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20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
20 Fundraising Lessons In 20 Years
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20 Fundraising Lessons In 20 Years

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Presented at the National Hospice & Palliative Care Conference 2008

Presented at the National Hospice & Palliative Care Conference 2008

Published in: News & Politics
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  • 1. 20 Fundraising Lessons in 20 Years Presented by Alyce Lee Stansbury, CFRE Certified Fund Raising Executive Stansbury Consulting LLC NHPCO 23 rd Management & Leadership Conference April 11, 2008
  • 2. Goal of this session: <ul><li>Raise more money </li></ul><ul><li>by focusing on </li></ul><ul><li>the right things </li></ul><ul><li>and doing </li></ul><ul><li>the right things well </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 3. Learning Objectives <ul><li>Understand the critical elements of a successful development program </li></ul><ul><li>Learn strategies for maximizing volunteer effectiveness </li></ul><ul><li>Understand the importance of ethics in personal conduct and the overall development program </li></ul><ul><li>Learn the most valuable skills to be an effective fundraising professional </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 4. 20 Fundraising Lessons in 20 Years <ul><li>#1 </li></ul><ul><li>Have a PASSION for </li></ul><ul><li>your mission – or find another job. </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 5. 20 Fundraising Lessons in 20 Years <ul><li>#2 </li></ul><ul><li>Give first… </li></ul><ul><li>… before you </li></ul><ul><li>ask anyone </li></ul><ul><li>else to give. </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 6. 20 Fundraising Lessons in 20 Years <ul><li>#3 Have a plan. </li></ul><ul><li> Ready… </li></ul><ul><li>Fire… </li></ul><ul><li>Aim. </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 7. 20 Fundraising Lessons in 20 Years <ul><li>#4 </li></ul><ul><li>Don’t take NO </li></ul><ul><li>from someone </li></ul><ul><li>who can’t say YES. </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 8. 20 Fundraising Lessons in 20 Years <ul><li>#5 </li></ul><ul><li>Build relationships with your Board members </li></ul><ul><li>and key volunteers. </li></ul><ul><li>Take the Relationship Quiz. </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 9. 20 Fundraising Lessons in 20 Years <ul><li>What makes volunteers </li></ul><ul><li>effective fundraisers? </li></ul><ul><li>PASSION </li></ul><ul><li>for your mission </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 10. Activities that DON’T create Passion <ul><li>Events (a few exceptions) </li></ul><ul><li>Direct mail </li></ul><ul><li>Email </li></ul><ul><li>Websites </li></ul><ul><li>Endowments </li></ul><ul><li>Paying off debt </li></ul><ul><li>Board meetings (some exceptions) </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 11. Activities that create Passion <ul><li>Connections between people </li></ul><ul><li>Empathy (not sympathy) </li></ul><ul><li>Emotion </li></ul><ul><li>What is your Hospice doing to create </li></ul><ul><li>PASSION in your volunteers? </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 12. 20 Fundraising Lessons in 20 Years <ul><li>#6 </li></ul><ul><li>Ask for a </li></ul><ul><li>specific amount. Ask for more </li></ul><ul><li>rather than less. </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 13. 20 Fundraising Lessons in 20 Years <ul><li>#7 </li></ul><ul><li>Make time for donor stewardship and thank people promptly. </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 14. Make time for donor stewardship <ul><li>Phone calls, hand written notes, and personal visits </li></ul><ul><li>Improve thank you letters </li></ul><ul><ul><li>Review regularly </li></ul></ul><ul><ul><li>First time donor vs. repeat donor </li></ul></ul><ul><ul><li>Who signs? </li></ul></ul><ul><li>Personalize – the gift, purpose, outcome </li></ul><ul><li>Get names, spellings, and salutations correct </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 15. Avoid thank you letter mistakes <ul><li>“ Dear Friend” </li></ul><ul><li>We are in receipt of your gifts </li></ul><ul><li>No date or cash amount </li></ul><ul><li>Avoid jargon </li></ul><ul><li>Asking for another gift </li></ul><ul><li>Thanking too late </li></ul><ul><li>Source: Donation Thank You Letter Mistakes to Avoid in Direct Mail by Alan Sharpe </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 16. 20 Fundraising Lessons in 20 Years <ul><li>#8 </li></ul><ul><li>The volunteer is always right. </li></ul><ul><li>Part of our job </li></ul><ul><li>is to help </li></ul><ul><li>volunteers </li></ul><ul><li>be successful. </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 17. 20 Fundraising Lessons in 20 Years <ul><li>#9 </li></ul><ul><li>Know the 3 reasons people give and why your best donors are giving. </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 18. 20 Fundraising Lessons in 20 Years <ul><li>#10 </li></ul><ul><li>Be dedicated to the </li></ul><ul><li>highest ethical standards. </li></ul><ul><li>www.afpnet.org/ethics </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 19. 20 Fundraising Lessons in 20 Years <ul><li>AFP Code of Ethical Principles and Standards of Professional Practice </li></ul><ul><li>www.afpnet.org </li></ul><ul><li>Donor Bill of Rights </li></ul><ul><li>No % of funds raised </li></ul><ul><li>No personal gain or benefit </li></ul><ul><li>Confidentiality </li></ul><ul><li>Discretion </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 20. 