This document provides information about nonprofit fundraising and development. It discusses key concepts like the fundraising cycle, sources of contributions, recipient organizations, case components for fundraising, the development process, board member responsibilities, and how to write an effective development plan. Key points include the importance of identifying potential donors and gift ranges, cultivating relationships, stewardship, and establishing recurring donations through an annual fund.
Diversify Your Fundraising, at introduction to fundraising planning. Worksheets that will help you to take stock of your strengths. An Assets Inventory from the Foundation Center Cleveland.
Michael J. Worth presents to United Way NCA partners on fundraising and understanding donors.
Learn more about United Way NCA events for our partners:
http://www.unitedwaynca.org/events/members
We design and build executable solutions for your fundraising challenges. We also work with givers to increase their joy in philanthropy. We believe this combination forms a sustainable charitable community.
In today’s economic climate, there is more pressure than ever to ensure a steady stream of fundraising revenue and increase fundraising results with limited resources. To meet that challenge one must analyze current fundraising activities and develop an effective annual development plan to capitalize on strengths and improve areas of weakness. At the October 20, 2011 AFP Northeast Indiana luncheon, fundraising consultant Robert Croft, CFRE presented this program to show you how to conduct a self guided development audit to evaluate your current fundraising efforts, which donor metrics are most critical to track for growth, and how to create a plan that is unique to your organization that will improve your fundraising results.
Diversify Your Fundraising, at introduction to fundraising planning. Worksheets that will help you to take stock of your strengths. An Assets Inventory from the Foundation Center Cleveland.
Michael J. Worth presents to United Way NCA partners on fundraising and understanding donors.
Learn more about United Way NCA events for our partners:
http://www.unitedwaynca.org/events/members
We design and build executable solutions for your fundraising challenges. We also work with givers to increase their joy in philanthropy. We believe this combination forms a sustainable charitable community.
In today’s economic climate, there is more pressure than ever to ensure a steady stream of fundraising revenue and increase fundraising results with limited resources. To meet that challenge one must analyze current fundraising activities and develop an effective annual development plan to capitalize on strengths and improve areas of weakness. At the October 20, 2011 AFP Northeast Indiana luncheon, fundraising consultant Robert Croft, CFRE presented this program to show you how to conduct a self guided development audit to evaluate your current fundraising efforts, which donor metrics are most critical to track for growth, and how to create a plan that is unique to your organization that will improve your fundraising results.
For most nonprofits, planning for their future isn't the first thing on their minds. That's why the California Community Foundation in Los Angeles developed the Planned Giving Toolkit to assist nonprofits expand their fundraising horizons and better prepare for their future.
This is the presentation that accompanied a series of free workshops CCF held across the county to help nonprofits implement planned giving programs. This presentation can be used by any nonprofit to present to their boardmembers, donors, and others who would be interested in being leaving planned gifts.
To grow philanthropy in the new economy, savvy nonprofit board members, executives and advancement leaders have increased efforts to solicit major gifts. Learn how to align a fundraising team to secure “stretch gifts.” Gain insights to help develop and execute strategies for your team to discover, qualify, engage and ask the right donor-investors. This webinar will offer ways to reach and find resonance with donor-investors and to sustain a compelling conversation for effective engagement and solicitation of major gifts. Hear how to execute a fundraising plan that brings real returns on investment.
An audit of your fund development program is an essential element of developing your fundraising plan. This approach assesses all aspects of your organization through your fundraiser eyes.
Description: A good fundraising pyramid has a strong base of support from many individual donors who give smaller gifts. For many donors, this is their point of entry to your organization. Moving donors up the pyramid through their giving is imperative to building our organizations capacity to grow and serve our communities. Major gift donors are those we reach out to individually, one-on-one. How we do this effectively and based on donor needs.
This interactive session will answer your questions and present how to: Determine who are your potential major donors and how many you can handle effectively, Use electronic screening-if appropriate, Use tools effectively to engage donors from annual giving to major gift giving, Engage the Board in giving and getting, Determine case for support, and Create a cultivation and solicitation plan for each donor.
