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Board development presentation
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- 6. Cultivation ID/Qualify Research Strategy Stewardship Development Meeting and Gift Cultivation
Editor's Notes
- Thank the work groupMy background: I have been working in the field of development for 5 years. I’ve worked with donors, corporate sponsors, program officers at foundations, and planned events in order to raise the profile of organizations and engage new individuals. I’ve worked in partnership with Executive Director’s and also planning committees. As many of you may know, I also just finished my master’s degree, and had an opportunity to teach an undergraduate course about organizational development and leadership. I’m excited to be here, and support Remy and you all in developing a successful and sustainable fundraising strategy. My presentation will be brief, and will consist of three parts. First, I’ll introduce my work broadly, second I’ll discuss where I focus my fundraising efforts, and third, discuss your role in fundraising and development. I’d like to work in partnership with one another. I am here to support you so we are successful in sustaining our work. Tiffany and Nathan points to hit: During the presentation, think about how you want to be involved in fundraising; and Clarify three things each of us will do to advance individual giving.
- Here is a pie chart of our overall revenue from fundraising from our 2012 adopted budget. Obviously, we are funded primarily through foundations, which is not alarming. It is typical for an organization like ours, young, and under $1 million to be funded by grants. However, it will be important for us create a more diverse funding stream, and along the way discover what our strengths are to prepare us for the future.
- The primary areas of my work fall into these four categories. Grants, Individual Donors, Appeals, and the Conference coming up in December.It’s important to keep in mind that all fund development has to do with building relationships. Further, especially here, growing our individual giving also speaks to the community’s value on our work. Grants – I act as the grants manager, which means that I coordinate staff to write proposals and reports, I work with program officers to ensure we are following grant guidelines and deepen our relationship with them, and I manage the calendar for grants. I currently also am prospecting some new grants. This also includes asking labor for funding. Individual Giving –In order for B&PC to be sustainable, we will need to increase our individual giving. What I do now: I am getting to know our individual major donors, (those who give $1,000 or more, OR who have the capacity for this) through meetings with Remy. I create strategies for engaging each of these individuals based on their interests, what I learn from Remy, and researching their capacity. (In partnership with CBPP). Appeals – I have run one campaign since I started, an online and postcard appeal. This was an opportunity to be creative in how we communicate, possibly engage new donors who weren’t familiar with our work, and raise our profile in new ways. Talk about future appeals.Conference: Right we are in the thick of sponsorship for our first annual conference, and working with partners. It is important to develop relationships with our sponsors so that we can continue to have their support for future conferences. RTD = $12,500
- This chart is a snapshot of our individual giving pipeline. Donor gift charts are a tool used by almost all development officers in the field. It helps to see how many individuals are giving in what range, year over year. What we want to see in a donor gift chart: enough donors in the pipeline to increase giving at the next level. As you can see, in 2006, we had very few individuals giving to us. As the years continued, we grew our donor base, and you can see in 2011 the number of individuals increased significantly because of our luncheon. I know you had a large part of bringing those guests, so thank you for introducing a new audience to us. Individual fundraising is both an “art” and a “science”. It is about meeting with donors, getting to know them, learning what they’re interested in. And it’s also about the numbers. It involves researching individuals, assessing how many individuals are giving at what levels, ensuring that individuals are increasing their gifts, and looking at raw numbers to forecast for future years. What we want is to be feeding the pipeline, by introducing new people to us through outreach, appeals, and other types of communications. The more people entering the pipeline, the greater the opportunity for increased giving.
- A large focus of my work is major gifts. We are in a good place, and have several major donors who are interested in our work. These two pie charts show our growth for individual giving from 2012 to 2013, particularly for major donors. Individual giving follows the 80/20 rule, and it’s even more like 90/10 for nonprofits. 90% of our total revenue from individuals comes from only 10% of all givers. This is extremely significant and means that major donors require sophisticated strategic planning, care, cultivation, stewardship, and time for them to be close to the organization and sustain their giving. It’s also a numbers game, because as a rule of thumb, for every 4 people who are asked, we can estimate that 1 will actually make a gift. Our 2013 budget reflects growing our individual giving. Here are the strategies to be successful:Retain donors from 2011 Luncheon through targeted outreach, such as making personal calls to prospective major donors to thank them, sending a segmented appeal during the year-end giving campaign, and continuing to keep them informed about our research and products. Increase Major Gifts by identifying new prospects, developing individual giving plans for each donor.Grow outreach opportunities with research product, highlighting staff as experts, and creative marketing and fundraising appeals; andBoard Engagement. Our fundraising is successful when we work together, and you, as the board, will be successful if I am here to support you.
- This slide is a representation of the donor cultivation cycle. Walk through each step:ID/Qualify – Identifying potential donors who would be a good fit for the organization, who have capacity, Cultivation – bringing them closer to the organization, includes introducing potential donors, inviting donors to eventsStrategy Development – Just what it is, building a plan for bringing in a gift through research, meetingsMeeting and Gift – donors should always be aware that the meeting is to ask for a giftStewardship – includes recognition, continuing to keep them close, sharing posts, inviting to events