20 Fundraising Lessons in 20 Years <ul><li>#11 </li></ul><ul><li>Adopt Policies and Procedures and review them regularly. </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 21. 20 Fundraising Lessons in 20 Years <ul><li>#12 </li></ul><ul><li>Do your homework </li></ul><ul><li>and be prepared. </li></ul><ul><li>Ask me about the </li></ul><ul><li>stained glass window. </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 22. 20 Fundraising Lessons in 20 Years <ul><li>#13 </li></ul><ul><li>Pay attention to details. </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 23. 20 Fundraising Lessons in 20 Years <ul><li>#14 </li></ul><ul><li>Be a good listener. </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 24. 20 Fundraising Lessons in 20 Years <ul><li>#15 </li></ul><ul><li>Know what you’re good at and what you’re not. </li></ul><ul><li>Fundraising is a team sport. </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 25. 20 Fundraising Lessons in 20 Years <ul><li>#16 </li></ul><ul><li>Cultivate. Cultivate. </li></ul><ul><li>Cultivate. </li></ul><ul><li>Fundraising is 90% “Get to Know You” </li></ul><ul><li>and 10% Ask. </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 26. 20 Fundraising Lessons in 20 Years <ul><li>“ The task is not to get a donation, </li></ul><ul><li>but to develop a donor.” </li></ul><ul><li>James Gregory Lord, </li></ul><ul><li>The Raising of Money </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 27. 20 Fundraising Lessons in 20 Years <ul><li>#17 </li></ul><ul><li>Become a Certified Fund </li></ul><ul><li>Raising Executive. </li></ul><ul><li>www.cfre.org </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 28. 20 Fundraising Lessons in 20 Years <ul><li>#18 </li></ul><ul><li>Find an organization </li></ul><ul><li>you love and stay there . </li></ul><ul><li>Fundraising is a marathon not a sprint. </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 29. When You Want to Stay <ul><li>Combat isolation. </li></ul><ul><ul><li>Find a mentor. </li></ul></ul><ul><ul><li>Join AFP, AHP, etc. and be active. </li></ul></ul><ul><ul><li>Form your own support group. </li></ul></ul><ul><li>Combat ignorance. </li></ul><ul><ul><li>Wherever you can, education board members, supervisors, volunteers, and co-workers about how development works. </li></ul></ul><ul><ul><li>Don’t be shy about sharing good news. </li></ul></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 30. When You Want to Stay <ul><li>Combat burnout. </li></ul><ul><ul><li>Where possible participate in decision making. </li></ul></ul><ul><ul><li>Give up what you can’t control. </li></ul></ul><ul><ul><li>Keep balance in your life. Sleep! </li></ul></ul><ul><li>Combat “What Have You Done for Me Lately” Syndrome. </li></ul><ul><ul><li>Keep a log of accomplishments. </li></ul></ul><ul><ul><li>Document achievements. </li></ul></ul><ul><ul><li>Make creative use of reports. </li></ul></ul><ul><ul><li>Source: J. Anderson </li></ul></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 31. 20 Fundraising Lessons in 20 Years <ul><li>#19 </li></ul><ul><li>Be an advocate for the donor’s best interests. </li></ul><ul><li>When you dance with your donors, </li></ul><ul><li>let them lead. </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 32. 20 Fundraising Lessons in 20 Years <ul><li>#20 </li></ul><ul><li>Always stay connected </li></ul><ul><li>to the mission. </li></ul><ul><li>Cultivate your </li></ul><ul><li>own support system. </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 33. 20 Fundraising Lessons in 20 Years <ul><li>Donors need to be inspired </li></ul><ul><li>to be good, regular donors. </li></ul><ul><li>YOU are in the </li></ul><ul><li>inspiration business. </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 34. Thank you and good luck! Alyce Lee Stansbury, CFRE Stansbury Consulting LLC Alyce Lee Stansbury, CFRE (W): 850-668-2569 (C): 850-509-2374 (Email) [email_address] www.stansburyconsulting.com
  • 35. Resources <ul><li>Association of Fundraising Professionals </li></ul><ul><li>(800) 666-3863 www.afpnet.org </li></ul><ul><li>CFRE International www.cfre.org </li></ul><ul><li>Donor Centered Fundraising by Penelope Burk, Burk & Associates, LTD 2003 </li></ul><ul><li>In Other Words: A plea for plain speaking in foundations by Tony Proscio, Edna McConnell Clark Foundation, 2000 </li></ul><ul><li>The Joy of Fundraising: How to Stop Suffering and Start Enjoying Asking for Money for Your Favorite Cause , by Terry Axelrod, www.benevon.com </li></ul><ul><li>Let’s Have Lunch Together , by Marshall Howard, Kings Road Press, 2005 </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC
  • 36. Resources <ul><li>Mega Gifts, Who Gives Them, Who Gets Them by Jerold Panas </li></ul><ul><li>Not on This Board You Don’t – Making your Trustees More Effective , by Arthur C. Frantzreb 1997 Bonus Books, Inc. </li></ul><ul><li>The Fundraiser’s Credo by Jerold Panas, Contributions Magazine , May/June 2004. </li></ul><ul><li>The Raising of Money, by James Gregory Lord, Third Sector Press, 1990 </li></ul><ul><li>Relationship Fundraising by Ken Burnett, Jossey Bass 2002 </li></ul><ul><li>Tiny Essentials for Writing for Fundraising , by George Smith, White Lion Press www.whitelionpress.com </li></ul>Alyce Lee Stansbury, CFRE Stansbury Consulting LLC

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