The Why and How of Giving and Raising Money

Christine Graham [email_address]

How does money get raised?
Why do people give?
How do donors vary?
How to find and interest donors?
How do you feel about giving?
How will your attitudes affect your work?

The Basics
Levels of giving
Upward movement
Ratios
Balance
$$$$$$ Major Donors: 40-60% $$$ Transition donors: 30-45% $ Grassroots and Community donors 10-15 %

People
Paper
Phones
Parties
Proposals
Paperless
Planned Gifts
Which methods work for which donors?

Your time is limited: you must be strategic!
You cannot meet your goal without top gifts
You cannot have a future without a base of support
Be ambitious but realistic!

Knowing the donor…not just the biographical data, but what makes him tick
Being sincerely interested
Understanding what will interest him
Finding interest points
Asking questions
If you don’t like people this isn’t for you!

Analyze the groups and types of people who are good prospects
Tell the parts of the story they will respond to
Speak their language
Use their media
Be focused and specific

In thanks
To support the mission
To build community
To feel good
Because they can…
other reasons?

HIGHER DONORS
To change the world
To affect policy
To achieve major goals
Psychic ‘return on investment’
To acknowledge good, efficient business practice
LOWER DONORS
To repay
To help someone needy
To keep a community resource
To feel part of a cause

Understand why people will give to you
Where are those people?
Get their names, info, connections
Prioritize: top, middle, bottom prospects
Focus on the top

Provide info
Educate
Offer hands-on experiences
Focus on their likely interests
Make it personal
Find the right social avenues

Not too early, not too late
Ask wisely, not too little, not too much!
Be personal
LISTEN
Respond non-defensively
Be specific
Think on your feet

THANK!
Draw your donor into the organization
Ask for advice
Ask for help
Ask for time
Ask for introductions
Treat your donors like insiders
Always make it personal

Think Creatively
Listen
Open your mind to new ideas…and not just your own!
Take criticism thoughtfully
Stick to values, not habits
Try to understand

Consider the Life Cycle Pyramid: keep moving!
Planned giving Endowment Capital campaigns Special projects Annual giving and memberships

I welcome your questions, so do be in touch:
Christine Graham
[email_address]
www.cpgfundraising.com
802-862-0327
You are welcome to use my materials, but please acknowledge the source!

The Why and How of Giving and Raising Money

by Lauren-Glenn Davitian on Sep 26, 2010

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The Why and How of Giving and Raising Money — Presentation Transcript