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Jumpstart Your Individual Giving!
2013 Non-Profit Boot Camp
LISA HOFFMAN • COACH •
CONSULTANT
October 10, 2013, 1:40 PM-2:...
Jumpstart Your Individual Giving!

What are your expectations?

Lisa Hoffman  Coach  Consultant
www.lisahoffman.net
Jumpstart Your Individual Giving!

Our time together…
  The “new normal…”
  Our strategic lens
  Key individual giving ...
What is the New Normal?

  Focused giving: fewer organizations, larger gifts…
  Impact: “We do good work” not good enoug...
What is the New Normal?

  Real engagement: Generations X – Y – Millennials…
  Social networking!

Lisa Hoffman  Coach ...
What does that mean for success?

Move from:
  Fundraising to fund development
  Organizational to donor-centered
  Sep...
What is the donor relationship continuum?

Integrated activities that create/deepen
relationships with donors:

Lisa Hoffm...
What is the donor relationship continuum?

  Identify: find new potential donors at every level
  Cultivate:
  individu...
Identify!
  Board, staff – culture of giving
  Website
  Social networking
  Events
  What else?
Lisa Hoffman  Coach...
Cultivate!
Major donors:
 Individual plans
 Active management
 Always moving towards deepening relationship

Lisa Hoffm...
Cultivate!
Community donors:
 Social networking
 E-blasts, e-newsletters
 Events
 Engagement, whenever possible…

Lisa...
Acquire!

Major donors:
 Individual, face-to-face
 Right asker
 Transformational invitation

Lisa Hoffman  Coach  Con...
Acquire!
Community donors:
 Mass campaigns
 Email
 Direct mail
 Social networking
 Events
 Bolster with phonathons
...
Steward!
What is the best way to insure a donors next gift?
 Thank them exquisitely, multiple times!

Lisa Hoffman  Coac...
Steward!

Major donors:
 Personal thank you letter
 Handwritten note
 Phone call
 Thank you event/activity
 What else...
Steward!
Community donors:
 Thank you letter
 Email describing impact of community support
 Annual or semiannual phonat...
Steward!
Why is stewardship critical?
 Remember new normal: focused giving
 Easier, less expensive to retain donors
 Co...
Jumpstart Your Individual Giving!
What happens next?
 Continuum continues…

Lisa Hoffman  Coach  Consultant
www.lisahof...
Jumpstart Your Individual Giving!

Bibliography
Books
  Achieving Excellence in Fund Raising, Henry Rosso; including plan...
Jumpstart Your Individual Giving!

Bibliography
Websites/Blogs/E-newsletters
  Beth's Blog, Beth Kanter; http://www.bethk...
Jumpstart Your Individual Giving!

What are your key takeaways?

Lisa Hoffman  Coach  Consultant
www.lisahoffman.net
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Jump Start Your Individual Giving

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Lisa Hoffman, Nonprofit Consultant
Whether your organization is new to individual fundraising, or has an established program, you will learn tactics and techniques critical to success in this interactive workshop. Lisa will approach the topic from a continuum perspective, beginning with finding new donors, and concluding with exquisite stewardship once they have given."

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Jump Start Your Individual Giving

