4. Fundraising Best Practices
4 #bbcon
Religion
Identify
Who are potential donors?
Develop individualized plans for engagement
Cultivate
Listen and involve
Meet face to face
Make it personal
Solicit
Who is best person to ask?
Tell story and ask donor to join you in person
Steward
Follow up and engage
Provide info on impact of support
5. Building Donor Relationships
5 #bbcon
Spend time with donors; not a transaction
Build trust
Develop emotional connection
Become a philanthropic priority
10. Where Dollars Go
10 #bbcon
Source: “2010 Study of High Net Worth Philanthropy” by Bank of America, Merrill Lynch & Indiana University Center on Philanthropy
12. HNWI: Motivations for Giving
12 #bbcon
Make a difference
Have a meaningful relationship with nonprofit
Know and respect people involved (board and staff)
Understand mission and needs
Able to see measurable results
Feel communication has substance, is meaningful and consistent
Personally asked for gift
13. HNWI: Why They Don’t Give
13 #bbcon
They’re not asked
Prior giving unacknowledged/not acknowledged enough
Provided insufficient information by nonprofit
Asked by the wrong person
No direct personalized appeal
No one asked them to give again
14. HNWI: Why They Don’t Give
14 #bbcon
Top reason why HNWI stopped giving to a nonprofit:
“Too frequently solicited or
asked an inappropriate amount”
Source:2012 Study of High Net Worth Philanthropy by Bank of America
15. HNWI: Summary
15 #bbcon
Focus giving on smaller number of nonprofits
See giving as investment
To be a philanthropic priority, cultivation is important andunique to every prospect
16. Cultivation Steps
16 #bbcon
Before you can invite, you must:
Identify
Inform/Interest
Involve
18. Identify Best Prospects
18 #bbcon
Start with current donors:
Major gift donors
Loyal, consistent donors with capacity to make major orplanned gifts
One time donors with capacity
Volunteers
Prospects with relationship to board
20. Inform/Interest Prospects
20 #bbcon
Educate them about your mission and its results
Have a conversation, listening is critical
What’s their motivation for getting involved?
Connect with them emotionally
What is the right fundraising match for each prospect
Find out prospect’s idea of ROI
22. Involve Prospects
22 #bbcon
Ask for advice
Open doors
Participate in campaign planning study
Take part in a mission related activity
Volunteer
Serve on a committee
Join the board
Consider a current/planned gift
24. Implement a Stewardship Plan
24 #bbcon
A written document outlining cultivation steps
Identify, evaluate, and assign solicitors to prospects
Schedule in-person meetings with potential donors
Invite prospects and current donors on tours
Ensure donors are properly cultivated and ready to be asked
Communicate frequently with donors through phone calls, thank-you notes, and newsletters
26. What Donors Want
26 #bbcon
Be updated on last gift before being asked again
Feel appreciated—receive thank you calls and one-on-one communication
Have a meaningful relationship with organization
Know what you intend to do with their gift
Know their gift makes a difference
27. 27 #bbcon
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