Raising $1,000 Gifts by Mail
Upcoming SlideShare
Loading in...5
×
 

Raising $1,000 Gifts by Mail

on

  • 915 views

 

Statistics

Views

Total Views
915
Views on SlideShare
915
Embed Views
0

Actions

Likes
0
Downloads
18
Comments
0

0 Embeds 0

No embeds

Accessibility

Categories

Upload Details

Uploaded via as Adobe PDF

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment

Raising $1,000 Gifts by Mail Raising $1,000 Gifts by Mail Presentation Transcript

  • Fundraising Today: The Good, The Bad, The Ugly A presentation by Mal Warwick Planned Parenthood Federation of America Development Officers Conference Portland, Oregon, August 6, 2006 Copyright © 2006 by Mal Warwick
  • Which central circle is bigger?
  • Here’s the deal . . . 1) Challenge vs. response 2) What do donors really think of us? 3) Are we putting all the pieces together? 4) Are we ready for the ultimate gift? 5) What can we do for our donors? Planned Parenthood DOC Portland 08-06 3 View slide
  • 1) Challenge vs. response Planned Parenthood DOC Portland 08-06 4 View slide
  • Planned Parenthood DOC Portland 08-06 5
  • Planned Parenthood DOC Portland 08-06 6
  • Planned Parenthood DOC Portland 08-06 7
  • $1,900,000,000,000
  • Planned Parenthood DOC Portland 08-06 9
  • Planned Parenthood DOC Portland 08-06 10
  • Planned Parenthood DOC Portland 08-06 11
  • Madrid
  • Baghdad
  • Giving USA 2006 = $260 billion Individuals $199 Foundations $30 Bequests $17 Corporations $14
  • Global Philanthropy Pentagon spending
  • 2) What do donors really think? Planned Parenthood DOC Portland 08-06 16
  • This is not good
  • Donor attrition: Year 1
  • Donor attrition: Year 2
  • Donor attrition: Year 3
  • Donor attrition: Year 4
  • Donor attrition: Year 5
  • Donor attrition: Year 6
  • Donor attrition: Year 7
  • Pop Quiz! Research demonstrates donors’ #1 desire is: a) Free gifts b) A personal visit from the chief executive c) Prompt acknowledgment of their gifts d) Newspaper ads listing their names e) Invitations to special donor parties
  • Pop Quiz! Research demonstrates donors’ #2 desire is: a) Newspaper ads listing their names b) Free gifts c) Personal visits from board members d) Information about how their gifts were used e) Sex
  • 3) Are we putting all the pieces together? Planned Parenthood DOC Portland 08-06 29
  • Major Gi ft s Direct Mail ti ng I n t er n et arke lem Email Te S pe c ia Legacies l eve Gra nts nts
  • Fundraising in Silos Major Gifts Legacies Direct Mail The Boss Events Telemarketing
  • Integrated Fundraising Major Gifts Legacies Direct Mail Events Telemarketing
  • The Strategic Plan
  • 4) Are we ready for the ultimate gift? Planned Parenthood DOC Portland 08-06 34
  • What we know about legacies 1 in 14 wills contains a bequest At least 8 of 10 legacy gifts are bequests Average bequest in USA = $35,000 Bequests yield fortunes: – 29% in UK – 7% in USA — $17 billion in 2005 Planned Parenthood DOC Portland 08-06 35
  • March 2003 poll 500 Canadian and 500 American surveys 2+ DM gifts in past three years No monthly donors, bequest pledgers, or donors with single gifts of $500+ Planned Parenthood DOC Portland 08-06 36
  • Charitable bequests 100 90 80 70 60 50 USA 40 Canada 30 20 10 0 Aware of bequest Have been solicited for giving bequest gift
  • Bequest giving 30 25 20 15 USA 10 Canada 5 0 Have a will & have Haven't named a named a charity charity but will likely do so
  • Bequest is “a good idea” (USA) 80 70 60 50 Overall < 55 40 Employed 30 Income $50k+ 20 Single gift $1,000+ 10 0 Overall Employed Single gift $1,000+
  • Legacy marketing challenges Emphasis on wealthy donors Poor donor relations Focus on means, not mission Lack of investment in cultivation Planned Parenthood DOC Portland 08-06 40
  • Planned Parenthood DOC Portland 08-06 41
  • Planned Parenthood DOC Portland 08-06 42
  • Planned Parenthood DOC Portland 08-06 43
  • Available media tools Direct mail Telemarketing Estate planning seminars Donor consultation sessions Internet Planned Parenthood DOC Portland 08-06 44
  • So . . . Ask everyone for legacies, particularly service users. Use communications appropriate for the group. Treat pledgers with great care. Write legacy materials like major donor materials. Planned Parenthood DOC Portland 08-06 45
  • 5) What can we do for our donors? Planned Parenthood DOC Portland 08-06 46
  • Five Keys to Successful Fundraising Transparency Donor focus Accountability Ethics Follow-through
  • The Six Gifts
  • Donors are multi-dimensional Activist Bequest Letter- Donor Writer Monthly Staff Donor Retiree Each Donor User of Volunteer Services Bike-a-Thon Board Participant Member
  • “Never forget that every customer of yours is a human being—an organic, intelligent individual with a constantly evolving set of attitudes and opinions… Instead of reaching your target audience, think of having a conversation with these individuals.” — Don Peppers and Martha Rogers, The One to One Future
  • The principal motivations for giving Heart Head Spirit Planned Parenthood DOC Portland 08-06 51
  • “Almost without exception, donors said they needed information, and that if they got it, they would continue to give and they would make increasingly generous contributions.” — Penelope Burk, Thanks!
  • Keep in mind . . . And some chocolate Touch the wouldn’t hurt, hearts of either! your donors! Planned Parenthood DOC Portland 08-06 53
  • Ask not what your donors can do for you. Ask what you can do for your donors.
  • Enough, already! For more information, contact: Mal Warwick Associates 2550 Ninth Street, Suite 103 Berkeley, CA 94710-2551 Phone +1 (510) 843-8888 Email info@malwarwick.com Web www.malwarwick.com Planned Parenthood DOC Portland 08-06 55