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Presentation August 11 & 12, 2009

Presentation August 11 & 12, 2009

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Berwick Academy Presentation Transcript

  • 1.  
  • 2.  
  • 3.  
  • 4.  
  • 5. = $ Heisenberg’s Theory = $
  • 6. AF & $1,000+
  • 7. # Of Gifts
  • 8. 5+ yrs 2,3,4 yrs 1 st year
  • 9. Average Gifts
  • 10. Retention & Aquisition
  • 11. Ave Gift
  • 12. Number Of Donors
  • 13.  
  • 14.  
  • 15. 69 66 77 80 88 # Donors
  • 16. Leadership/Annual Fund
  • 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
  • 18. Suggested Annual Fund Planning
    • Gifts of $1,000 = 89% of total AF
    • 2009 88 donors 20% growth 106 donors
    • Average Gift Range 2005-2009 $3,886 - $6,111
    • 106 donors $462,826 - $727,826
  • 19.  
  • 20.  
  • 21.  
  • 22.  
  • 23.  
  • 24.  
  • 25. Children guessed (but only a few) and down they forgot as up they grew…. - e. e. cummings
  • 26. Words = Worlds
  • 27. “ I have a dream ” “ I have a list of measurable objectives ”
  • 28. Tried and True Tried and So Over
  • 29. Humongous Society--$50,000 Yup I Give Club--$25,000 Society Society--$10,000 The Whatever Club--$249 77%
  • 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…
  • 31. Satisfaction
  • 32. Annual Report
  • 33. Maybe if we just had a better case for support!
  • 34. Donor Retention Relationships?
  • 35.  
  • 36. 90% 10% 0% 3 Markets
  • 37. AF Stats
    • 2009 AF # donors 505
    • Ave gift donors giving 10% $114
    • Ave gift donors giving 90% $5,814
    • # of donors needed to equal leadership 4,488
    • Growing # of leadership by 30% $511,701 to $662,796
    • Growing participation in lower category by 30% $58,856 to $61,799
  • 38. 90% 10% 0%
  • 39. Who is this guy?
  • 40. “ Ninety percent of what we call ‘management’ consists of making it difficult for people to get things done .” – Peter Drucker
  • 41. Who Asks car
  • 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
  • 43.  
  • 44.  
  • 45. ASK ASK
  • 46.  
  • 47.  
  • 48.  
  • 49. “ We have a ‘strategic’ plan. It’s called doing things.” — Herb Kelleher
  • 50. ART OF THE ASK
  • 51. Permission
  • 52. Step #1 Seek Permission Seeking permission for time shows respect
  • 53. Close For Time Not $
  • 54. Step #1 Permission Seeking permission for time shows respect It is not a good time to talk.
  • 55. Do Not Engage Objection
  • 56. Stay On Task
  • 57. Stay On Task
  • 58. The ASK
  • 59. Get The Details
  • 60. Just Ask!
  • 61. ART OF THE ASK Capital Gifts
  • 62.
    • Script
    • Actors
    • Stage
  • 63. Script
    • RAT
    • Romance
    • Ask
    • Thank
  • 64. Actors
    • Romancer
    • Asker
    • Donors
  • 65. Stage
    • Home
    • Office
    • Restaurant
  • 66.
    • Script
    • Actors
    • Stage