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Grants Plus TA: Culture of Gratitude
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Grants Plus TA: Culture of Gratitude
1.
2016 Relationship Resolutions: Resolve to Raise Relationships Webinar 4: Culture of Gratitude April 2016
2.
Agenda Recap Cultivation Touch Points Stewardship Touch Points Homework + next steps
3.
Recap Culture of Philanthropy Culture of Planning Culture of Goal Setting Culture of Connection Culture of Gratitude Culture of Generosity
4.
Where we’ve been WHEN: Mapped development activities to a calendar January WHAT: Defined a SMART Goal February WHO: Identified + qualified givers for your SMART Goal March
5.
Your SMART Goals
6.
What you need A Plan for Each Priority Giver
7.
The pieces of an individual giver plan Identify Qualify CultivateSolicit Steward
8.
Identify Identify Qualify CultivateSolicit Steward
9.
Qualify Identify Qualify CultivateSolicit Steward
10.
Qualify • Capacity + inclination to give •
Concern for your mission • Connection to your organization
11.
Qualify • Background • Financial context •
Charitable inclination and orientation
12.
Touch Points Identify Qualify CultivateSolicit Steward
13.
How you want your givers to feel Appreciated Engaged InformedConfident Closer to values
14.
Touch Points Cultivate • Build interest and involvement Solicit •
Ask for the appropriate amount in the appropriate way at the appropriate time Steward • Thank: Make sure the giver feel appreciated and convey the impact of the gift
15.
Scaling Touch Points Major gifts Significant gifts Transactional gifts
16.
Transactional Level Cultivate • Newsletter, annual report, email list, community events Solicit • Direct mail, online appeals, crowdfunding campaign, event ticket sales Steward •
Thank you letter (within 48 hours is rule of thumb), listing in donor roster
17.
Significant Level Cultivate • “You made a difference” (YMAD) mailings, site tours, house party invitations Solicit • Personalized requests by phone or in person by a board or staff member Steward •
VIP reception, thank you call from board or staff member, giving society status
18.
Major Level Cultivate • Insider meetings with Executive Director or program staff, comped events Solicit • Face‐to‐face solicitation by Executive Director or Board Chair Steward •
Stewardship reports, site visits, recognition at events or in publications
19.
Where we’re headed Add cultivation touches to Touch Point Action Plans April Add solicitation touches to Touch Point Action Plans May Add stewardship touches to Touch Point Action Plans June
20.
Culture of Gratitude Identify Qualify CultivateSolicit Steward
21.
Definitions Cultivation Relationship building Interest building
22.
Definitions Stewardship Appreciation Accountability
23.
Aren’t these two very different things? Before gift: Cultivation After gift: Stewardship
24.
Ideally: Continuous Cycle StewardshipCultivation $
25.
Culture of Gratitude GRATITUDE Steward Cultivate
26.
Why Gratitude? The power of “Thank You”
27.
Demonstrating Gratitude According to Penelope Burk who conducts the annual Burk Donor Survey: “Every research study we have conducted and every controlled test we have run has yielded higher gift values and longer retention from donors who have been treated with care and respect when they are not being asked for money.”
28.
Demonstrating Gratitude Official gift acknowledgment letter Handwritten note Thank you call Listing in donor roster Invitation to stewardship event Inclusion in giving society/club Appreciate in person (lunch, coffee) Shout‐out on social media
29.
Culture of Gratitude Identify Qualify CultivateSolicit Steward
30.
Tips for Cultivating Grant Funders
31.
Tips for Cultivating Grant Funders Identify + qualify grant opportunity Cultivate relationship! Submit proposal
32.
Tips for Cultivating Grant Funders
33.
Tips for Cultivating Grant Funders Introduce yourself. Make a connection. Gain an ally in your corner. Learn information that can help you strengthen your application, including what the funder is most interested to know about the project. Hear if this is not the right opportunity or the right time. If a funder steers you away from applying, pay attention to whether they are saying never or not right now. Why call?
34.
Tips for Cultivating Grant Funders One organization submitted a request for more than 100 times the largest grants that the foundation makes in Ohio. “This immediately showed that they hadn’t sought out any guidance before applying,” she says. Based on the inappropriate ask amount and what she said was a confusing budget, Jen contacted the grantee with questions. “He said that they’d follow‐up with some clarifying information,” she recounts. “But I never heard from him again.” Instead of embracing this opportunity, the grantee squandered it—as well as the relationship. Jen says that given the gaffe, she probably would not look favorably on a future request: “At least not until they contact me first, and show that they understand. That’s why I have these conversations: to make sure you understand us as a funder and that I understand your organization.” As told by a funder: Jennifer Hurd, Bank of America Charitable Foundation
35.
Tips for Cultivating Grant Funders About existing funders: “Establish good working relationships and open conversations with your current funders. Ask them who else they see might be interested in funding you. They may point you to other funders who may be a fit. Who knows—they could even have another portfolio and be able to make an additional grant.” As told by a funder: Quinn Delaney, Akonadi Foundation
36.
Tips for Cultivating Grant Funders When to call? As far in advance of a grant proposal deadline as possible. Grant seeking is a marathon, not a sprint. Sometimes just making contact with a funder is an important mark of progress.
37.
Culture of Gratitude Identify Qualify CultivateSolicit Steward
38.
Tips for Acknowledgment Letters IRS Requirements: Charities must send a formal gift receipt for any single contribution of $250 or more. Must include certain elements, including date and amount of contribution; statement of tax‐ exempt status, and good faith estimate of value of any goods/services received.
39.