A Scientist in Your Event Fundraising DepartmentJono Smith
Presented at the 2011 Run Walk Ride Fundraising Conference in Atlanta, Georgia.
Sure, you have a plan for communicating with your constituents online, but are you doing it in the most analytical way possible? Different people respond to different messages in different ways, based on their affinity to your cause and their past or current behaviors. This session will share lessons learned from segmenting online communications for some of the largest fundraising events in the country. From identifying audience segments, to targeting communications, to tracking the final results of each campaign, this session will feature strategies for increasing your marketing and fundraising results through more targeted online communication.
This session will be targeted to organizations who are already utilizing basic e-mail communications methods with their constituent populations. We will give you strategies and tactics to take your communications to the next level.
Session Takeaways:
1) How to segment with descriptive analysis
2) How to target with predictive analysis
3) How to analyze the impact of your segmentation & targeting strategy
Fundraising from America: A Guide Planned Giving ProgramsAdam Davidson
Does a Charitable Remainder Trust, Beneficiary Designation, Bequest of Shares or Tangible Personal Property, Annuity or Charitable Lead Trust mean anything to you? If it doesn’t spend an hour with us and it will. These are sophisticated giving methods by which you can tempt your highest givers to make larger donations to you. It’s not difficult but it is very common in America and many of your donors will have been offered these methods by the nonprofits and other organizations they support. You need to know about them in order to be able to compete effectively.
The analysis of data within a prospect management system can be used to evaluate fundraising effectiveness, assist with strategic planning, and inform management decision making. This session will cover what is important to monitor, how to establish benchmarks, and how to set up progress reporting and analysis.
Presenters:
Josh Birkholz, Director of DonorCast Analytics, Bentz Whaley Flessner
"Fund Raising and Revenue Generation" module lead by Shifa Soomar from ISB (Diffusion Pune - 2 day residential workshop for non-profit and social enterprises)
For most nonprofits, planning for their future isn't the first thing on their minds. That's why the California Community Foundation in Los Angeles developed the Planned Giving Toolkit to assist nonprofits expand their fundraising horizons and better prepare for their future.
This is the presentation that accompanied a series of free workshops CCF held across the county to help nonprofits implement planned giving programs. This presentation can be used by any nonprofit to present to their boardmembers, donors, and others who would be interested in being leaving planned gifts.
To grow philanthropy in the new economy, savvy nonprofit board members, executives and advancement leaders have increased efforts to solicit major gifts. Learn how to align a fundraising team to secure “stretch gifts.” Gain insights to help develop and execute strategies for your team to discover, qualify, engage and ask the right donor-investors. This webinar will offer ways to reach and find resonance with donor-investors and to sustain a compelling conversation for effective engagement and solicitation of major gifts. Hear how to execute a fundraising plan that brings real returns on investment.
An audit of your fund development program is an essential element of developing your fundraising plan. This approach assesses all aspects of your organization through your fundraiser eyes.
Description: A good fundraising pyramid has a strong base of support from many individual donors who give smaller gifts. For many donors, this is their point of entry to your organization. Moving donors up the pyramid through their giving is imperative to building our organizations capacity to grow and serve our communities. Major gift donors are those we reach out to individually, one-on-one. How we do this effectively and based on donor needs.
This interactive session will answer your questions and present how to: Determine who are your potential major donors and how many you can handle effectively, Use electronic screening-if appropriate, Use tools effectively to engage donors from annual giving to major gift giving, Engage the Board in giving and getting, Determine case for support, and Create a cultivation and solicitation plan for each donor.
A Scientist in Your Event Fundraising DepartmentJono Smith
Presented at the 2011 Run Walk Ride Fundraising Conference in Atlanta, Georgia.