  1. 1. Jumpstart Your Individual Giving! 2013 Non-Profit Boot Camp LISA HOFFMAN • COACH • CONSULTANT October 10, 2013, 1:40 PM-2:55 PM
  2. 2. Jumpstart Your Individual Giving! What are your expectations? Lisa Hoffman  Coach  Consultant www.lisahoffman.net
  3. 3. Jumpstart Your Individual Giving! Our time together…   The “new normal…”   Our strategic lens   Key individual giving tactics   Your questions! Lisa Hoffman  Coach  Consultant www.lisahoffman.net
  4. 4. What is the New Normal?   Focused giving: fewer organizations, larger gifts…   Impact: “We do good work” not good enough…   Work smart: “99%” works harder to raise money… Lisa Hoffman  Coach  Consultant www.lisahoffman.net
  5. 5. What is the New Normal?   Real engagement: Generations X – Y – Millennials…   Social networking! Lisa Hoffman  Coach  Consultant www.lisahoffman.net
  6. 6. What does that mean for success? Move from:   Fundraising to fund development   Organizational to donor-centered   Separate tactics to relationship continuum Lisa Hoffman  Coach  Consultant www.lisahoffman.net
  7. 7. What is the donor relationship continuum? Integrated activities that create/deepen relationships with donors: Lisa Hoffman  Coach  Consultant www.lisahoffman.net
  8. 8. What is the donor relationship continuum?   Identify: find new potential donors at every level   Cultivate:   individualized relationships with potential major donors   steady communication with community donors   Acquire: successful ask!   Steward: take exquisite care of donor relationships Lisa Hoffman  Coach  Consultant www.lisahoffman.net
  9. 9. Identify!   Board, staff – culture of giving   Website   Social networking   Events   What else? Lisa Hoffman  Coach  Consultant www.lisahoffman.net
  10. 10. Cultivate! Major donors:  Individual plans  Active management  Always moving towards deepening relationship Lisa Hoffman  Coach  Consultant www.lisahoffman.net
  11. 11. Cultivate! Community donors:  Social networking  E-blasts, e-newsletters  Events  Engagement, whenever possible… Lisa Hoffman  Coach  Consultant www.lisahoffman.net
  12. 12. Acquire! Major donors:  Individual, face-to-face  Right asker  Transformational invitation Lisa Hoffman  Coach  Consultant www.lisahoffman.net
  13. 13. Acquire! Community donors:  Mass campaigns  Email  Direct mail  Social networking  Events  Bolster with phonathons  What else? Lisa Hoffman  Coach  Consultant www.lisahoffman.net
  14. 14. Steward! What is the best way to insure a donors next gift?  Thank them exquisitely, multiple times! Lisa Hoffman  Coach  Consultant www.lisahoffman.net
  15. 15. Steward! Major donors:  Personal thank you letter  Handwritten note  Phone call  Thank you event/activity  What else? Lisa Hoffman  Coach  Consultant www.lisahoffman.net
  16. 16. Steward! Community donors:  Thank you letter  Email describing impact of community support  Annual or semiannual phonathon  Community appreciation event  What else? Lisa Hoffman  Coach  Consultant www.lisahoffman.net
  17. 17. Steward! Why is stewardship critical?  Remember new normal: focused giving  Easier, less expensive to retain donors  Continuing donors more likely to upgrade  What else? Lisa Hoffman  Coach  Consultant www.lisahoffman.net
  18. 18. Jumpstart Your Individual Giving! What happens next?  Continuum continues… Lisa Hoffman  Coach  Consultant www.lisahoffman.net
  19. 19. Jumpstart Your Individual Giving! Bibliography Books   Achieving Excellence in Fund Raising, Henry Rosso; including planned giving, endowment and more.   Beyond Fundraising, Kay Sprinkel Grace; Inspirational and practical guide on moving from fund raising to fund development.   The Board Building Cycle, www.Boardsource.org; Everything an organization needs to recruit and orient board members effectively with clear expectations.   Fund Raising for Social Change, Kim Klein; From grassroots to major gifts, a practical and accessible roadmap to effective fund development.   The Networked Nonprofit, Beth Kanter and Allison Fine; A fascinating and pragmatic look the many opportunities offered by engaging in an interconnected web of networks, including how to create and skillfully navigate such a web   What else? Lisa Hoffman  Coach  Consultant www.lisahoffman.net
  20. 20. Jumpstart Your Individual Giving! Bibliography Websites/Blogs/E-newsletters   Beth's Blog, Beth Kanter; http://www.bethkanter.org/welcome/; Everything you need to know about social networking and nonprofits.   TechSoup; http://home.techsoup.org/pages/default.aspx; Resources for every aspect of technology and e-communications.   Thelar Pekar and Associates; http://www.thalerpekar.com/client_case.php; Smart tools for messaging and communications featured on this website.   Mal Warwick and Associates; http://www.malwarwick.com/; Sign-up for the free newsletter and review back issues for a wealth of information and examples on every aspect of direct marketing and communications, particularly e-strategies, e-mail samples and tactics and more.   What else? Lisa Hoffman  Coach  Consultant www.lisahoffman.net
  21. 21. Jumpstart Your Individual Giving! What are your key takeaways? Lisa Hoffman  Coach  Consultant www.lisahoffman.net

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