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Raising Money From High Net Worth Individuals
Raising Money From High Net Worth Individuals
Raising Money From High Net Worth Individuals
Raising Money From High Net Worth Individuals
Raising Money From High Net Worth Individuals
Raising Money From High Net Worth Individuals
Raising Money From High Net Worth Individuals
Raising Money From High Net Worth Individuals
Raising Money From High Net Worth Individuals
Raising Money From High Net Worth Individuals
Raising Money From High Net Worth Individuals
Raising Money From High Net Worth Individuals
Raising Money From High Net Worth Individuals
Raising Money From High Net Worth Individuals
Raising Money From High Net Worth Individuals
Raising Money From High Net Worth Individuals
Raising Money From High Net Worth Individuals
Raising Money From High Net Worth Individuals
Raising Money From High Net Worth Individuals
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Raising Money From High Net Worth Individuals

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  • 1. Raising money from High Net Worth Individuals Simon Burne August 2010
  • 2. • Major donor fundraising is just as much about the donor as it is the project • You don’t need bricks and mortar • People make this more complicated than it needs to be! • Knowing what to do; deciding what to do; being disciplined = success! • 7 Steps & Moves management are all you need.
  • 3. • More professionals and fewer volunteers • Increasingly volunteers cultivate & professionals ‘close’ • Higher expectations • Doing more with less • Involved in higher solicitations
  • 4. Challenges Good News • Multi-year pledge • Still giving reluctance • Relationships and • Economic environment Leadership counts uncertainty • Stewardship is key • Foundations stretched • Trust and confidence in • Corporations dropping your organisation is key out • More potential donors • Everyone is doing it!
  • 5. Seven Step Strategy
  • 6. Seven Step Strategy PLUS Leadership Role 1. 2. 3. Discover Research Introduce 5. Ask Suspects Prospects 7. Maintain 6. Thank
  • 7. Some rules of thumb • Ten suspects will yield one prospect • Seven prospects will yield one gift • 50% of major donors will give again
  • 8. How many donors do I need?? Gift Size Number Value Donors £5m 1 £5m £3m 2 £6m £2m 4 £8m £1m 6 £6m £100k- £1m 20 £5m Total 33 £33m
  • 9. How many donors do I need?? Assumptions Prospect Conversion 8 to 1 External Conversion 25 to 1 Prospect Research Wealth Band Matches Conversion Gift Level Total £50m+ 2 0 500,000 125,000 £25-50m 6 1 250,000 187,500 £10-25m 10 1 100,000 125,000 £5-10m 112 14 50,000 700,000 £1-5m 768 96 10,000 960,000 Influential 355 44 10,000 443,750 Total 1253 157 2,541,250
  • 10. Critical success factors • Powerful Case for Support – just what do you want the money for? • Excellent research • Excellent cultivation • Making the ask • Loving your donors • Asking again
  • 11. Finding your prospects
  • 12. Developing a Prospect Hypothesis • Describe the sorts of people who: • Have the right levels of wealth • Have evidence of philanthropy • Have some connection to the cause • Are active in fields other than their work • Have business interests whose brands fit with you
  • 13. Researching your prospects • Start with your database – they already love you! • Use research companies or employ a researcher • Use all published information • As names come up, ask your trustees and existing supporters if they know them
  • 14. Cultivation • How to meet them? • Go where they go • Hold an event they would like • Use celebrities • Ask for a meeting • Events • Staff well • Brief and debrief fully
  • 15. Cultivation • Assign a staff member to each MD • Provide them with the information they ask for • Invite them to a project visit • If they come, you’ve got them!
  • 16. The ask • Many volunteers hate this • Best done by a professional • Know the right level of ask • If in doubt, ask them
  • 17. Follow up • Thank • Inform • Involve • Report • Surprise • Celebrate
  • 18. What is leadership? • Wealthy donors influencing other wealthy people to give • Wealthy donors who will use their networks • People will follow leaders – lead gifts are critical • Big donors will push average gifts up – small donors will push average gifts down
  • 19. Secrets of a Leadership Forum • Excellent Chair who has made a big gift • Clarity of purpose • Clarity of targets • Time limited • High-powered • Exclusive

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