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Top 10 Fundamentals in Fundraising


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CEOs and boards of non-profit organisations can add great value to the fundraising process but many are unsure what their role is and how to get started.

These slides which follow show some of the messages we use in our seminars with CEOs and Boards.

Published in: Government & Nonprofit
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Top 10 Fundamentals in Fundraising

  2. 2. 1 Know yourself
  3. 3. Fundraising is a process 2
  4. 4. What Are We Trying To Accomplish? Bob Burdenski, “Obama and the Internet”, Nov 2008 Qualified Major Gift Prospects Increased Donor Value A Sustained Giving Relationship Initial Gift Support A Learned Organisational Culture Ongoing Organisational Affinity
  5. 5. Investing your resources Least important group of donors Smallest portion of Solicitation resources Most important group of donors Greatest portion of Solicitation resources Donor Pool
  6. 6. Philanthropic Income 75% 20% 5%
  7. 7. Fundraising Time-use 50% 30% 20%
  8. 8. Aligning Time-use To Potential Revenue 50% 30% 20% 75% 20% 5%
  9. 9. Philanthropy is based on 3 exchange of values
  10. 10. CLICK TO EDIT SLIDE TITLE – OPTION C 0 1 2 3 4 5 6 7 8 9 MeanRatingbyRespondents Motivators for Giving Values Driven Responses
  11. 11. CLICK TO EDIT SLIDE TITLE – OPTION C Barriers to Making a Gift Mean scores responses for all respondents 0 1 2 3 4 5 6 7 Variances are not dramatic It doesn’t matter how you aggravate or irritate a donor, they general respond the same degree.
  12. 12. CLICK TO EDIT SLIDE TITLE – OPTION C Motivators to Stop Giving 0 1 2 3 4 5 6 7 8 9 MeanRatingbyRespondents 0 1 2 3 4 5 6 7 8 9 MeanRatingbyRespondents ~GuyMallabone&TonyMyers~
  13. 13. Uncontrollable Influence Control You Advancement Resources, 2012
  14. 14. Fundraising Principles ~Kay Sprinkel Grace~ People give to you because you meet needs not because you have needs.
  15. 15. Fundraising Principles ~Kay Sprinkel Grace~ A gift to your organisation is a gift through the organisation into the community - you are not the end user of the gift (it is not about you)
  16. 16. Fundraising Principles ~Kay Sprinkel Grace~ Fundraising is not about money, it is about relationships based in shared values
  17. 17. 4 Opportunity Offerer
  18. 18. 5 Get Closer
  19. 19. High Value Activities Do not assume you know the donor’s interest. People’s life experiences affect their interests. Learn the donor’s interests and passions – their reasons for supporting your cause. The most valuable time that you can spend is focused on connecting the donor to their passions. Help donors see how their contributions are making an impact. Advancement Resources, 2012
  20. 20. 6 Making the Case
  21. 21. Developing the Case The Case for Support is your story. It’s who you are, why money is needed and how you will meet that need with the money you raise. The Case for Support is written from the donor’s perspective – not the organisation’s.
  22. 22. The Golden Circle
  23. 23. What’s makes your story unique?
  24. 24. CLICK TO EDIT SLIDE TITLE – OPTION C Next to the human face, hands are our most expressive feature. We talk with them. We work with them. We play with them. We comfort and love with them. An injury to the hand affects people professionally and personally. At Vector Health Programs, we give people back the use of their hands.” “ Betsy Chapin Taylor, Healthcare Philanthropy
  25. 25. Personally I am very fond of strawberries and cream; but I find that for some strange reason fish prefer worms. So when I go fishing, I don't think about what I want. I think about what they want.” 7 “ Dale Carnegie Donor Centered Relationships
  26. 26. The Donor’s Perspective Life changing experiences may be positive or they may be negative. People are motivated to contribute for their own reasons – those reasons are not always obvious. Advancement Resources, 2012
  27. 27. The Personal Story What in your personal background would make this project important? their
  28. 28. The goal is not to do business with everybody who needs what you have, the goal is to do business with people who believe what you believe.” Simon Sinek “
  29. 29. 8 Five Moons 1. Amount 2. Timing 3. Project 4. Who’s Asking? 5. Who’s Being Asked?
  30. 30. 9 Stay Focused
  31. 31. MONEY = MISSION
  32. 32. 10 Everyone’s Responsible
  33. 33. 10 Top Fundamentals 1. Know Yourself 2. Fundraising is process 3. An exchange of values 4. Offer opportunities 5. Get closer 6. Make the case 7. Donor centred relationships 8. Five moons 9. Stay focused 10. Everyone’s responsible
  34. 34. We choose to go to the moon in this decade and do the other things. Not because they are easy, but because they are hard. “ John F. Kennedy There will never be a perfect time to begin
  35. 35. We provide advice and information to non-profit organisations to raise more money for their work. Connect with us for more resources: WEBSITE Do you want to raise more money?