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How To Become a Fundraising Hero - International Bowl Expo 2010
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How To Become a Fundraising Hero - International Bowl Expo 2010

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Slides from my session at the International Bowl Expo 2010 on how to position bowling centers as ideal locations for fundraising events. The first half deals with "fundraising 101" topics; the second …

Slides from my session at the International Bowl Expo 2010 on how to position bowling centers as ideal locations for fundraising events. The first half deals with "fundraising 101" topics; the second is how to work with nonprofits.

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  • You own a bowling center who’s worked for 9 years with Big Brothers & Big Sisters. Always the same weekend in March. Their bowl-for-kidssake now has grown to 800+ bowlers in two days. Very good for rural Maine.
  • Mine: Bowl Expo asked me to teach FR 101 | I want to teach you to be fundraising heroes Yours: What are your goals?
  • It did decrease by 3-4 billion last year. But only three income sources. Any of you on a board? Where do you first think of income? [Grants is most common answer] But where is the best place to focus?
  • Income: admission, shoe rental, food sales, accessories Relatively low maintenance: they do your marketing Generates word-of-mouth advertising: across a large socio-economic range Gives you access to media: get in radio stations! [My experience with FP vs AWF] Give you the potential to look like a hero
  • Income: admission, shoe rental, food sales, accessories Relatively low maintenance: they do your marketing Generates word-of-mouth advertising: across a large socio-economic range Gives you access to media: get in radio stations! [My experience with FP vs AWF] Give you the potential to look like a hero
  • Income: admission, shoe rental, food sales, accessories Relatively low maintenance: they do your marketing Generates word-of-mouth advertising: across a large socio-economic range Gives you access to media: get in radio stations! [My experience with FP vs AWF] Give you the potential to look like a hero
  • Income: admission, shoe rental, food sales, accessories Relatively low maintenance: they do your marketing Generates word-of-mouth advertising: across a large socio-economic range Gives you access to media: get in radio stations! [My experience with FP vs AWF] Give you the potential to look like a hero
  • Income: admission, shoe rental, food sales, accessories Relatively low maintenance: they do your marketing Generates word-of-mouth advertising: across a large socio-economic range Gives you access to media: get in radio stations! [My experience with FP vs AWF] Give you the potential to look like a hero
  • Rather than being a hero, this company disregarded a 9 year relationship and decided March was too busy for them. So they unilaterally changed the date to June. The NP was able to get it back closer, in April. But fundraising events are successful because of consistancy (ie, same weekend every year). This seriously strained the relationship. Especially because the new date is exactly on the date of a long established walkathon in the community.
  • How many of you are having NPs ask you to be their location? How many of you are asking NPs to consider starting a bowlathon?
  • Be warned. And be relational.
  • Income: Do you have a threshold you need to meet? Does the nonprofit have to guarantee a minimum? Food Sales: -Do you have a minimum? -Can you create sales? Potential Repeat Customers: -Is repeat business a goal? If so how will you go about it? (We’ll talk about a way a little later)
  • Successful fundraising events take time to grow to full potential You and the nonprofit need to work out the kinks The nonprofit will need to find out what people respond to
  • These events are “thank you” events for nonprofits. The money’s raised, they’re having a donor stewardship party.
  • To download all the PowerPoint slides – including the text behind the images – go to: http://slideshare.net/marcapitman
  • Transcript

