Secrets of sustainable fundraising penn nfp academy

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Presentation for the Northern Penn Nonprofit Academy October 18-19

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  • Strategies for right now
  • Secrets of sustainable fundraising penn nfp academy

    1. 1. S ecrets of Long-Term Sustainable Fundraising how to develop donors who stick with you for the long run! North Penn Nonprofit Academy October 18-19, 2010
    2. 2. #5 Give Them Social Time Why Do You Care About Your Organization?
    3. 3. 18 <ul><li>What you say </li></ul><ul><li>How you say it </li></ul><ul><li>Get a reaction </li></ul><ul><li>Request for followup </li></ul>The Elevator Speech
    4. 4. <ul><li>“ Gail, I am putting some of your ideas into action…. </li></ul><ul><li>At our last Trustee meeting, I asked, “ What legacy do you want to leave from serving on this board?” </li></ul><ul><li>Well, you would have thought I had opened the flood gates . One man told us about his cousin in hospice . . . and how we helped his family through that terrible time. </li></ul><ul><li>This turned out to be the best meeting we've had so far on with this group in the last 3 years! </li></ul><ul><li>This is a wonderful and satisfying change for the better.” </li></ul><ul><li>Laurie Taylor, Lower Cape Fear Hospice Foundation </li></ul>Great Results! 16
    5. 5. SNEEZE (the viral message) wherever you go!
    6. 6. A Deep Discussion 18 A Deep Discussion
    7. 7. <ul><li>#2 What are we raising money for? </li></ul>
    8. 8. How Nonprofits Present Their Case
    9. 9. Don’t Muddle Your Case
    10. 10. Fundraising’s Dirty Little Secret: Donor ATTRITION
    11. 11. 39 After their gift, do your donors fall into the “Donor Abyss?”
    12. 12. What Do Today’s Donors Want? <ul><li>Local causes </li></ul><ul><li>Clear Results </li></ul><ul><li>Low FR Costs </li></ul><ul><li>Don’t ask too often </li></ul>
    13. 13. 21 A Word About Nonprofit BOARDS
    14. 14. Mention the “F Word”
    15. 15. 8
    16. 16. Most Board Members’ Definition of Fundraising 9
    17. 17. 10 They Think Fundraising = Cold Calls
    18. 18. Board Members Think Fundraising = Rejection 11
    19. 19. Is This Your Board? 15
    20. 20. Is This Your Board? Is This Your Board? 23 Is This Your Board?
    21. 21. Is This Your Board? Is This Your Board? Is This Your Board? 25 Is This Your Board? Boring Meetings = A Bored Board
    22. 22. High Level People Doing Low Level Work?
    23. 23. 27 A Board Member Deserves a TERRIFIC Experience!
    24. 24. Mission Moments: Give Board Members a Direct Personal Experience
    25. 25. Fundraising is a Cycle 31 THANK THANK THANK AGAIN CULTIVATE AND INVOLVE ASK FOR SUPPORT IDENTIFY PROSPECTS
    26. 26. Time and Energy Spent in Each Part of the Fundraising Cycle 32
    27. 27. 33 6 HAPPY PRINCIPLES of Fired Up Fundraising KEEP YOUR DONORS!
    28. 28. 34 A Revolutionary Idea
    29. 29. We’d rather have FRIENDS than donors! 35
    30. 30. When the Going Gets Tough, Where Will Your Friends Be? 37
    31. 31. 38 1. Make FRIENDS First Friends are more important to your cause than donors.
    32. 32. Create a VIP Friends List <ul><li>Who are the 10 most important people who could catapult your organization? </li></ul>
    33. 33. <ul><li>2. Change the world with your energy! </li></ul>
    34. 34. 3. Inspire with VISION <ul><li>“ Wouldn’t it be wonderful if . . . </li></ul>43
    35. 35. 4. Spread Optimism and Abundance Around
    36. 36. 5. Ask for ADVICE <ul><li>If you want money , </li></ul><ul><li>ask for advice. </li></ul><ul><li>If you want advice , </li></ul><ul><li>ask for money. </li></ul>
    37. 37. Advice Visits <ul><li>“ I've been having a great time contacting various business leaders asking for their coaching/opinion on making the Grand Canyon Chapter of the Red Cross a success. </li></ul><ul><li>I briefly outline the reasons I serve on the board, what the Red Cross does in our community, and ask what successful practices they have seen on other charitable boards. </li></ul><ul><li>The response is great . They are interested in the Red Cross and want to have on-going dialogue! It's about relationships...... Thanks again, Gail </li></ul><ul><li>Karen Mildenhall, Chair-Elect Phoenix Red Cross </li></ul>
    38. 38. 6. Invite FEEDBACK <ul><li>“ What are YOUR </li></ul><ul><li>impressions?” </li></ul>47
    39. 39. Thank You Calls to Donors <ul><li>The next solicitation, those called gave 39% more . </li></ul><ul><li>After 14 months, those called were giving 42% more. </li></ul><ul><li>Donor Centered Fundraising , </li></ul><ul><li>Penelope Burk </li></ul><ul><li>One out of 10 gifts, board members made thank you calls 24 hours after receiving the gift. </li></ul>
    40. 40. Successful Fundraising in a Tough Economy <ul><li>“ Persistence is key </li></ul><ul><li>especially when budgets are tight” </li></ul><ul><li>-NC Congressman Bob Etheridge </li></ul><ul><li>upon giving one of my clients a check for $1 million </li></ul>
    41. 41. <ul><li>Your Resources </li></ul><ul><li>October 25 Webinar: Secrets to “Managing Up” – How to Gently Lead your Board To Do What You Need Them To Do </li></ul><ul><li>CALL TO ACTION! </li></ul><ul><li>Sign up for Gail’s NEWSLETTER </li></ul><ul><li>www.gailperry.com </li></ul><ul><li>LinkedIn, Facebook and Twitter </li></ul>50

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