Development Cycle

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Development Cycle

  1. 1. The Development Cycle Share your Boys & Girls Club story Learn about the donor Cultivate & Engage Solicitation : Ask for a specific amount based on mission Donor Recognition : Say Thank You Provide Stewardship
  2. 2. The Donor Pyramid Personal Contact & Involvement Amount of Gift Planned Gifts Capital Gifts Major Gifts Renewed Donor Newly Acquired Donor The Universe
  3. 3. Diverse Revenue Streams
  4. 4. Dollars Given in 2007 $306.39 Billion $15.69 Corporations (5.1%) $38.52 Foundations (12.6%) $23.15 Bequests (7.6%) $229.03 Individuals (74.8%) Source: Giving USA Foundation™ – AAFRC Trust for Philanthropy/ Giving USA 2007
  5. 5. Fundraising Principles that Impact your Plan <ul><li>Principles </li></ul><ul><li>Money follows involvement </li></ul><ul><li>Board Giving = 100% </li></ul><ul><li>Best strategies are sequential </li></ul><ul><li>Case </li></ul><ul><li>Value leadership </li></ul><ul><li>Meet donor expectations </li></ul><ul><li>Fundraising is not logical </li></ul>
  6. 6. Money follows involvement! <ul><li>Researching foundations that give to youth services and writing targeted proposals based upon their guidelines to request funding. </li></ul><ul><li>Asking a potential major donor to serve on a planning committee. </li></ul><ul><li>Getting a list of wealthy people in your community and sending them an appeal letter </li></ul><ul><li>Asking board members to have breakfast/lunch with people who you have identified as potential major donors. </li></ul><ul><li>Having a place on your Web site for visitors to sign up for an e-newsletter </li></ul>
  7. 7. Board Giving = 100% <ul><li>Demonstrates commitment to plans </li></ul><ul><li>Motivates others to give </li></ul><ul><li>Focuses board on their role </li></ul><ul><li>Avoids failure </li></ul>
  8. 8. Sequential Fundraising <ul><li>Means </li></ul><ul><li>Big gifts first </li></ul><ul><li>Largest sponsors solicited first </li></ul><ul><li>Most interested and able first </li></ul><ul><li>Challenge gift </li></ul>
  9. 9. Case for Support... is more than “We work with kids and need money.”
  10. 10. Value Leadership! In real estate, it’s location, location, location. In fundraising, it’s leadership, leadership, leadership.
  11. 11. What All Donors Want (BEFORE you ask them again!) <ul><li>Prompt acknowledgement that the gift was received </li></ul><ul><ul><li>Two days from receipt of the gift </li></ul></ul><ul><li>Confirmation that the money was used in the way they intended it to be used </li></ul><ul><li>Updates on progress made because of the Donation </li></ul><ul><li>Donor-Centered Fundraising – Penelope Burk </li></ul>
  12. 12. Fundraising is not logical!
  13. 13. Closing the Gift
  14. 14. Importance of Personal Solicitation
  15. 15. Results? <ul><li>Saw a TV ad </li></ul><ul><li>Heard a radio ad </li></ul><ul><li>Saw a newspaper ad </li></ul><ul><li>Received a letter in the mail </li></ul><ul><li>Asked by someone you respected to make a gift </li></ul>
  16. 16. Presenting Opportunities
  17. 17. Obstacles to Asking <ul><li>Don’t like to “beg” </li></ul><ul><li>Fear </li></ul>
  18. 18. Begging vs. Asking <ul><li>“ We need $” vs. “Your $ will produce results” </li></ul><ul><li>“ We need to pay our bills” vs. “You can help change the life of a child” </li></ul><ul><li>“ You don’t think you can give anything, do you?” vs. “I know you will want to give all you can to help our kids” </li></ul><ul><li>“ We need anything you can spare” vs. “I’ve personally invested $10,000 for this year and I would like you to consider doing the same” </li></ul>
  19. 19. Begging vs. Philanthropy <ul><li>Begging </li></ul><ul><li>Asks for what they can spare </li></ul><ul><li>Presents a hopeless or helpless cause </li></ul><ul><li>Creates no expectation of ROI </li></ul><ul><li>Focuses on Club’s needs </li></ul><ul><li>Philanthropy </li></ul><ul><li>Asks for a specific considered amount </li></ul><ul><li>Presents a solution to a problem </li></ul><ul><li>Expects a ROI </li></ul><ul><li>Helps the donor satisfy a need </li></ul>
  20. 20. FEAR
  21. 21. Steps for Successful Solicitations
  22. 22. Make Your Own Gift <ul><li>It is too hard to ask someone else to do something you are not willing to do </li></ul><ul><li>It shows you are committed </li></ul><ul><li>It will make you a much better solicitor </li></ul>
  23. 23. Think About the Kids <ul><li>Don’t think about the “money” </li></ul><ul><li>Think about the kids, their future, and the impact they have on our community </li></ul>
  24. 24. Choose “Good Prospects” <ul><li>You know you can get a meeting </li></ul><ul><li>You know they have a connection to the Club </li></ul><ul><li>You will feel comfortable asking to do what you have done </li></ul><ul><li>Take a little advice from Ben Franklin… </li></ul>
  25. 25. Call to Meet in Person
  26. 26. Prepare for Meeting <ul><li>Assemble Your Materials </li></ul><ul><ul><li>Case Brochure </li></ul></ul><ul><ul><li>Letter with “ask amount” </li></ul></ul><ul><ul><li>Pledge Card </li></ul></ul><ul><li>Review the Case </li></ul><ul><li>2 nd person </li></ul><ul><li>Outline presentation </li></ul><ul><li>Let staff know </li></ul>
  27. 27. 1. Connecting with your Donor <ul><li>Express Thanks </li></ul><ul><li>Discuss the purpose of the meeting </li></ul>
  28. 28. 2. Personalizing your Case Statement <ul><li>Introduce the Case for Support </li></ul><ul><li>Talk about the Kids </li></ul><ul><li>Share your Own Commitment </li></ul>
  29. 29. 3. Making the Ask <ul><li>“ Will you consider investing $____ to support the BGC of ____ this year?” </li></ul><ul><li>Be SILENT </li></ul>
  30. 30. 4. Answer Questions <ul><li>Answer questions </li></ul><ul><li>Complete the Pledge card or schedule a follow-up. </li></ul>
  31. 31. Stewarding the Donor <ul><li>Send a hand written thank you </li></ul><ul><li>Note any areas of donor interest </li></ul>
  32. 32. 11. Follow Up <ul><li>Schedule a “next step” </li></ul><ul><li>Take “next step” </li></ul><ul><li>Get signed pledge card </li></ul><ul><li>Report to Club staff </li></ul><ul><li>Your job is not done until the pledge card is signed and delivered to Club </li></ul>
  33. 33. 12. Express Gratitude <ul><li>Personal </li></ul><ul><li>Club </li></ul>
  34. 34. Practice
  35. 35. Thank You

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