Arts & Business Council Presentiation


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Presentation to participants of the Arts & Business Council\'s OnBoard program.

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  • Mark
  • Mark
  • Mark
  • Marty
  • ----- Meeting Notes (3/29/11 09:20) -----Mark
  • ----- Meeting Notes (3/29/11 09:20) -----Marty
  • ----- Meeting Notes (3/29/11 09:20) -----Mark
  • ----- Meeting Notes (3/29/11 09:20) -----Marty
  • Mark
  • 10 minutes for each role and 20 minutes total. Ask a couple to present (one successful and one negative). Follow-up with discussion.
  • ----- Meeting Notes (3/29/11 09:20) -----Mark
  • ----- Meeting Notes (3/29/11 09:20) -----Marty
  • Arts & Business Council Presentiation

    1. 1. Fundraising for Board Members<br />May 14, 2011<br />
    2. 2. Martin Grochala<br />Director of Institutional Advancement<br />Chicago Academy for the Arts<br />Mark D. Warner<br />President<br />MDW Consulting, Inc.<br />Facilitators<br />
    3. 3. What you would like to learn?<br />What do you feel will be your biggest fundraising challenge?<br />Are you comfortable talking about money?<br />Introductions<br />
    4. 4. Identify<br />Qualify<br />Cultivate<br />Message<br />Solicit<br />Steward<br />What will we cover.<br />
    5. 5. Americans gave $307.75 billion in 2009. Total giving, when adjusted for inflation, was down 5.7%, the largest drop since tracking began. Giving still totaled $307 billion!<br />Individual giving is 75% of total giving not including bequests<br />Corporate giving increased 5.5% in 2009 to $14.1 billion. accounting for 4 percent of all charitable giving<br />Foundations represent only 13% of giving or $38 billion - down 8.9%<br />Identify: Sources of Philanthropy<br />
    6. 6. 2009 Contributions by Source<br />Source: Giving USA 2010<br />
    7. 7. Giving by Recipient Organization<br />Source: Giving USA 2010<br />
    8. 8. As a Board member, you should have specific and measurable expectations.<br /> Donor at $1,000 or more (for example)<br /> Subscriber<br /> Purchase Table at Gala<br /> Raise $5,000 or more (for example)<br />Annual fundraising plan with each board member<br />Assigned 3-4 major gift prospects at one time (no more!)<br />Discuss philanthropy at each Board meeting - don’t be afraid to talk about money.<br />Your Role<br />
    9. 9. Holds Board members and managing director accountable for meeting fundraising goal<br />Exhibits good behavior by being a donor and fundraiser<br />Discuss philanthropy at each Board meeting in a constructive manner<br />Be a fundraising leader<br />Role of the Board Chair<br />
    10. 10. Stages of Building a Philanthropic Board<br />Ambassador<br />“I will ask others to give.”<br />“I will ask others to becomeinvolved.”<br />Advocate<br />“Iwillbeanambassador…<br />I will advocate the organization to others.”<br />Donor<br />“I will give again (annually).”<br />“I will give.”<br />“Giving is important.”<br />Volunteer<br />
    11. 11. Building Culture of Philanthropy<br />What exactly is philanthropy?<br />How does a culture of philanthropy relate to stewardship?<br />Discuss philanthropy at each Board meeting and it’s role in supporting the mission<br />Recognize and celebrate your donors and their philanthropy<br />
    12. 12. Reasons people give<br /> Sense of belonging and affiliation<br /> Recognition in society<br /> Theyare asked<br />Aligning the organization’s mission with the donor.<br /> Doesn’t mean changing the mission<br /> Identifying programs, themes and people of interest to the prospect (e.g. new play development, school programs)<br /> Beginning a dialogue with that prospect<br />Donor-Centered Fundraising<br />
    13. 13. Cultivate: Prospect Migration<br />Gift<br />C<br />A<br />P<br />A<br />C<br />I<br />T<br />y<br />Relationship<br />Initial<br />Relationship<br />Education<br />Solicitation<br />
    14. 14. Giving Pyramid<br />Planned Giving<br />Personal Solicitation<br />Capital Campaigns<br />Proposals <br />Annual Fund<br />Events & Mail<br />
    15. 15. Screen to identify your best prospects<br />Subscribers and frequent ticket purchasers<br />Event Attendees<br />Donor List Review<br />Current Donors<br />Rate and assign to staff person and/or volunteer<br />Develop a series of “next steps” for your new prospects<br />Inviting prospects to performances and society events<br />Assigning to volunteers<br />Identify: Top prospects<br />
    16. 16. What is a Sponsorship?<br />A way to market a contribution opportunity<br />Built around the organization’s programming<br />Plays<br />Choreography<br />An Exhibit<br />Benefits and Visibility – what the sponsor expects in return<br />Advertising<br />Tickets<br />Invitations<br />Gifts<br />Stewardship<br />Identify: Corporate Sponsorship<br />
    17. 17. Sort your identified prospects in a range of most likely to least likely by asking these questions:<br />Is there a connection with your organization?<br />Is there a connection with your organization’s arts discipline?<br />Is there a connection with the arts in general?<br />Is there a civic connection?<br />Is there a personal relationship connection?<br />Is there a business connection?<br />Does this person/company/foundation have the means to make a gift?<br />Qualify<br />
