2016-02-04 Fundraising for the Small Development Shop

Thrive. Grow. Achieve.
February 4, 2016
Ayda Sanver, MBA, CFRE -
Ayda Sanver Consulting, LLC
Fundraising for the
Small Development
Shop

Fundraising
for The Small Shop
“Stories from the Small
Shop Blog”
Ayda Sanver, MBA, CFRE
Aydasanver.com
Author, “Tag, You’re IT- Now Raise Some
Money” on Amazon.com
2@2015 Ayda Sanver Consulting, LLC www.aydasanver.com All Rights Reserved

About Me
• Ayda Sanver, MBA, CFRE
• 15 years in fundraising
• Author of “Tag, You’re IT-
Now Raise Us Some Money”
• Speaker, trainer, coach

Agenda
•Branding and Communication
•Leveraging the Media
•Your Board Members- Asset or Liability?
•Know Your Donor and Donor Cultivation
•Grant Writing
•Events
•Your Personal “Game Plan”

• What is our Mission?
• What are our Programs?
• What is the Impact?
• What is our Image?
IMPORTANT Branding
Questions!

Branding 101
• When was the last time you updated your
collateral materials? Brochure, Web site,
Facebook page, etc.?
• Is your brand well-known in the community?
Why or why not?
• Does your logo and tagline speak to your
mission?
• Are your staff and board members “on
board” with your message? They can help you
make it go “viral!”

IMPORTANT QUESTIONS
• Where does your money come from?
• Where does the money go?
• Making a “Case for Support”
 What would $50, $100, $200, or $500
accomplish? Demonstrate real impact.
 Let’s write these out now.
 Remember, “Money is a CHANGE AGENT”

When Was The Last Time You….
• Published an Annual
Report and sent it to your
donors and prospects?
It doesn’t have to be fancy
– email it!
Communications
• Sent an e-blast not asking for anything, but just to
share a neat story or a video of your impact?
• Published a story on your Facebook page with
compelling image, or even better, video!
• Published a newsletter and mailed it?
Image courtesy Treehousemd.org

Leveraging The Media
• Why are you different?
• Where is the tension/emotion?
• Who is the BEST to speak? (NOT always
your top executive or board president)
• What is the visual/audio?
• Any other “hooks?” Does your cause
have a “month/day?”
Courtesy of John Boit, Melwood Global, Bethesda, MD- www.melwoodglobal.com

Pitching The Media
• Media Advisory vs. Press Release
• Planning/Timing – repeat, repeat
• Email, phone call, then email again
• Be responsive and know how to pivot
• If TV, explain visuals right up front
• Persistence, persistence, persistence
Courtesy of John Boit, Melwood Global, Bethesda, MD- www.melwoodglobal.com

Your Board Members
• Are they an “asset” or a “liability” in your
fundraising efforts? Do they need training?
• Are they a “part of the process?” Do they know
what is expected of them?
• Divide and conquer! Invite them individually for
coffee! Find out what they are comfortable doing
for your organization outside of governance.
• We are all on the SAME TEAM! It’s all about
the mission and the passion of board/staff together.

Donors and Cultivation
 How well do you know your donors?
 Donors are PEOPLE, not ATM machines!
 Ask for advice, you’ll get money - ask for
money, you may just get advice.
Image from “Tag,
You’re IT! Now Raise
Us Some Money” –
Lessons from the
Small Shop Blog, by
Ayda Sanver

“Cultivation” Vs. “Stewardship”
What do we mean by “donor cultivation?”
Majorgivingnow.org defines it as follows:
“Cultivation consists of all the relationship-building
steps that lead to donorship - and cultivation
continues as part of a stewardship program once
gifts are made. Through cultivation, you learn more
about donors, and they learn more about you. Each
comes to view the other as a member of the family.”

“Cultivation” Vs. “Stewardship”
• “Prospects” vs. “Donors”
• Where do you find prospects? “Warm” vs. “Cold.”
• What can we do to turn prospects into donors?
• Who else, other than you, can be involved in the
stewardship process?
• Thank donors SEVEN TIMES!

Made using Canva.com
@AydaSC

Grant Writing
• Does your organization receive grants from private
family foundations, corporate foundations, or the
government?
• “When you’ve met one grant maker, you’ve met
one grant maker.”
• Do your research! The Foundation Center.
• Never write grants “BLIND!”
• Follow the grant maker’s requirements.

Fundraising Events
Courtesy of Carol Weisman.

 They don’t have to be big or fancy, but they have
to be FUN!
 Raffle prize - grow your list- must provide email.
 Can be held at your offices.
 Why not a “wine tasting” free of charge?
Everybody likes free wine .
 Ask each board member to invite 10 friends.
 Hype it up! -- “RSVP now, maximum capacity is
40 people!”
 Pledge cards distributed by constituents.
 NO long speeches – brief video or stories of
impact carry more “AWW” factor!
Fundraising Events

Next Steps
• Make an action plan!
• Get buy-in!
• Make It Happen!!!

THANK YOU FOR YOUR TIME!!!
Feel free to contact me with follow-up questions, anytime!
Ayda Sanver, MBA, CFRE
ayda@aydasanver.com
www.aydasanver.com
Follow Me on Twitter - @AydaSC
Read my blog at Aydasanver.com

2016-02-04 Fundraising for the Small Development Shop

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2016-02-04 Fundraising for the Small Development Shop