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Afp Congress 2009 Slideshare

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Presented at AFP Toronto Chapter Congress November 30, 2009

Presented at AFP Toronto Chapter Congress November 30, 2009

Published in: Education, Economy & Finance

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  • This session was first presented in Holland at IFC since then similar sessions have been presented in German, the USA, India and Thailand. I have had two fundraising jobs in nine years. Both of those involved building development programs quickly from scratch. Last year the AFP Toronto chapter awarded the Lake Simcoe Conservation Foundation with an award for excellence in small shop fundraising You can find me in these places on the internet. I have two fabulous children. We live in the country outside of Barrie Ontario and my husband is now the primary caregiver.
  • Transcript

    • 1. Vision to Reality: Building your fundraising program from the ground up Kimberley MacKenzie, CFRE Toronto Chapter Congress 2009
    • 2. Who am I? @kimberleyCanada
    • 3. What about you?
    • 4. Why are you here?
      • At the end of this session I want to know how to….
    • 5. Essentials – Fundraising 101 Program Delivery Program Delivery Strategic Plan Business Plan Operational Capacity Conservative Expenditures
              • Diversified Revenues Streams
      Fundraising Plan
    • 6. In this session
      • MY 10 essentials for building a fundraising program
      • How to make as much money as possible
      • How to keep learning, growing and stay inspired
    • 7. Essential #1 Avoid Jargon!
    • 8. Donors want to know 3 things What does your organization do? Have you changed lives? How? What will my money achieve?
    • 9.
      • Statement of work
      • Our interventions focus on providing integrated education to disabled children.
      What does your organization do?
    • 10.
      • The overall objective of our projects is to provide catalyst support in the backward districts and create an enabling environment to decentralize at the state level and strengthen endowment of the local government with sufficient autonomy and resources to respond to local needs.
      What does your organization do?
    • 11.
      • Statement of work
      • We care for children in slums by providing education and skills for employment.
      What does your organization do?
    • 12. Exercise #1
      • What is your statement of work?
    • 13. Essential #2 Tell a good story of change
    • 14. Tell a good story of change
      • A story about a person, a family or a community that has undergone positive change because of your organisation’s work.
    • 15. How does your work make the world a better place?
      • A story of change
    • 16. A good story of change
      • Attracts
      • Shows
      • Holds attention
    • 17. Vadivel dreams… of a pair of slippers and a school for his daughter
      • As long as he can remember, Vadivel has been working on his master’s fields for five rupees a day. When the crops fail, when cows enter his field and when the neighbour’s dog barks at night, his master gives him a sound thrashing. Vadivel has trained himself well to stand at an unpolluting distance, stay barefoot in the scorching sun, and not to enter into high caste-areas where dogs may enter but Dalits cannot.
      • ‘ I often dream… that I am wearing slippers and walking on the roads, ’ he says. In a softer voice he continues, ‘I wish my daughter could go to school…’
    • 18. Vadivel dreams… of a pair of slippers and a school for his daughter
      • At NESA, we work to secure a life with dignity for Dalit communities - we have freed thousands of men like Vadivel from bonded labour. But freeing them from discrimination is harder. It takes several visits, scores of conversations, building trust and changing attitudes. And that’s why we need your support.
      • So that Vadivel can go shopping - for a pair of slippers, and a school for his daughter.
    • 19. Case For Support – matches donors needs
      • Personally I am very fond of strawberries and cream, but I have found that for some strange reason, fish prefer worms. So when I went fishing, I didn’t think about what I wanted. I thought about what they wanted.
      Packaging is about adapting your needs to the interests and ability of the donor to contribute. Its not what your selling its what I’m buying that counts
    • 20. Essential #3 Have clear goals
    • 21. A billion people don’t have access to clean water. Here cows and children share the same source. The cows go first. @charitywater
    • 22.
      • 20 wells
      • =
      • $100,000
      Answer: Build 20 wells
    • 23. Shift your perspective
      • Money is not the answer
      The answer is building 20 wells Money is a means to an end
    • 24. Exercise
      • What will my money achieve?
      • How much?
    • 25.
      • Now you can start to ask for money
    • 26. Essential #4 Go where the money is
    • 27. Exercise: Where does most money comes from? Individuals Foundations Corporations Bequests
    • 28. Source: Giving USA 2009
    • 29. 75% Individuals
      • Spend 75% of your time focussing on where most of the money comes from.
    • 30. Where will the money come from?
      • $100,000 = 20 wells
      100 people x $1,000 = $100,000?