    • 1. How To Become a Fundraising Hero Making Friends and Profits for Your Bowling Center Marc A. Pitman, CFCC
    • 2. What would you do?
    • 3. What would you do?
      • What do you do?
      • Charge them full price on people and rentals?
    • 4. What would you do?
      • What do you do?
      • Charge them full price on people and rentals?
      • Try to capture names and contact information of participants?
    • 5. What would you do?
      • What do you do?
      • Charge them full price on people and rentals?
      • Try to capture names and contact information of participants?
      • Risk it all by unilaterally changing the date?
    • 6. Introduction & Ground Rules
        • Author of Ask Without Fear!
        • Decades of working with nonprofits, including running an coaching others to run fundraising events
      • Rules:
        • Ask questions!
        • Remember: This is being recorded
    • 7. Goals for Session: Mine & Yours
    • 8. Fundraising in a Nutshell
      • 3 Income Needs of Nonprofits
      • 1 Big Problem
      • 3 Sources of Income
      • 3 Ways to Raise Money
    • 9. 3 Income Needs of Nonprofits
      • Annual Fund: lights & operating
    • 10.
      • Annual Fund: lights & operating
      3 Income Needs of Nonprofits
    • 11. 3 Income Needs of Nonprofits
      • Annual Fund: lights & operating
      • Capital Campaigns: bricks-and-mortar
      • Endowment: Invested funds that throw off income
    • 12. 1 Big Problem
      • They need the money, but wait & wait & wait to ask. Then ask out of desperation.
    • 13. 3 Income Sources
      • Where would you seek funds?
    • 14. 3 Ways to Raise Money
      • Face-to-face: best (Labor intensive | High Potential)
    • 15. 3 Ways to Raise Money
      • Face-to-face: best (Labor intensive | High Potential)
      • Direct Mail/web/email: good (Labor intensive | High Risk [1% response is “success”]
    • 16. 3 Ways to Raise Money
      • Face-to-face: best (Labor intensive | High Potential)
      • Direct Mail/web/email: good (Labor intensive | High Risk [1% response is “success”]
      • Events: (Labor intensive | Marginal Success) [50% return is normal]
    • 17. Benefits of Events for Nonprofits
      • Takes the edge off the ask
        • Lower ask amount
        • Easier to articulate “benefits”
    • 18. Benefits of Events for Nonprofits
      • Takes the edge off the ask
        • Lower ask amount
        • Easier to articulate “benefits”
      • Allows for wide range of volunteers
    • 19. Benefits of Events for Nonprofits
      • Takes the edge off the ask
        • Lower ask amount
        • Easier to articulate “benefits”
      • Allows for wide range of volunteers
      • Creates opportunity for press coverage
    • 20. Benefits for Your Bowling Center
      • Income
    • 21. Benefits for Your Bowling Center
      • Income
      • Relatively low maintenance
    • 22. Benefits for Your Bowling Center
      • Income
      • Relatively low maintenance
      • Generates word-of-mouth advertising
    • 23. Benefits for Your Bowling Center
      • Income
      • Relatively low maintenance
      • Generates word-of-mouth advertising
      • Gives you access to media
    • 24. Benefits for Your Bowling Center
      • Income
      • Relatively low maintenance
      • Generates word-of-mouth advertising
      • Gives you access to media
      • Give you the potential to look like a hero
    • 25. What would you do? Conclusion
    • 26. How to Benefit as a Bowling Center
      • Be Relational
      • Be Proactive
      • Be Patient
      • Be Generous
    • 27. Be Relational
      • This is about a long-term relationship, not a one-off event
      • Find out what the nonprofit
        • Wants from the event
        • Hopes to do with the money
        • Has for scheduling needs
      • Be clear on your needs & expectations
        • (income, fees, sponsorship, etc)
    • 28. An apology
      • Beware: Many of my nonprofit colleagues tend to approach businesses like ATMs, thinking they’ll just get the cash/gift. I’m sorry about that.
      • Honestly, many businesses come across as though the nonprofit needs them too.
    • 29. Be Proactive
      • What is your goal?
      • What do you want to get out of the event?
      • Income?
      • Food sales?
      • Wowing potential repeat customers?
    • 30. Be Patient
      • Successful fundraising events take time to grow to full potential
      • You and the nonprofit need to work out the kinks
      • The nonprofit will need to find out what people respond to
    • 31. Be Generous
      • What comes around, goes around
      • Don’t give away the store (the nonprofit will want you to be in business next year! My 1000 books a day vs. a year line)
    • 32. Be Generous
      • Food deals
        • Even if merely bundles
        • % of sales to np cause?
      • Let them know if you’re giving a discount (we aren’t mind readers)
    • 33. Be Generous
      • Contests
        • Tickets to every participant/#’s called for gifts/just have to fill out contact info
          • Hats, t-shirts, logo-stuff (get’s name in community)
          • Free bowling (gets people back…and they bring friends)
        • Corporate packages for free returns
        • Social media contests before
          • Maybe free drinks for team with most “likes” on your FB page
    • 34. Be Generous
      • Media
        • Do you know a DJ? Or advertise in some paper? Introduce them to this cause
        • Include NP logo/event logo in your ad (It’ll make you look good and help them!)
    • 35. Summary and Charge
      • Hopefully you’ve:
        • learned about what nonprofits need
        • Seen how you can work with them to increase your income
        • And seen how to do it in a way that makes you a fundraising hero in you community!
    • 36. Summary and Charge
      • Hopefully you’ve:
        • learned about what nonprofits need
        • Seen how you can work with them to increase your income
        • And seen how to do it in a way that makes you a fundraising hero in you community!
    • 37. Summary and Charge
      • Hopefully you’ve:
        • learned about what nonprofits need
        • Seen how you can work with them to increase your income
        • And seen how to do it in a way that makes you a fundraising hero in you community!
    • 38.
      • Tool shop including: The Creating Donor Evangelists Program
      • Give me your card for a free copy of $100,000 Guide to Email Solicitation e-course
      • Free blog, articles, book reviews, and more!
      [email_address]