Sure, you have a plan for communicating with your constituents online, but are you doing it in the most analytical way possible? Different people respond to different messages in different ways, based on their affinity to your cause and their past or current behaviors. This session will share lessons learned from segmenting online communications for some of the largest fundraising events in the country. From identifying audience segments, to targeting communications, to tracking the final results of each campaign, this session will feature strategies for increasing your marketing and fundraising results through more targeted online communication.
This session will be targeted to organizations who are already utilizing basic e-mail communications methods with their constituent populations. We will give you strategies and tactics to take your communications to the next level.
Session Takeaways:
1) How to segment with descriptive analysis
2) How to target with predictive analysis
3) How to analyze the impact of your segmentation & targeting strategy
Fundraising from America: A Guide Planned Giving ProgramsAdam Davidson
Does a Charitable Remainder Trust, Beneficiary Designation, Bequest of Shares or Tangible Personal Property, Annuity or Charitable Lead Trust mean anything to you? If it doesn’t spend an hour with us and it will. These are sophisticated giving methods by which you can tempt your highest givers to make larger donations to you. It’s not difficult but it is very common in America and many of your donors will have been offered these methods by the nonprofits and other organizations they support. You need to know about them in order to be able to compete effectively.
The analysis of data within a prospect management system can be used to evaluate fundraising effectiveness, assist with strategic planning, and inform management decision making. This session will cover what is important to monitor, how to establish benchmarks, and how to set up progress reporting and analysis.
Presenters:
Josh Birkholz, Director of DonorCast Analytics, Bentz Whaley Flessner
"Fund Raising and Revenue Generation" module lead by Shifa Soomar from ISB (Diffusion Pune - 2 day residential workshop for non-profit and social enterprises)
Sponsorships Made Simple: Secrets to Improving Your Fundraising SuccessKate Alvarado
Sponsorships Made Simple: Secrets to Improving Your Fundraising Success
Creating Meaningful Relationships to Create More Mission
PRSA Presentation: May 23, 2012
Year End Fundraising Assoc Fundraising Professionals (MD) Presentationastaten
AFP 2012 Giving Trends & End of Year Fundraising Strategies presentation.
Anastasia Staten shared specific end of year fundraising strategies for direct response (mail,phone, email), annual giving, and mid-level donors. Best practices, success stories (with metrics) and tips for successful end of year fundraising planning was presented for attendees to use within their organizations.
Recruiting and Building a Strong and Effective BoardBloomerang
https://bloomerang.co/resources/webinars/
Today more than ever nonprofits boards are expected to raise significant amounts of money. Join Keith Curtis and Jay Love for a discussion on nonprofit boards. Keith’s extensive work with nonprofits over the past 30 years has provided the opportunity to interact with a wide variety of nonprofit boards of different sizes and levels of experience.
Back to Basics: 3 Principles to Acquire, Retain, and Upgrade Your DonorsBlackbaud
Donor acquisition, retention, and upgrades are key drivers of a successful fundraising program. Improving these positively impacts your organization’s overall fundraising performance. In this presentation, Jeffrey Haguewood, Co-Founder of Sidekick Solutions, shares his back-to-basics approach to acquiring, retaining, and upgrading donors and how you can implement 3 simple principles to help your organization raise more funds for its cause.
A presentation (PowerPoint) on nonprofit capital campaigns for arts organizations, given at a November 2008 workshop offered jointly by the Massachusetts Cultural Council and the Nonprofit Finance Fund.
Whether you have a "one-person shop" or a team of development professionals, achieving the maximum, sustainable results depends upon a clear understanding of what you need to do to get to the next level of support.
This webinar will emphasize that there really are ONLY two ways to increase your (and your program's) success: by increasing the number of people who give and by increasing the average level of support.
We'll discuss how to be truly successful - and here's a little preview...you must DO BOTH!
As nonprofits consider the problem of program sustainability and capacity building; volunteers are a part of the answer. Effective organizations seek to engage volunteers in a variety of roles and responsibilities. This presentation provides information organizations can use as they seek to implement a volunteer program. This information will be helpful for organizations with current programs as ongoing review and revision is a part of effective volunteer management.
