What Smart Faith Based Groups Know
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What Smart Faith Based Groups Know

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What Smart Faith Based Groups Know What Smart Faith Based Groups Know Presentation Transcript

  • A 30 minute primer April 2, 2009 Pam Dechert, CFRE What Smart Faith Based Nonprofits know about raising money during challenging times “ In the nonprofit world, it’s “survival of the fittest” during times of economic recession. But that doesn’t mean you have to be the largest, best funded organization to survive – more importantly, its how you react to the economic environment that makes all the difference.” Materials based on “Raising Money during Challenging Times” by Lawrence Henze Director of Target Analytics, A Blackbaud Company
  • What Smart Faith Based Nonprofits know about raising money during challenging times - AGENDA
    • Introductions
    • The Recession & Your Org
    • Ideas that work
      • Donor Relations
      • Annual Giving
      • Major Gifts
      • Questions/Discussion
    • Your organization and the recession
      • Knowing your constituencies
        • How are they affected; regionally & individually
        • Be ‘donor centered’
          • We’ll be ok, how are you?
      • Your donors, members, and prospects do not stop caring about your mission during a recession.
        • Compassionately manage your relationships
    What Smart Faith Based Nonprofits know about raising money during challenging times
  • Your organization & the recession
    • Economic downturns are temporary/act accordingly
      • But build in an understanding of these concerns into your communications plans
    • How does the tough economy impact you?
      • Internal & Outreach
        • Budget freeze/cut
        • Program reductions/elimination
        • Hiring Freezes
        • Staff Layoffs
  • Ideas that Work – Donor Relations
    • Orgs tend to NOT look at our donor communications because:
      • Narrow view on communications directly tied to fundraising
      • Silo approach that compartmentalizes communications
      • Willingness to not account for or even seek the donors opinions of all our communications streams
    • Simple solutions to employ
      • Determine & Chart average number of contacts from direct mail, telephone, email – the different pieces constituents get each month for entire year on the whole!
      • Analyze content & purpose of each piece: cultivation, information etc.
      • Overlap? How can we consolidate or eliminate
      • Survey your donors via email, direct mail or phone, what is important or not
      • Implement a plan that reflects what the donor wants/segmentation analysis
      • Cost savings on direct mail costs : Postage rates go up May 11 for npo’s
      • Spending $ in different areas: online, benchmarking, email – look at as acquisition costs
  • Appeals E-News Renewal Upgrade Ideas that Work – Holistic Planning JAN. FEB. MAR. APR. MAY JUNE JULY AUG. SEPT. OCT. NOV. DEC. 2 2 2 0 1 1 2 3 3 1 0 0 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1
  • Ideas that Work – Holistic Planning An Integrated Strategy In Person Meetings Phone Events Blogs Text Messaging Social Networking Sites Your Web Site E-Mail Print Other Tools
  • Ideas that Work – Annual Giving
    • How are we perceived?
      • Are we seen as efficient?
    • Can we solicit loyal donors more efficiently?
    • Are we forthright w/donors in partners to reduce admin overhead?
      • Positive message to fit their needs
    • Is the annual fund a one-year-at-a-time “thank goodness we made the goal” enterprise?
      • Are we surprised when donor retention is low?
      • 171 faith based organizations lost $188,000 last year from lapsed AF
    • Donor loyalty is at the foundation of most ultimate giving
      • Why is donor retention NOT the chief goal of the annual fund?
      • Is it worth testing a limited solicitation program asking LESS often but encourages and acknowledge of donor loyalty at any gift level?
    • Are we over soliciting?
      • Budget savings, respect, major gift work
  •  
  •  
  • Ideas that Work – Ok so far….
    • Review our theme so far:
      • Fundraising does not stop during a recession
      • Most people will not stop giving – some may stop or reduce
      • Great time to be smart, effective and efficient
      • Use these strategies when times are good
  • Ideas that Work – Major Giving
    • Needs to continue
    • Don’t assume that people can’t give
      • What’s the point?
        • Major giving is about cultivation and the building of a relationship with donors or prospects
        • The relationship needs to continue
        • Don’t withdraw – you will jeopardize long term lifetime giving potential
  • Ideas that Work – Major Giving
    • Take the initiative - draft a document detailing your planning & prep for the recession:
      • Explanation of how we will meet our mission goals, and an honest assessment of what we may need to reduce or cut
      • Efforts to trim expenses, especially partnering w/donors to cut fundraising costs
    • Be donor centric
      • Statement of ongoing gratitude for their loyalty & support
        • Thank you calls
        • Check in calls/emails
    • Ask for their input
    • Get your major donors to your site for a visit or volunteer
    • Don’t operate from a position of desperation
  • Ideas that Work – Conclusions/Questions
    • Positive actions you can take now to put you in a better position now and in the future
      • Don’t sit back and let the recession act on your efforts; be a leader and be proactive in seeking strategies that will make your organization smarter, more effective & efficient