xponential philanthropy<br />
  17. 17. 4. Leadership<br />Capital Campaign Factory – ‘leadRedi’<br />xponential philanthropy<br />
  18. 18. 5. Gift Prospects<br />Capital Campaign Factory – ‘prospectRedi’<br />xponential philanthropy<br />
  19. 19. 5. Gift Prospects<br />The key to working with prospects is moves management<br />Total days 364<br />Brian’s Big Tip: A quality donor management system is an essential tool for a successful capital campaign<br />xponential philanthropy<br />
  20. 20. 6. The Ask<br />You only get one chance - maybe<br /> Four elements in the ask:<br />The Prospect<br />The Solicitors<br />The Organisation<br />The Environment<br />Brian’s Big Tip: Seek to use a ‘team of two’ for any VIP solicitations. Never use more than three.<br />xponential philanthropy<br />
  21. 21. 6. The Ask<br />Influence<br />Knowledge<br />Influence<br />Knowledge<br />Influence<br />Capital Campaign Factory – ‘askRedi’<br />xponential philanthropy<br />
  22. 22. 7. Campaign Management<br />A good campaign management team must:<br />be courageous<br />be confident<br />be experienced<br />be focussed<br />be flexible<br />know how to use the ‘tools of the trade’<br />be able to think like a major donor<br />Brian’s Big Tip: Every team needs both players and a coach. If you are going to play to win recruit the best.<br />xponential philanthropy<br />
  23. 23. Thank you<br />Brian Holmes<br />0414 304 568<br />Xponential Philanthropy<br />bholmes@xponential.com.au<br />www.xponential.com.au<br />xponential philanthropy<br />