Five Essentials for a Robust Fundraising Program
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The document outlines five essentials for building a robust fundraising program: 1) Good hygiene, which involves maintaining accurate donor records and policies. 2) Being specific about fundraising goals and needs. 3) Getting over yourself by focusing on donors and their interests and perspectives. 4) Playing nice by collaborating with other departments and building a culture of philanthropy across the organization. 5) Taking action by asking donors for support and addressing objections.
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Five Essentials for a Robust Fundraising Program
- 1. Five essentials to building a robust fundraising program April 16, 2014
- 2. April 16, 2014 Created by Kimberley MacKenzie, CFRE You have brains in your head. You have feet in your shoes. You can steer yourself, any direction you choose. – Dr. Seuss
- 3. April 16, 2014 Created by Kimberley MacKenzie, CFRE • Good hygiene • Be specific • Get over yourself • Play nice • Shit or get off the pot THE Essentials
- 4. April 16, 2014 Created by Kimberley MacKenzie, CFRE
- 5. April 16, 2014 Created by Kimberley MacKenzie, CFRE • Take great care with donor information • Make sure all staff know what to do if someone wants to donate • Make internal controls and policies a priority – Audited financial statements – Gift acceptance policies – Donor Bill of Rights on Website Good Hygiene
- 6. April 16, 2014 Created by Kimberley MacKenzie, CFRE • Don’t mail dead people! • Don’t waste postage on people who don’t live there anymore • Get their names correct! • Collect their email address Data Hygiene
- 7. April 16, 2014 Created by Kimberley MacKenzie, CFRE • Important – Gets message delivered – Gets the piece opened – Gets a response • Make sharing info easy – What does your donation form look like? Data Hygiene
- 8. April 16, 2014 Created by Kimberley MacKenzie, CFRE
- 9. April 16, 2014 Created by Kimberley MacKenzie, CFRE
- 10. April 16, 2014 Created by Kimberley MacKenzie, CFRE Is your road blocked?
- 11. April 16, 2014 Created by Kimberley MacKenzie, CFRE What will you do?
- 12. April 16, 2014 Created by Kimberley MacKenzie, CFRE Play Nice
- 13. April 16, 2014 Created by Kimberley MacKenzie, CFRE • Service • Facilitation • Leadership • Creating and managing change • Influence • Staying positive Our profession is about
- 14. April 16, 2014 Created by Kimberley MacKenzie, CFRE • We don’t arrive with buckets of cash • We are often misunderstood • Used as excuses for other departments And yet…
- 15. April 16, 2014 Created by Kimberley MacKenzie, CFRE Success depends on integration and collaboration.
- 16. April 16, 2014 Created by Kimberley MacKenzie, CFRE • Everyone in an organization has a role to play • What are some ways for you to lead the way? Build a culture of philanthropy
- 17. April 16, 2014 Created by Kimberley MacKenzie, CFRE • Every new staff person or board member is educated on the role the donor plays in the organization • All staff meetings have discussions about donors • Program folks understand they will work with development to meet, interact with and ask donors for gifts • Development staff will work in the program to understand exactly what it is they do — This means getting your hands dirty • Over half of the President’s or CEO’s time is devoted to cultivating donors, either onsite or wherever the donor is • All board members are required to spend time working with program and development staff (board menu?) • The organization creates multiple opportunities for staff, board and donors to engage together during the • Development staff is constantly communicating to the rest of the organization about how they are engaging donors Courtesy of the Veritusgroup.com Ways to build a culture of philanthropy
- 18. April 16, 2014 Created by Kimberley MacKenzie, CFRE Is your road blocked?
- 19. April 16, 2014 Created by Kimberley MacKenzie, CFRE What will you do?
- 20. April 16, 2014 Created by Kimberley MacKenzie, CFRE Be Specific
- 21. April 16, 2014 Created by Kimberley MacKenzie, CFRE • What are you raising money for? • How much do you need? Be Specific
- 22. April 16, 2014 Created by Kimberley MacKenzie, CFRE • Story about a specific solicitation that is presented in real life. (It is awesome! Invite me to share it with your group)
- 23. April 16, 2014 Created by Kimberley MacKenzie, CFRE Is your road blocked?
- 24. April 16, 2014 Created by Kimberley MacKenzie, CFRE What will you do?
- 25. April 16, 2014 Created by Kimberley MacKenzie, CFRE Get Over Yourself
- 26. April 16, 2014 Created by Kimberley MacKenzie, CFRE Where I’m from
- 27. April 16, 2014 Created by Kimberley MacKenzie, CFRE Where my house is.
- 28. April 16, 2014 Created by Kimberley MacKenzie, CFRE My house
- 29. April 16, 2014 Created by Kimberley MacKenzie, CFRE The Kitchen
- 30. April 16, 2014 Created by Kimberley MacKenzie, CFRE The Living room
- 31. April 16, 2014 Created by Kimberley MacKenzie, CFRE
- 32. April 16, 2014 Created by Kimberley MacKenzie, CFRE The View Where David lived
- 33. April 16, 2014 Created by Kimberley MacKenzie, CFRE Everything I did was for David
- 34. April 16, 2014 Created by Kimberley MacKenzie, CFRE Everything we do, we do for our donors We must: Be obsessive Put their interests first Constantly think from their perspective Advocate for them daily Serve them in all we do Love them
- 35. April 16, 2014 Created by Kimberley MacKenzie, CFRE Donors want to know 3 things What does your organization do? Have you changed lives? How? What will my money achieve?
- 36. April 16, 2014 Created by Kimberley MacKenzie, CFRE
- 37. April 16, 2014 Created by Kimberley MacKenzie, CFRE • Best presented in person. Two donor stories
- 38. April 16, 2014 Created by Kimberley MacKenzie, CFRE Is your road blocked?
- 39. April 16, 2014 Created by Kimberley MacKenzie, CFRE What will you do?
- 40. April 16, 2014 Created by Kimberley MacKenzie, CFRE
- 41. April 16, 2014 Created by Kimberley MacKenzie, CFRE
- 42. April 16, 2014 Created by Kimberley MacKenzie, CFRE There are 9 ways that people say NO and only one of them means go away. What are they?
- 43. April 16, 2014 Created by Kimberley MacKenzie, CFRE 9 No’s 1. No, not for this 2. No, not you 3. No, not me 4. No, not unless 5. No, not in this way 6. No, not now 7. No, too much 8. No, too little 9. No, go away Reference: B. Ross. www.managementcentre.co.uk – search for The 9 fundraising Nos
- 44. April 16, 2014 Created by Kimberley MacKenzie, CFRE ASK!
- 45. April 16, 2014 Created by Kimberley MacKenzie, CFRE Is your road blocked?
- 46. April 16, 2014 Created by Kimberley MacKenzie, CFRE What will you do?
- 47. April 16, 2014 Created by Kimberley MacKenzie, CFRE
- 48. April 16, 2014 Created by Kimberley MacKenzie, CFRE You are not your resume, you are your work. – Seth Godin
- 49. April 16, 2014 Created by Kimberley MacKenzie, CFRE Kimberley MacKenzie, CFRE k@kimberleymackenzie.ca www.kimberleymackenzie.ca 289-231-1339 Thank you