This document outlines a COVID-19 fundraising recovery plan consisting of 5 key steps: 1) Screening and segmenting donors, 2) Preparing and training solicitors, 3) Inviting donors to a virtual presentation and answering questions, 4) Sharing the recording and soliciting donors based on segmentation, and 5) Wrapping up by thanking donors. The consulting company, CampaignCounsel.org, offers related services like creating materials, training solicitors, and providing a virtual meeting platform for $15,000. The plan is intended to help non-profits recover fundraising losses due to COVID-19 through strategic outreach and both group and individual solicitation efforts.

1. Your COVID-
19 Fundraising
Recovery Plan
Kevin Wallace, President
Carlyn Runnels, Consultant

2. Company Overview
• Energetic, efficient staff –
Arizona, New Mexico, Montana,
and Washington, D.C.
• Conducted over 70 studies and
60 capital campaigns
• Helped clients raise over $175M

3. Key Plan Components
• Strategic data screening and segmentation
• Written appeals to convey message/need to
wide audience
• “Townhall”-style video engagement tool
• Personal 1:1 asks to top prospects

4. Evaluate your losses
• Fee-for-service
• Special events
• Fear or failure to ask
• Lack of mail/email appeals
• Fear of 1:1 personal solicitations

5. Cookies vs. Blondies?

6. Think about your ingredients
• Proven, successful fundraising processes work together

7. Get baking!
• Re-establish donor relations
• Begin asking strategically

8. Recovering from COVID-19
Recipe
1. Screen and segment
2. Prepare and train
3. Invite and present
4. Share and solicit
5. Wrap-up

9. Screen and Segment
• Wealth screen
• Other tools
• Segment strategically
• 1:1 vs. appeal
• Contactable

10. Prepare and Train
• Recruit solicitors
• Materials
• Video call:
• Case for Support
• Script
• Email invitations
• Solicitations:
• Post-event email asks
• Materials for 1:1 asks
• Website
• Solicitors
• Making the ask
• Assigning prospects
• Yourself/staff
• Email strategy
• Platform
Prepare Train

11. Invite and Present
• Invite
• Key messaging/takeaways for your
audience
• 2-3 email invitations
• Personal follow-up with key prospects
• Present
• Live video call (“townhall-style”)
• Q & A
• Record it!

12. Share and Solicit
• Share recording
• Attendees
• Type of prospect
• Missed attendees
• Type of prospect
• Solicit
• Attendees
• Type of prospect
• Missed attendees
• Type of prospect

13. Wrap-Up
• Share good news
• Thank attendees and donors
• Option for future support

14. Timeline
• Weeks 1-3: Screen and Segment
• Screen and assign prospects
• Create segmentation
• Brainstorm recruits
• Week 4: Prepare and Train
• Recruit and train solicitors, assign prospects
• Create materials
• Choose platforms
• Week 5: Invite and Present
• Final invitation
• Presentation with recording
• Weeks 6-10: Solicitations
• Appeals or 1:1 asks based on segmentation
• Wrap-up: Share good news

15. CampaignCounsel.org's
Services
• Prepare data, including wealth-screening and segmentation
• 1,000 records are included in price; additional
records have a small additional fee per record
• Spearhead creation of all materials, including Case for
Support, email invitations and appeals, webinar script, and
thank you notes
• Train staff/solicitors to make personal asks
• Collaborate to update website and choose webinar platforms
• Access to CC.org’s GoToMeeting is included for up to
150 participants
• $15,000

16. Thank you!