Engaging volunteers effectively to create change requires organization and planning. This presentation provides tips and tools that can be used by organizations as they implement service projects whether a small, episodic project or a multi-event engaging hundreds of volunteers.
In today’s fast-paced environment, it’s hard to keep up with tactics to reach the newsroom desk or blogger computer screen. In this workshop, we will discuss traditional and new media outlets and how to develop relationships with the media to build awareness of your organization.
Effective advocacy not only includes working with elected officials, but also involves strategic interaction with the media and the public. This session is broken down into two sections. The first half of the training will focus on the tricks of the trade for effective media relations, including understanding the different types of media outlets, developing effective letters to the editor campaigns, and techniques for pitching local and statewide media to help gain increased coverage for your organization and its advocacy priorities. During the second half, the session presenters will talk about the use of social media and how to effectively use such mediums for advocacy with legislators, the media, and the general public.
1. Boards and Fundraising
Carole J. Pence, MI
President
Pence Consulting
906 228 2972
cpence@aol.com
www.penceconsulting.com
Indiana University, The Fund Raising School Material
Used With Permission
2. Fundraising is the gentle
art of teaching the joy of
giving.
- Hank Rosso
3. The Fund Raising Cycle
Starts with Awareness of Marketing Principles
Examine the Case
Define
Objectives
Renew the Gift
Prepare Needs
Solicit the Statement
Gift
Expand Analyze Market
Volunteer Corps Requirements
Prepare
Involve
Communication plan
Volunteers
Prepare Fund Validate Needs
Raising Plan Statements
Evaluate Gift
Identify Potential Giving Sources
Select Fund Market
Raising Vehicle
4. 2007 CONTRIBUTIONS:
$306.39 BILLION
BY SOURCE OF CONTRIBUTION
Corporations
Foundations
$15.619
$38.52
Bequests 5.5
12.6%
$23.15
7.6%
Individuals Individuals
$222.89 $229.03
74.8%
75.6%
Source: Giving USA Foundation™ / Giving USA 2008
5. 2007 CONTRIBUTIONS:
$306.39 BILLION BY
TYPE OF RECIPIENT ORGANIZATION
International Foundations Unallocated
affairs giving
$27.73
$13.22 $23.67
9.1%
7.7%
4.3%
Religion
$102.32
Environment 33.4%
$6.96
2.3%
Public-society
Education
benefit Human Services
$43.32
$22.65 $29.64
14.1 %
7.4% 9.7%
Arts, culture,
and humanities
$13.67
4.5%
Source: Giving USA Foundation™ / Giving USA 2008
Foundation™
6. Case Components Page 1 of 2
Case Components Must Articulate
Mission Awareness, insight to problem
Goals Desired achievement
Objectives What’s in place
Programs Service to people (stories)
Governing Board Character, quality of
organization
Staffing Qualifications, strengths
7. Page 2 of 2
Case Components Must Articulate
Facilities, Equipment Advantages, Strengths,
Effectiveness
Finances Validate Need for Philanthropy
Planning, Evaluation Documents, Commitments,
Strengths, Impact
History Heroic Saga, Credibility
8. Case Questions
Why does the organization exist?
What services do you provide o meet the
need or solve the problem?
Why should prospective donors
(individuals, corporations, foundations)
provide gifts?
What benefits do donors get for giving?
9. Market Validation
If the fundraising markets do not
understand the importance of the needs
being address you will have difficulty
fundraising.
If the market doesn’t know what the
nonprofit needs or that it even exists it is
almost impossible to raise money.
10. Some Important Definitions
Cultivation is a method of making
prospects aware of the need for an
organization’s services and for their
support.
Donor acquisition is the organization’s way
of saying the solicitation was successful
and we acquired a new donor.
Donor appreciation: Expressing thanks!