    • 31. 80% of $ 20% of People $ Thanks =mc $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $
    • 32.
      • Public
      • smaller gifts
      • many
      • acceleration
      • followership
      • Private
      • major gifts
      • few
      • momentum
      • leadership
      $ $ $ $ $ Thanks =mc $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $
    • 33.
      • Private
      • major gifts
      • few
      • momentum
      • leadership
      • 80 % of your energy to getting largest gifts first.
      $ Thanks =mc $ $
    • 34. Talk to the right prospects first? Thanks =mc
    • 35. Getting that 80% Thanks =mc 9. Thank 8. Chase & record 7. Allocate solicitors 6. Circulate donor lists 5. Solicit lead gift 4. Agree action & targets 3. PiP to recruit 2. Identify leadership (PiP) 1. Devise structure
    • 36. Be concrete and simple with approach
      • Take fifteen seconds and write down as many things that are white as you can.
    • 37. Part two
      • Take fifteen seconds and write down as many white things in your refrigerator as you can.
    • 38. Because of the water shortages in Kenya, many women dig in sandy riverbeds for unsafe water. Second is easier because it is more concrete – it helps to focus the brain.
    • 39. 80% of all diseases on the planet are water related.
    • 40. Essential #5 ASK!
    • 41. Twitter ASK: $100k = 20 wells = 5,000 people with clean water in Ethiopia and 100% goes directly using charitywater.org
    • 42. 9 No’s
      • 1. No, not for this
      • 2. No, not you
      • 3. No, not me
      • 4. No, not unless
      • 5. No, not in this way
      • 6. No, not now
      • 7. No, too much
      • 8. No, too little
      • 9. No, go away
      • Reference: B. Ross. http://www.influentialfundraiser.com/downloads
      Only 1 means no – go away! Find the yes in 8 of them
    • 43. Essential #6 Demonstrate Impact
    • 44. Demonstrate Impact Kids in India race through the town streets celebrating a new @charitywater water tower.
    • 45. People want to know they can make a difference
    • 46. Thank you is okay but…
    • 47. This thank you is better
    • 48. Demonstrate Impact
    • 49. Essential #7 Dare to ask why not?
    • 50. The best spokesperson was dead.
    • 51. Cost:$100K Result: $6 Million in donated ad space Viewed by: 80% of the UK population
      • Bob Monkhouse video from SOFII
    • 52. @Bob_Monkhouse
      • Tweeted on November 30, 2009
      • ‘ Swine flu, 98 UK deaths, total. Prostate cancer - 24 deaths daily. Swine flu funding - billions. Prostate funding - a joke. Not funny though’
      • Twitter bio:
      • The twitterings of a dead comedian
      • Location: 6ft under
      • Time Zone: London
      • Joined: Mon 15 Jun 2009 16:22
    • 53. Essential #8 Steal stuff
    • 54. ‘ Talent imitates but genius steals’ TS Elliot
      • “Many things make the third sector - the not-for-profit sector - unique. Chief among our sector’s Unique Selling Propositions is our willingness to share what we learn. We freely share these details because we want to see our colleagues succeed.
      • Can you imagine a workshop where Pepsi outlines, in excruciating details, the results of a campaign so that Coke might benefit!”
              • - David Love,
              • Toronto Conservation Foundation
    • 55.  
    • 56. www.sofii.org
      • Your secret weapon for ideas
      • Over 750 pages of fundraising examples and resources
      • Like a conference…but online whenever you need it.
    • 57.  
    • 58.  
    • 59. Catholic Children’s Society was inspired
    • 60.  
    • 61. 11 Pillars of Wisdom Respect your donors, for they are wise, generous and kind. Never take them for granted – they don’t have to do this.
    • 62. Inspired by ActionAid success story
    • 63. Thinking it would work for me…
    • 64.  
    • 65. Not a single flap came back
    • 66. Essential #9 Be okay with failure
    • 67. Just between us… Fundraisers stretch the truth a bit. If you are truly innovative…some of your ideas won’t work! Take risks…and be okay with the results
    • 68.  
    • 69. We can learn as much from our mistakes and we can from our successes
    • 70. Essentials - recap
      • Avoid Jargon
      • Tell a good story of change
      • Have clear goals
      • Go where the money is
      • ASK
      • Demonstrate impact
      • Dare to ask Why Not?
      • Steal stuff
      • Be okay with failure
    • 71. Essential #10 Take care of you
    • 72. People need us to be well. Board of Directors Donors Beneficiaries Program staff YOU
    • 73. We are agents of change
    • 74. More than a job
      • Fundraising is more than a job. In the right hands, it is a powerful force for change and while that change is under way it should be an inspirational beacon of hope.
      • Fundraisers have good reason to be proud of their profession.
      • Ken Burnett
    • 75. Thanks and credit too:
      • AFP Toronto Chapter
      • The Showcase of Fundraising Innovation and Inspiration
      • www.sofii.org
      • Ken Burnett
      • www.kenburnett.com
      • The Management Centre, UK
      • www.managementcentre.co.uk
      • Charity Water
      • www.charitywater.org/
    • 76. Thank you for choosing this session
      • Kimberley MacKenzie, CFRE
      • P.O. 124
      • Minesing, Ontario, Canada
      • L0L 1Y0
      • Phone: 289-231-1339
      • Email: [email_address]
      • Twitter: @kimberleycanada
      • Blog: kimberleymackenzie.blogspot.com