The Art of Volunteer Cultivation and Fund Raising From Volunteer to Prospect to Donor January 28, 2009 Citizen Schools
A way of thinking <ul><li>No one knowingly invests in bad organizations </li></ul><ul><li>No one knowingly supports medioc...
Need is not enough <ul><li>With hundreds of thousands of charities in the USA and a crowded landscape there is increased c...
Remember <ul><li>We meet someone new and begin a careful investigation of whether we have anything in common or not </li><...
Which way do you want to raise awareness and raise funds <ul><li>A stranger asks a stranger for a gift and it is usually a...
The Cultivation Cycle (“I” Cycle) Identification <ul><li>Who is a prospect? </li></ul>Information <ul><li>What do we tell ...
Cultivating Volunteers <ul><li>What is it? </li></ul><ul><ul><li>a systematic, continuing effort to identify, inform, gene...
The Best Prospects Board Current Donors Sympathetic Sectors Volunteers  & Staff Demographic  & Psychographic Universe of  ...
Internal constituencies <ul><li>People you already know will want to give because of their current affiliation with Citize...
Cultivating Potential Donors <ul><li>Track progress  </li></ul><ul><ul><li>Each potential donor is an individual  </li></u...
Why do people give <ul><li>To make a difference </li></ul><ul><li>To fulfill their personal goals or promises </li></ul><u...
Why People Give to  You   “ The 3 C’s ” Max. Gift Capability Contact Commitment
Starting the process <ul><li>You may be the initiator </li></ul><ul><li>Create an “ICP” Individual Cultivation Plan </li><...
Cultivation Opportunities <ul><li>All interactions are opportunities </li></ul><ul><li>At school </li></ul><ul><li>At comm...
Patience is a virtue <ul><li>Continuously evaluate what messages you are receiving  </li></ul><ul><li>Volunteers/Prospects...
The Art of Volunteer Cultivation and Fund Raising From Volunteer to Prospect to Donor January 28, 2009 Citizen Schools
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Cultivation And Solictation For Citizens Schools 1 28 2009

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Cultivation And Solictation For Citizens Schools 1 28 2009

  1. 1. The Art of Volunteer Cultivation and Fund Raising From Volunteer to Prospect to Donor January 28, 2009 Citizen Schools
  2. 2. A way of thinking <ul><li>No one knowingly invests in bad organizations </li></ul><ul><li>No one knowingly supports mediocrity </li></ul><ul><li>No one likes inefficiency </li></ul><ul><li>We are not comfortable giving to strangers </li></ul><ul><li>We will give funds to those people or organizations that we believe in and trust </li></ul>
  3. 3. Need is not enough <ul><li>With hundreds of thousands of charities in the USA and a crowded landscape there is increased competition for time and talent and money </li></ul><ul><li>The many charities that are successful in fundraising know that they make friends first and ask for funds second </li></ul><ul><li>We all know how to make friends </li></ul>
  4. 4. Remember <ul><li>We meet someone new and begin a careful investigation of whether we have anything in common or not </li></ul><ul><li>If we find some commonalities we may continue to engage with that person and the relationship grows due to even more common interests, value and views or remains a simple acquaintance </li></ul><ul><li>Relationships require ongoing contact to remain healthy and positive </li></ul>
  5. 5. Which way do you want to raise awareness and raise funds <ul><li>A stranger asks a stranger for a gift and it is usually a difficult situation for both parties – gifts are small and few </li></ul><ul><li>A new volunteer is asked for financial support can strain the relationship </li></ul><ul><li>A friend asks a friend for support and a gift is often made </li></ul><ul><li>Volunteer Managers create strong bonds and share power with their colleagues to deepen and strengthen relationships </li></ul>
  6. 6. The Cultivation Cycle (“I” Cycle) Identification <ul><li>Who is a prospect? </li></ul>Information <ul><li>What do we tell them? </li></ul><ul><li>How do we deliver </li></ul><ul><li>the message? </li></ul>Interest <ul><li>It must be built! </li></ul>Involvement <ul><li>From outsider to insider </li></ul>Investment <ul><li>Not the end, nor </li></ul><ul><li>the beginning </li></ul><ul><li>of the end, but the </li></ul><ul><li>end of the beginning </li></ul>
  7. 7. Cultivating Volunteers <ul><li>What is it? </li></ul><ul><ul><li>a systematic, continuing effort to identify, inform, generate interest, secure involvement and ultimately investment </li></ul></ul><ul><li>Takes months – even years!! </li></ul><ul><li>A continuing cycle of: </li></ul><ul><ul><li>learning/gathering information about potential donors </li></ul></ul><ul><ul><li>heightening their interest </li></ul></ul><ul><ul><li>encouraging meaningful involvement </li></ul></ul>
  8. 8. The Best Prospects Board Current Donors Sympathetic Sectors Volunteers & Staff Demographic & Psychographic Universe of Prospects
  9. 9. Internal constituencies <ul><li>People you already know will want to give because of their current affiliation with Citizen Schools </li></ul><ul><ul><li>Familiar with goals and objectives of Citizen Schools </li></ul></ul><ul><ul><li>Have first hand knowledge </li></ul></ul><ul><ul><li>Have personally experienced the success of the program </li></ul></ul>
  10. 10. Cultivating Potential Donors <ul><li>Track progress </li></ul><ul><ul><li>Each potential donor is an individual </li></ul></ul><ul><ul><li>Tracking is a tool for you </li></ul></ul><ul><ul><li>It ensures that there is a plan and allows you to maintain momentum over long periods </li></ul></ul><ul><ul><li>It makes us focus our attention on prospects </li></ul></ul><ul><ul><li>Through it Citizen Schools develop a written “institutional memory” of interactions with our prospects </li></ul></ul><ul><li>Each prospect is assigned to a staff member who designs a “personalized Campaign” </li></ul><ul><li>Follow-through is critical – making sure you always look at plans through the volunteer’s eyes </li></ul>
  11. 11. Why do people give <ul><li>To make a difference </li></ul><ul><li>To fulfill their personal goals or promises </li></ul><ul><li>Recognition </li></ul><ul><li>They identify with the cause </li></ul><ul><li>Familiar with the institution </li></ul><ul><li>They know & respect the people involved </li></ul><ul><li>Because they are asked </li></ul>
  12. 12. Why People Give to You “ The 3 C’s ” Max. Gift Capability Contact Commitment
  13. 13. Starting the process <ul><li>You may be the initiator </li></ul><ul><li>Create an “ICP” Individual Cultivation Plan </li></ul><ul><li>Create an “IVP” Individual Volunteer Plan </li></ul><ul><li>Communicate that you are not asking for money (at least not now) </li></ul><ul><li>What is the outcome you want </li></ul><ul><li>What is your ongoing communication plan so that volunteers receive regular communications </li></ul><ul><li>Can you use Facebook, Twitter and MySpace? </li></ul>
  14. 14. Cultivation Opportunities <ul><li>All interactions are opportunities </li></ul><ul><li>At school </li></ul><ul><li>At community service days </li></ul><ul><li>Speaking engagements at workplaces </li></ul><ul><li>Celebrations </li></ul><ul><li>Other opportunities </li></ul>
  15. 15. Patience is a virtue <ul><li>Continuously evaluate what messages you are receiving </li></ul><ul><li>Volunteers/Prospects signal how fast or slow to go </li></ul><ul><li>They will tell us what they need from us to garner their trust </li></ul><ul><li>They will even tell us when they want to be asked and even for how much </li></ul>
  16. 16. The Art of Volunteer Cultivation and Fund Raising From Volunteer to Prospect to Donor January 28, 2009 Citizen Schools
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