Development Cycle
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Development Cycle

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    Development Cycle Development Cycle Presentation Transcript

    • The Development Cycle Share your Boys & Girls Club story Learn about the donor Cultivate & Engage Solicitation : Ask for a specific amount based on mission Donor Recognition : Say Thank You Provide Stewardship
    • The Donor Pyramid Personal Contact & Involvement Amount of Gift Planned Gifts Capital Gifts Major Gifts Renewed Donor Newly Acquired Donor The Universe
    • Diverse Revenue Streams
    • Dollars Given in 2007 $306.39 Billion $15.69 Corporations (5.1%) $38.52 Foundations (12.6%) $23.15 Bequests (7.6%) $229.03 Individuals (74.8%) Source: Giving USA Foundation™ – AAFRC Trust for Philanthropy/ Giving USA 2007
    • Fundraising Principles that Impact your Plan
      • Principles
      • Money follows involvement
      • Board Giving = 100%
      • Best strategies are sequential
      • Case
      • Value leadership
      • Meet donor expectations
      • Fundraising is not logical
    • Money follows involvement!
      • Researching foundations that give to youth services and writing targeted proposals based upon their guidelines to request funding.
      • Asking a potential major donor to serve on a planning committee.
      • Getting a list of wealthy people in your community and sending them an appeal letter
      • Asking board members to have breakfast/lunch with people who you have identified as potential major donors.
      • Having a place on your Web site for visitors to sign up for an e-newsletter
    • Board Giving = 100%
      • Demonstrates commitment to plans
      • Motivates others to give
      • Focuses board on their role
      • Avoids failure
    • Sequential Fundraising
      • Means
      • Big gifts first
      • Largest sponsors solicited first
      • Most interested and able first
      • Challenge gift
    • Case for Support... is more than “We work with kids and need money.”
    • Value Leadership! In real estate, it’s location, location, location. In fundraising, it’s leadership, leadership, leadership.
    • What All Donors Want (BEFORE you ask them again!)
      • Prompt acknowledgement that the gift was received
        • Two days from receipt of the gift
      • Confirmation that the money was used in the way they intended it to be used
      • Updates on progress made because of the Donation
      • Donor-Centered Fundraising – Penelope Burk
    • Fundraising is not logical!
    • Closing the Gift
    • Importance of Personal Solicitation
    • Results?
      • Saw a TV ad
      • Heard a radio ad
      • Saw a newspaper ad
      • Received a letter in the mail
      • Asked by someone you respected to make a gift
    • Presenting Opportunities
    • Obstacles to Asking
      • Don’t like to “beg”
      • Fear
    • Begging vs. Asking
      • “ We need $” vs. “Your $ will produce results”
      • “ We need to pay our bills” vs. “You can help change the life of a child”
      • “ You don’t think you can give anything, do you?” vs. “I know you will want to give all you can to help our kids”
      • “ We need anything you can spare” vs. “I’ve personally invested $10,000 for this year and I would like you to consider doing the same”
    • Begging vs. Philanthropy
      • Begging
      • Asks for what they can spare
      • Presents a hopeless or helpless cause
      • Creates no expectation of ROI
      • Focuses on Club’s needs
      • Philanthropy
      • Asks for a specific considered amount
      • Presents a solution to a problem
      • Expects a ROI
      • Helps the donor satisfy a need
    • FEAR
    • Steps for Successful Solicitations
    • Make Your Own Gift
      • It is too hard to ask someone else to do something you are not willing to do
      • It shows you are committed
      • It will make you a much better solicitor
    • Think About the Kids
      • Don’t think about the “money”
      • Think about the kids, their future, and the impact they have on our community
    • Choose “Good Prospects”
      • You know you can get a meeting
      • You know they have a connection to the Club
      • You will feel comfortable asking to do what you have done
      • Take a little advice from Ben Franklin…
    • Call to Meet in Person
    • Prepare for Meeting
      • Assemble Your Materials
        • Case Brochure
        • Letter with “ask amount”
        • Pledge Card
      • Review the Case
      • 2 nd person
      • Outline presentation
      • Let staff know
    • 1. Connecting with your Donor
      • Express Thanks
      • Discuss the purpose of the meeting
    • 2. Personalizing your Case Statement
      • Introduce the Case for Support
      • Talk about the Kids
      • Share your Own Commitment
    • 3. Making the Ask
      • “ Will you consider investing $____ to support the BGC of ____ this year?”
      • Be SILENT
    • 4. Answer Questions
      • Answer questions
      • Complete the Pledge card or schedule a follow-up.
    • Stewarding the Donor
      • Send a hand written thank you
      • Note any areas of donor interest
    • 11. Follow Up
      • Schedule a “next step”
      • Take “next step”
      • Get signed pledge card
      • Report to Club staff
      • Your job is not done until the pledge card is signed and delivered to Club
    • 12. Express Gratitude
      • Personal
      • Club
    • Practice
    • Thank You