This document provides 10 tips for small non-profits to go from good to great in fundraising. The tips include educating the board, hiring and training the right staff, setting clear goals, using impactful language, analyzing metrics, retaining donors, integrating tactics across channels, learning from others, and having a bold vision. The tips are presented by two experts in nonprofit fundraising and aim to help small organizations maximize their impact through transformational growth.

1. Small Shop, Big Ideas
& Great Results
10 tips to help you go from good to great
Barbara Stead-Coyle
Jose Van Herpt
AHP 2013 Regional Conference, Halifax

2. Your Presenter
Jose Van Herpt,
CFRE
Principal & Chief
Counsel, Good
Works

3. How we’re gonna do this …

4. Our objective today …

5. •
Small
shop?

6. Big ideas?

7. Great results?

8. ‘Great Fundraising’ Study’
Fundraising greatness delivers the kind
of growth that is transformational for the
organization and its programs either in
scale or in content so that the
organization can multiply its societal
impact.
www.claytonburnett.com

9. Tip #1:
Educate your board

10. Tip #2:
Hire smart, train well
& empower

11. Right people on, wrong people off …

12. 12
Tip #3: Set the right goal
• Be clear on what you’re
trying to do with your
pyramid
• Stabilize the base
• Grow the base
• Grow the vertical

13. • Be realistic
about growth
• Set long-term
direction
• Know how you
intend to
measure
success
13

14. The spreadsheet is your friend
14

15. Tip #4:
Use words &
language that
matters

16. Words that matter to fundraisers
•

17. Words that matter to donors

18. TELL YOUR
STORIES

22. Case for
support
Key
messages
Stories
Emotion

23. Tip #5:
•
Know your numbers
• Benchmarks/KPI’s
• Donor file size
• Average gifts & gift
frequency
• ROI
• Audit Gryphon Report

24. Tip #6: Donor retention
• Service
• Stewardship
• Preferences
• Accountability
• Listening

25. •

28. Tip #7:
Small can
be an
advantage

29. Tip #8: Integrate tactics

31. Email & Mail

34. Tip #9:
Look outside
of your
universe for
learning,
ideas &
inspiration

36. Tip #10:
Dare to
believe

37. •
Terry Fox
believed

38. Scott
Harrison
believes
www.charitywater.org

39. •

40. Time to talk about you!

41. www.simonejoyaux.com
www.aherncomm.com
www.sofii.org
www.fundraisingisbeautiful.com
www.theagitator.net
www.goodworksco.ca
www.sethgodin.com
www.futurefundraisingnow.com
www.grassrootsfundraising.org