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Cohhio fundraising kick it up a notch michelle cramer april 21, 2010


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Michelle Cramer's presentation at the 2010 COHHIO Annual Conference on Fundraising: Kick It Up A Notch

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Cohhio fundraising kick it up a notch michelle cramer april 21, 2010

  1. 1. 1<br />FUNDRAISING:<br />KICK IT UP A NOTCH!<br />
  2. 2. Introductions<br />Michelle Cramer, CFRE President & CEO<br /> Cramer & Associates, Inc.<br />Located in Dublin –Statewide & Regional Focus<br />22nd Years as a Fundraising Consultant <br />Giving Institute Board Member – 12 Years <br />Dean of AFP / Giving Institute Fundraising Consulting School @ the AFP International Conference<br />2<br />
  3. 3. AFP International Conference<br />3<br />Archbishop Desmond Tutu<br />April 12, 2010 <br />“Noble Calling”<br />
  4. 4. First Consulting Job<br />First consulting job was with a local homeless shelter<br />“Faith Mission”<br />“Make Room Columbus”<br />4<br />
  5. 5. Results of Survey<br />5<br />Other: Social Media, Use of Internet, Events, Cultivating Small Donors<br />
  6. 6. Today’s Agenda<br />Your Time Has Come!<br />The Philanthropic Environment<br />Donor Strategies <br />WOW! Capital Campaigns<br />Power of Social Media <br />Board Development<br />Best Event Idea!<br />6<br />
  7. 7. Your Time Has Come!<br />You and Your Organization / Agency Are At The TOP of The Philanthropic Radar Screen <br />“Basic Human Needs. . . Food, Shelter, Clothing & Healthcare”<br />7<br />
  8. 8. Your Time Has Come!<br />8<br />Your Time Has Come!<br />Now Capitalize <br />& <br />Take Advantage Of It!<br />
  9. 9. A Look Back at the Decade<br />9<br />2000<br />2008<br />2009<br />2010<br />Funding levels improve. Donor interests are reset and new patterns of communication, participation and funding are emerging. <br />Traditional donor pyramid fundraising. Giving is strong on all levels – annual, capital and planned. Organizations independently engage issues and donors. <br />Financial Crisis. Fundraising is focused on basic human needs. Giving is more localized. Only the strongest of cases were supported. <br />
  10. 10. Today’s Environment<br />“The average donor” no longer exists!<br />Successful organizations are diversifying sources of revenue<br />Donors want outcomes – prove that their gift will result in a measureable solution<br />Donors want to see others at the table – lead donors are no longer willing to be alone out front <br />10<br />
  11. 11. Today’s Environment<br />Organizations can not afford mistakes or mixed messages <br />Duplication of services no longer acceptable– donors expect collaboration and partnerships <br />Entrepreneurial strategies most successful – funding to help generate new revenue for the organization to become more self sustaining<br />11<br />
  12. 12. 12<br />What Are You Experiencing InToday’s Environment?<br />
  13. 13. Finding & Cultivating New Donors<br />An “Effective” Way to Engage Your Board Members and In The Process, Build Your Donor Base . . . Thus Sustainability!<br />“Brown Bag Lunch Tours”<br />13<br />
  14. 14. How It Works<br />Dates are set for on-site tours or presentation at downtown location<br />Board members send email blast to friends to invite (see email copy)<br />Board members attend with guests<br />Presentation is made & two requests are made<br />14<br />
  15. 15. The Two Requests Made<br />To Come & Tour our Facility / Site (only if presentation is at downtown location)<br />Bring One or Two More People with You to Next Scheduled “Brown Bag Lunch” <br />15<br />
  16. 16. Keys to Being Successful<br />The Presentation Itself Must Be <br />Emotional – Personal Stories<br />Powerful Information & Statistics<br />Demonstrate How Important Your Agency Is To Change Lives!<br />16<br />
  17. 17. Draft Agenda<br />Takes place on site (preferably)<br />Last approximately 60 – 90 minutes<br />Executive Director introduces organization / agency via multi-media (i.e. PowerPoint, Video, etc.) that overviews the organization / agency – the “WOW” Factor<br />Executive Director invites agency employees to share stories about individuals served<br />Q&A Session<br />Executive Director requests two things from guests:<br />Invite 2 people to attend next “Brown Bag” tour<br />Tour facility <br />17<br />
  18. 18. QUESTIONS?<br />18<br />
  19. 19. Donors<br />Finding new donors<br />Appeal to many donors for a small amount<br />Utilize your Board’s network <br />Be visible – participate in community activities, other groups events and take the time to promote your presence (work the room!)<br />Be proactive – call on community leaders, businesses and foundations – ask for input, provide updates, learn about them – and afterwards, if appropriate, make a request<br />19<br />
  20. 20. Donors<br />Retaining existing donors<br />Thank donors and make them feel special<br />Phone call or a personal note to explain how they are impacting your organization<br />Communicate how their gift made a difference<br />With your gift of $_____ we were able to do ______ <br />Find ways to engage other than cash - expand their role beyond funding - events, communicator, volunteer, etc.<br />20<br />