    18. 18. Thank you to all donors sometime before the performance or event<br />Welcome society members<br />Ask attendees to join fellow society members in the audience. Note upcoming society events<br />Review attendee lists beforehand and introduce yourself at performance<br />Specifically mention how philanthropy supports a program. Celebrate philanthropy!<br />Cultivate: Your Performances/Venues<br />
    19. 19. Develop a compelling reason your friends and colleagues should give to YOUR arts organization and its mission<br /> How is it unique (e.g. community served, artistic direction, new playwrights)?<br /> What will happen or change if someone donates?<br /> Take the mission and craft it into your own words. <br />Messages: make your organization unique!<br />
    20. 20. Role Play Instructions<br />You’ve been partnered with an alumnus of the OnBoard program<br />Each alumnus will meet with 2-3 OnBoard participants<br />He or she will help you craft a compelling elevator speech based on the mission and your own interests and passions<br />
    21. 21. Consider next logical ask amount and approach. Most important thing is that donor was asked even if they say no.<br />“Under what circumstances would you consider a gift of $X?”<br />Solicitation Follow-up<br />Solicit: Don’t be afraid to ask<br />
    22. 22. Schedule the meeting, letting the donor know that you would like to ask them to support your organization<br />Staff prepares a briefing with background information and an outline of the ask, including:<br />Ask amount<br />History of the donor’s relationship with organization<br />Giving history<br />Personal or professional information<br />Roles<br />Who will make the ask?<br />Don’t be afraid to ask.<br />
    23. 23. Introduction and update<br />Make the Case<br />Outline the overall fundraising Goal<br />“Would you make a gift of $XX,XXX to _______”<br />Silence (Absolute!)<br />The Pitch<br />
    24. 24. Let the donor respond<br />Make ask and then sit quietly with your hands in your lap. Give donor the time to consider request and answer<br />Withhold impulse to fill the pause – regardless of how long<br />The donor willrespond<br />Once they have responded, it will be your turn to say “Thank you”<br />After the Ask…<br />
    25. 25. “Yes, I/we can make a gift.”<br />Your reply: “Thank you. That is very generous of you. <br />When/how would you like to make your gift?”<br />Collect all the key information you need:<br />If they immediately write a check, ask how they want to be acknowledged<br />Ask if they would like to receive e-mails<br />Leave behind a listing of donor benefits<br />Let them know that they will be invited to attend upcoming events (especially those about the project they are funding)<br />Thank them for their generosity and for their time.<br />Yes!<br />
    26. 26. The donor response is not now or “No”<br />Your reply is: “Thank you for considering our request”<br />Is there an amount that would be more appropriate?<br />Would you be able to make pledge payable over multiple years?<br />Can I call on you again at a later time?<br />No.<br />
    27. 27. Please read the scenario and donor briefing documents<br />Break into groups of four<br />One pair will be the solicitation team and one pair will be the prospect couple<br />Switch off roles<br />Role Play Instructions<br />
    28. 28. Solicitation Role Play<br />
    29. 29. What did you learn from the role play?<br />What would you have done differently?<br />Role Play Follow-up<br />
    30. 30. Immediately send a personal thank you note in a medium suitable for that donor (regardless of outcome)<br />Document next steps along and gift information<br />Note any important information for donor’s record<br />Family, career or education information<br />Likes, dislikes, associations with other organizations, etc.<br />Develop a stewardship plan<br />Congratulate yourself for job well done!<br />Assess and adapt anything you could improve<br />Stewardship and Follow-up<br />
    31. 31. Ask organizations what you can expect from Staff:<br />Help with identifying and cultivating your prospects?<br />Accurate recording and keeping of your lists?<br />An annual meeting to assess your current prospects, to add new ones and to create strategies for the coming year?<br />Assistance with and reminders of invitations to events?<br />Assistance with and reminders of timely gift requests?<br />Timeframe for acknowledging gifts?<br />Stewardship: Support from Staff<br />
    32. 32. Set a realistic goal.<br />Identify Prospects.<br />Create or Identify Cultivation Opportunities<br />Create messages that resonate.<br />Solicit prospects.<br />Steward Donors.<br />Setting Goals for your Fundraising Plan<br />
    33. 33. Break-up into groups of 4-5<br />Use the organization in the previous role play as a model for ideas<br />Who would you like to solicit (e.g. friends, colleagues, families, business partners)?<br />What type of cultivation will they need?<br />How would you like to solicit them?<br />Discuss potential fundraising strategies. <br />Create Your Fundraising Plan<br />
    34. 34. Working Lunch<br />
    35. 35. Present your plan to the group:<br />Describe your plan in overview<br />What is your top priority?<br />How will you utilize the organization’s assets?<br />How much do you think you can raise?<br />Fundraising Plans Continued…<br />
    36. 36. Your Fundraising Plan<br />
    37. 37. Questions?<br />
    38. 38. Thank you!<br />Marty & Mark<br />