The document is a presentation by Griet Dehandschutter on creating effective case statements for nonprofits, focusing on storytelling as a crucial tool for connecting with donors. It outlines the importance of understanding motivations for giving, structuring compelling messages, and involving leadership in the process. The presentation emphasizes flexibility in adapting case statements to different audiences and maintaining strong relationships with donors to inspire contributions.

1. Creative Case Statements:
Tell Your Story Effectively
Griet Dehandschutter
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3. Today’s Speaker
Griet Dehandschutter
Principal,
Dehandschutter & Associates Hosting:
Assisting with chat questions:
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4. Creative Case Statements:
Tell Your Story Effectively
Griet Dehandschutter, Principal
Dehandschutter & Associates, Acton, MA
E: griet@dehandschutter.com
www.dehandschutter.com
Nonprofitwebinars, June 8, 2011

5. Agenda
• Philanthropic fundamentals
• The key ingredients for a compelling story
• The value of the drafting process
• Inspiring your leadership to share your story
• Adapting your case
• Now what?
• A real case: the power of images
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6. Philanthropy is …
connecting with your DONOR’s dreams
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2

7. Key principle: people give to people!
Build meaningful and value-based relationships
Connect mind & soul
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8. Why do people give?
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9. Why?
• Why did you join your organization?
• Why are you engaged as a Board member?
• Why are your volunteers involved?
• Why would major donors give?
• Why did you choose to be involved?
The key question of motivation needs to be
addressed throughout your organization!
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10. Any questions?
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11. Your case statement
1. Who are you?
2. What do you want it for?
3. How much do you want?
4. Why should I give?
5. Why now?
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12. Is your case compelling?
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13. The power of storytelling
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14. Tell it from the donor’s perspective…
Tom Ahern, Seeing through a Donor’s Eyes, 13
Emerson & Church Publishers, 2009

15. Are your key messages a SUCCESS?
Simple
Unexpected
Concrete
Credible
Emotional
Story-containing
Simple
Source: Bernard Ross, The Management Centre, UK 14

16. Do you bring a sense of urgency?
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17. Any questions?
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18. The value of the drafting process
Commit Gather Test Use
• Agree on • Facts & • Internally & • Externally, as
process figures, externally door opener
stories, or focused
• Decide who images • Adjust conversation
to involve starter with
• Trim to distill critical few
• Train leaders
• Recruit key & staff to use
volunteer messages the case to • Internally,
leadership tell your story strive for
• Choose a consistency
flexible in messaging
format
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19. It all starts with your leadership team
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20. Adapting your case
• One case, but multiple statements for different purposes
• Different donor prospects (I, F, C) => Different needs
• Choose a flexible format
• Ensure that the design reinforces your branding
• The production does not need to be expensive
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21. Now what?
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22. Presenting your case
Pitfalls Right Approach
Sell Listen
Need Opportunity
Our Goal Donor’s aspiration,
hopes, dreams
Pressure Engagement
Persuasion Inspiration
Source: Janet B. Cady, Children’s Hospital Trust 21

23. Focus on cultivating the “critical few”
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24. Giving increases with involvement
Source: The Tarnside Curve of Involvement
The Osborne Group 23

25. How to reach us?
Griet Dehandschutter, Principal
Dehandschutter & Associates
102 Davis Road, Acton, MA 01720 USA
E: griet@dehandschutter.com
T: + 1(978) 835.3480; F: +1(978) 378.4073
www.dehandschutter.com
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26. Embark with confidence!
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27. Find the listings for our current season
of webinars and register at:
NonprofitWebinars.com
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