Tips for Acknowledgment Letters Be prompt: Best practice is to mail within 48 hours of receiving gift; within 2 weeks is a must. Customize: Giver’s personal information and gift amount Personalize: Use a real signature and add a special note Just thank: Do not ask for another gift! Connect: Include name/number of a staff person who can be contacted with questions or concerns
40.
Tips for Acknowledgment Letters The typical organization‐centered thank you letter: “Your generous contribution enables XYZ Organization to serve Greater Cleveland families in need.” This approach focuses on what the organization does. It emphasizes the donation, not the result. Missed opportunity!
41.
Tips for Acknowledgment Letters The donor‐centered thank you letter: “Because of you, tonight a child is warmer, a woman is safe from violence, and a family shares a nutritious meal. Multiply this by the many hundreds of families who count on XYZ Organization every year, and you can begin to imagine the powerful difference you are making in our community.” This approach focuses on what the donor makes possible. Give the DONOR the credit! It transforms “making a donation” to “acting on one’s values.” A realized opportunity to connect the donor to your mission.
42.
Burk Donor Survey: Reflections on Gift Acknowledgment Letters
43.
Why Gratitude? Donors who are thanked GIVE AGAIN: A three‐minute thank you call can boost first‐year retention by 30%.
44.
Why Gratitude? Donors who are thanked GIVE MORE: Donors who are called within 48 hours of making a gift give more next time.
45.
Why Gratitude? In fact, in a study by Penelope Burk: Donors who received thank you calls gave 42% more 14 months later.
46.
Why Gratitude? In this same study, donors said if they got a thank you call from a board member: 95% would be appreciative and impressed 72% would want to give more next time 74% would want to give longer or indefinitely
47.
A challenge! Make Thank You Calls a Habit
48.
Tips to Make Thank You Calls a Habit Make a plan for: Who will call Who you will call When you will call What you will say How you will track calls made
49.
Tips to Make Thank You Calls a Habit Who will call: Executive staff Development staff Board members or other volunteers
50.
Tips to Make Thank You Calls a Habit Who you will call: Givers you are prioritizing in your SMART Goal First time givers Second time givers (victory!) Givers who give at your significant gift threshold level Every giver, every gift
51.
Tips to Make Thank You Calls a Habit When you will call: Best is within 24 – 48 hours of gift If that’s not realistic, set up a system: Review a report of incoming gifts either weekly, bi‐weekly, or monthly
52.
Tips to Make Thank You Calls a Habit Make one thank you call first thing in the morning = 250 calls made each year.
53.
Tips to Make Thank You Calls a Habit Board “thank you drive”: Assign specific calls to board members during a set number of weeks. This is a great first step to warm board members up to asking donors for money!
54.
Tips to Make Thank You Calls a Habit What you will say: Most thank‐you calls should take about 1‐2 minutes. Voice mail messages will be even shorter.
55.
Tips to Make Thank You Calls a Habit What you will say: Develop a simple script (homework!) Keep it short and sweet “I’m just calling to thank you.” Don’t ask for another gift! If the donor wants to chat, great! If not, that’s perfectly fine and what you expected.
56.
Tips to Make Thank You Calls a Habit What you will say (example): Hi Ann, this is Dana, the Executive Director of Smart Start Cleveland. I’m not calling to ask for anything – I just want to say thank you! We received your donation yesterday. We appreciate you very much and are excited to put your donation to work right away to help young children in our area.
57.
Tips to Make Thank You Calls a Habit If the donor seems to want to chat, learn something about them: I’d love to know how you learned about us. Would you mind sharing with me why Smart Start matters to you? You’ve really helped us with your gift. Is there anything I can do for you or provide you with about our work?
58.
Tips to Make Thank You Calls a Habit If the donor seems caught off guard, not talkative, or wants to get off the phone, move to a close: Example: Well I don’t want to use up more of your time. I just wanted to say thank you. Enjoy the rest of your day!
59.
Tips to Make Thank You Calls a Habit How you will record calls made: Keep a list or use a field in your database to note who you call and when. Capture any notes/information you learned about them. Make good on any requests they made (update their mailing address, send material, etc). You might run a report 6, 12, or 18 months later to assess if thank you calls helped you retain or increase donors.
60.
Tips to Make Thank You Calls a Habit If the donor seems caught off guard, not talkative, or wants to get off the phone, move to a close: Example: Well I don’t want to use up more of your time. I just wanted to say thank you. Enjoy the rest of your day!
61.
April homework Thank you calls: Use worksheet to set a plan for making thank you calls and draft a thank you script. Cultivation Action Plan: Continue filling out your Touch Point Action Plans by adding Cultivation Touch Points.
62.
Touch Point Action Plans In March: You identified the givers who are part of your SMART Goal and created a Touch Point Action Plan document for each one of them using the template provided.
You followed steps to qualify the giver and gather together key information about them and the relationship to your Partnership.
63.
Touch Point Action Plans In April: You will enter Cultivation Touch Points onto the Touch Point Calendar (within the worksheet): 1. Known milestones 2. Planned development activities 3.
Personalized cultivation points
64.
Touch Point Action Plans In May You will continue by adding Solicitation Touch Points onto the Touch Point Calendar. We will practice “making the ask” at the Smart Start National Conference! Bring your Touch Point Action Plans to discuss during Speed Coaching sessions.
65.
Touch Point Action Plans In June You will finalize the Touch Point Calendar by adding Stewardship Touch Points that will come after the gift.
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Thank you! Questions about the training schedule? Contact Jessica Griffin Fund Development and Event Manager jgriffin@smartstart.org 919‐821‐9528
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