11. Thinking Like A Donor
Donor’s want to feel like they are investing
in a cause rather than giving their money
away.
Having made a decision to give, a donor
wants to believe that everyone in the
organization knows who they are and what
they did to support the cause.
12. The Development Process
Planned Gift
Linkage Big Gift
Involvement Major
Advocacy Special Gift
Upgraded Donor
------------------------------------------------
Repeat Donor Linkage
Donor Ability
Prospect Interest
13. The Development Process
Identify Prospects
Qualify prospects
Convert Prospects into donors
Increase their last gift
Secure special gift (amount will vary)
Secure major gift ($5,000, $10,000, 1,000,000)
Secure big gift….biggest lifetime gift (one time)
Secure planned gift
14. Planned Gift Donor
Capital Donor
Special/Major
Gift Donor
Renew/Upgraded Donor
First Time Donor
Universe of Prospects
15. Ladder of Effectiveness
Personal: face-to-face (team of two or
face-to-
one person with relationship)
Personal letter (on stationary with
telephone follow-up)
follow-
Personal telephone call (with mail
follow-
follow-up)
Personalize letter
Personal e-mail solicitation
e-
16. Ladder of Effectiveness
Telephone solicitation
Impersonal e-mail solicitation
e-
Impersonal letter/direct mail
Impersonal telephone/telemarketing
Fund raising benefit/special event
Door-to-
Door-to-door
Media/advertising
17. Thinking Like A Donor
Some donors want financial information, annual
reports, basically facts and figures.
Others want a relationship with the organization
and to feel a part of a worthy cause. These
types of donors want stories and pictures.
Another may want the bottom line, what do you
want from me; what will I get; and how much. A
bullet point presentation.
But all donors want respect, kindness, and
appreciation.
18. The Reason for an Annual Fund
Establish the habit of giving
Basis for Planned Giving
Inform donors annually about your
successes and accomplishments
Renew commitments from donors
Develop new donors for donor base
Stewardship opportunity
19. Hierarchy of Effectiveness
Why Board Members need to be
involved in Fundraising
Askers Relationship with Prospect
Peer/volunteer
Askers Level of Giving
Same as Prospect
Shared Qualities
Economic status Mutual Respect
Social Position Interest in Organization
Career Status
20. THE EIGHT STEP MAJOR GIFT MANAGEMENT CYCLE
IDENTIFY
RENEW
QUALIFY
DEVELOP
STEWARDSHIP
STRATEGY
ACKNOWLEDGE CULTIVATE
SOLICIT AND NEGOTIATE
21. Basic Board Responsibilities
Manage Resources Effectively
Determine, Monitor, and Strengthen the
Organization’s Programs and Services
Enhance the Organization’s Public
Standing
Ensure Legal and Ethical Integrity and
Maintain Accountability
Recruit and Orient New Board Members
and Assess Board Performance
22. Individual Board Members
Responsibilities
Attend all board and committee meetings and
functions, such as special events.
Be informed about the organization’s mission,
services, policies and programs.
Review agenda and supporting materials prior to
board meetings.
Serve on committees or task force.
Make a personal financial contribution.
Inform others about the organization.
23. Board Members and Fundraising
Carrying out fiduciary responsibilities.
Agree on the campaign goals,
objectives and case for support.
Approve the Fund Development Plan.
Identify and assist with prospect
research.
Solicit appropriate people for gifts.
Steward donors who give.
24. Writing the Development Plan
Philanthropic Vision
Situation Analysis (Strength, Weaknesses,
Opportunities, and Threats)
Mission Statement and Case for Support
Identification and Analysis of Markets
Financial Ability to Raise Funds
Selecting Donors
27. Writing the Development Plan
Developing Strategies
Income and Expense Budgets
Organizational Infrastructure and
Resources (Who will do what)
Timeline
Communications and Evaluation
28. “You make a living by what you get.
You make a life by what you give.”
Winston Churchill