  21. 21. Strategic Planning<br />Every organization should have a strategic plan that addresses short-term needs and long-range goals – Does not have to be 30 pages long<br />Key is to engage your donors (and potential donors) in the process so that they feel vested and have a sense of ownership to the vision<br />Utilize the process to meet new leaders, reacquaint with old and bring new ideas<br />21<br />Reaching Donors & Volunteers<br />
  22. 22. 22<br />
  23. 23. 23<br />What a WOW! Capital Campaign Is not<br /><ul><li>Traditional – Honorary Chair, Chair, Co-Chair. . . . .
  24. 24. Boring – Volunteers disappear, not engaged
  25. 25. Long and drawn out
  26. 26. Do not blend in with other campaigns </li></li></ul><li>24<br />What A WOW! Capital Campaign Is<br /><ul><li>Unique & customized
  27. 27. Instills a sense of excitement & energy
  28. 28. Creates a ‘buzz’ in your community & grabs their attention
  29. 29. Stands out from other campaigns
  30. 30. Reflection of your organization and what makes it special</li></li></ul><li>25<br />Examples of WOW! Capital Campaigns<br />Leadership & Volunteers<br />Columbus YWCA <br /><ul><li>First Capital Campaign
  31. 31. Building Owned & Operated by Women
  32. 32. Focus: Eliminating Racism & Empowering Women
  33. 33. Created Cabinet of 50 Women Leaders</li></ul>Franklin Park Conservatory<br /><ul><li>First Capital Campaign
  34. 34. Sense of Ownership & Pride by the Neighborhood
  35. 35. Created ‘Leadership Team’ Made Up of 10 Leaders
  36. 36. No Honorary Chairs or Co-Chairs </li></li></ul><li>26<br />Benefits of WOW! Capital Campaign<br /><ul><li>Instills sense of pride among Board, volunteers, donors & staff
  37. 37. Gain even more respect from the community
  38. 38. Positively impacts other fundraising efforts
  39. 39. Educates the community on mission, programs & services
  40. 40. Puts you on the map!</li></li></ul><li>27<br />How to Begin Preparing for YourWOW! Capital Campaign<br /><ul><li>Look within at what ‘differentiates you’ from other not-for-profits
  41. 41. Position and leverage your uniqueness
  42. 42. Begin the identification & cultivation process
  43. 43. Board members
  44. 44. Community Leaders
  45. 45. Key Donors
  46. 46. People you train & serve
  47. 47. Engage the community: Feasibility Study </li></li></ul><li>THE POWER OF SOCIAL MEDIA<br />28<br />
  48. 48. 29<br />Social Media<br /><ul><li>Donors are on the web
  49. 49. It’s like a puppy, needs to be:
  50. 50. Walked
  51. 51. Fed
  52. 52. Exercised, etc.
  53. 53. Content – How much, daily, weekly, etc.
  54. 54. Who internally contributes – EVERYONE!
  55. 55. Short Term Goals – Awareness / “Friend” Raising
  56. 56. Long Term Goals – Donors!</li></li></ul><li>New Forms of Communication<br />30<br />
  57. 57. New Forms of Communication<br />31<br />
  58. 58. New Forms of Communication<br />32<br />
  59. 59. Tell a story<br />33<br />Daybreak Horizons Newsletter November 2009<br />
  60. 60. Be Creative<br />34<br />
  61. 61. Board Development<br />Begin with first assessing your “Board Talent”, i.e. accounting, legal and seek out entrepreneurs <br />Begin with creating (or updating) job descriptions for each member and committee<br />Develop a program to help Board members learn about your organization and grow their skills as volunteers - Orientation<br />Build their confidence - set frequent achievable goals and celebrate victories – include them on prospective cultivation, luncheon, meetings, etc.<br />35<br />
  62. 62. Board Development<br />36<br />Ask each Board member to develop a listing of their network <br />Work associates, family members, Rotary club, book club, friends, neighbors, etc.<br />Explain that prospect engagement is a lengthy process – you aren’t strong arming for gifts, but rather building a sincere relationship<br />Provide training for your Board Members and keep in mind there is no “school” that trains individuals on what is expected of them as a Board member<br />
  63. 63. Board Development<br />37<br />The Cultivation Cycle<br />Identify Prospects<br />Inform / Educate<br />(Communication)<br />Evaluate<br />For Progress<br />Stewardship<br />Develop Interest<br />(Activities, Tours)<br />Recognition- <br />Thank you <br />Involve<br />(Events, Groups,<br />Committee)<br />Solicit to Appropriate Level<br />Evaluate <br />for Progress<br />
  64. 64. Best Way To Develop A Relationship Is<br />38<br />“Pick Up The Phone & Set An Appointment”<br />
  65. 65. 39<br />The Competitive Environment<br />Cure Cancer<br />Save the Environment<br />Girl Scout Cookies<br />Disaster Assistance<br />Grant a Wish<br />Rescue Puppies<br />Send a kid to camp<br />Historical Society<br />Parks & Recreation<br />Performing Arts<br />Hospital <br />Support your University<br />Eternal Salvation<br />PTO & Booster Clubs<br />
  66. 66. Remember . . . <br />40<br />Your Cause Is Relative, Being Talked About & In The Lime Light<br />
  67. 67. 41<br />ENGAGING DONORS<br />What Are Others Doing To Engage Donors?<br />
  68. 68. 42<br />EVENTS<br />Share Your Best Event Idea!<br />
  69. 69. Summary and Conclusion<br />Thank You!614.766.GIVE (4483)877.926.GIVE (4483)<br />