= $ Heisenberg’s Theory   = $
AF & $1,000+
# Of Gifts
5+ yrs 2,3,4 yrs 1 st  year
Average Gifts
Retention & Aquisition
Ave Gift
Number Of Donors
 
 
69 66 77 80 88 # Donors
Leadership/Annual Fund
Assumption AF Goal $650,000 Facts: Gifts of $1,000  =  89% of total AF 5 year average giving  $5,158 2005-2009  # of donor...
Suggested Annual Fund Planning <ul><li>Gifts of $1,000 = 89% of total AF  </li></ul><ul><li>2009  88 donors  20% growth  1...
 
 
 
 
 
 
Children guessed (but only a few) and down they forgot as up they grew…. - e. e. cummings
Words = Worlds
“  I have a dream ” “  I have a list of measurable objectives ”
Tried and True Tried and So Over
Humongous Society--$50,000 Yup I Give Club--$25,000 Society Society--$10,000 The Whatever Club--$249 77%
93%  would most likely give next time asked if they are thanked quickly and personally, in addition they would also like a...
Satisfaction
Annual Report
Maybe if we just had a better case for support!
Donor Retention Relationships?
 
90% 10% 0% 3 Markets
AF Stats <ul><li>2009 AF  # donors  505 </li></ul><ul><li>Ave gift donors giving 10%  $114 </li></ul><ul><li>Ave gift dono...
90% 10% 0%
Who is this guy?
“ Ninety percent of what we call ‘management’ consists of making it difficult for people to get things done .”     – Peter...
Who Asks car
“ Psychologists tell us that the mind is under a continual bombardment of ideas, all of which are trying to make an impres...
 
 
ASK ASK
 
 
 
“ We have a ‘strategic’ plan. It’s called doing things.”   — Herb Kelleher
ART OF THE ASK
Permission
Step #1 Seek Permission Seeking permission for time shows respect
Close For Time Not $
Step #1 Permission Seeking permission for time shows respect It is not a good time to talk.
Do Not Engage Objection
Stay On Task
Stay On Task
The ASK
Get The Details
Just Ask!
ART OF THE ASK Capital Gifts
<ul><li>Script </li></ul><ul><li>Actors </li></ul><ul><li>Stage </li></ul>
Script <ul><li>RAT </li></ul><ul><li>Romance </li></ul><ul><li>Ask </li></ul><ul><li>Thank </li></ul>
Actors <ul><li>Romancer </li></ul><ul><li>Asker </li></ul><ul><li>Donors </li></ul>
Stage <ul><li>Home  </li></ul><ul><li>Office </li></ul><ul><li>Restaurant </li></ul>
<ul><li>Script </li></ul><ul><li>Actors </li></ul><ul><li>Stage </li></ul>
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Berwick Academy

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Presentation August 11 & 12, 2009

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Berwick Academy

  1. 5. = $ Heisenberg’s Theory = $
  2. 6. AF & $1,000+
  3. 7. # Of Gifts
  4. 8. 5+ yrs 2,3,4 yrs 1 st year
  5. 9. Average Gifts
  6. 10. Retention & Aquisition
  7. 11. Ave Gift
  8. 12. Number Of Donors
  9. 15. 69 66 77 80 88 # Donors
  10. 16. Leadership/Annual Fund
  11. 17. Assumption AF Goal $650,000 Facts: Gifts of $1,000 = 89% of total AF 5 year average giving $5,158 2005-2009 # of donors 69-88 28% growth # donors needed to reach goal 112 27% growth 2009
  12. 18. Suggested Annual Fund Planning <ul><li>Gifts of $1,000 = 89% of total AF </li></ul><ul><li>2009 88 donors 20% growth 106 donors </li></ul><ul><li>Average Gift Range 2005-2009 $3,886 - $6,111 </li></ul><ul><li>106 donors $462,826 - $727,826 </li></ul>
  13. 25. Children guessed (but only a few) and down they forgot as up they grew…. - e. e. cummings
  14. 26. Words = Worlds
  15. 27. “ I have a dream ” “ I have a list of measurable objectives ”
  16. 28. Tried and True Tried and So Over
  17. 29. Humongous Society--$50,000 Yup I Give Club--$25,000 Society Society--$10,000 The Whatever Club--$249 77%
  18. 30. 93% would most likely give next time asked if they are thanked quickly and personally, in addition they would also like a follow up regarding what their money is accomplishing…
  19. 31. Satisfaction
  20. 32. Annual Report
  21. 33. Maybe if we just had a better case for support!
  22. 34. Donor Retention Relationships?
  23. 36. 90% 10% 0% 3 Markets
  24. 37. AF Stats <ul><li>2009 AF # donors 505 </li></ul><ul><li>Ave gift donors giving 10% $114 </li></ul><ul><li>Ave gift donors giving 90% $5,814 </li></ul><ul><li># of donors needed to equal leadership 4,488 </li></ul><ul><li>Growing # of leadership by 30% $511,701 to $662,796 </li></ul><ul><li>Growing participation in lower category by 30% $58,856 to $61,799 </li></ul>
  25. 38. 90% 10% 0%
  26. 39. Who is this guy?
  27. 40. “ Ninety percent of what we call ‘management’ consists of making it difficult for people to get things done .” – Peter Drucker
  28. 41. Who Asks car
  29. 42. “ Psychologists tell us that the mind is under a continual bombardment of ideas, all of which are trying to make an impression on it. The prospect, therefore, does not sit around with a blank mind, calmly waiting for someone or something to capture his attention without a struggle.” Modern Business, Copyright 1918
  30. 45. ASK ASK
  31. 49. “ We have a ‘strategic’ plan. It’s called doing things.” — Herb Kelleher
  32. 50. ART OF THE ASK
  33. 51. Permission
  34. 52. Step #1 Seek Permission Seeking permission for time shows respect
  35. 53. Close For Time Not $
  36. 54. Step #1 Permission Seeking permission for time shows respect It is not a good time to talk.
  37. 55. Do Not Engage Objection
  38. 56. Stay On Task
  39. 57. Stay On Task
  40. 58. The ASK
  41. 59. Get The Details
  42. 60. Just Ask!
  43. 61. ART OF THE ASK Capital Gifts
  44. 62. <ul><li>Script </li></ul><ul><li>Actors </li></ul><ul><li>Stage </li></ul>
  45. 63. Script <ul><li>RAT </li></ul><ul><li>Romance </li></ul><ul><li>Ask </li></ul><ul><li>Thank </li></ul>
  46. 64. Actors <ul><li>Romancer </li></ul><ul><li>Asker </li></ul><ul><li>Donors </li></ul>
  47. 65. Stage <ul><li>Home </li></ul><ul><li>Office </li></ul><ul><li>Restaurant </li></ul>
  48. 66. <ul><li>Script </li></ul><ul><li>Actors </li></ul><ul><li>Stage </li></ul>

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