Creative Case Statements

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Every organization has a unique story. When a potential donor asks: 'Who are you? Why should I support you?' does everyone in your organization tell the same story? Can you anticipate the key questions? Is your (volunteer) leadership and staff well equipped to answer these questions? This webinar provides practical and creative, low cost tips for developing an effective case. We will show how it can become the single most important communication document in your development toolbox.

Business

Creative Case Statements:
Tell Your Story Effectively
Griet Dehandschutter

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Affordable collaborative data
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Today’s Speaker

Griet Dehandschutter
Principal,
Dehandschutter & Associates Hosting:
Assisting with chat questions:
April Hunt, Nonprofit Webinars Sam Frank, Synthesis Partnership

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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

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

4

Philanthropy is …
connecting with your DONOR’s dreams

5
2

Key principle: people give to people!

Build meaningful and value-based relationships
Connect mind & soul

6

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!

8

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?

10

Tell it from the donor’s perspective…

Tom Ahern, Seeing through a Donor’s Eyes, 13
Emerson & Church Publishers, 2009

Are your key messages a SUCCESS?

Simple
Unexpected
Concrete
Credible
Emotional
Story-containing
Simple
Source: Bernard Ross, The Management Centre, UK 14

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

17

It all starts with your leadership team

18

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

19

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

Focus on cultivating the “critical few”

22

Giving increases with involvement

Source: The Tarnside Curve of Involvement
The Osborne Group 23

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

24

Find the listings for our current season
of webinars and register at:

NonprofitWebinars.com

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一比一原版(QMUE毕业证书)英国爱丁堡玛格丽特女王大学毕业证文凭如何办理

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Creative Case Statements

1. Creative Case Statements: Tell Your Story Effectively Griet Dehandschutter A Service Of: Sponsored by:

2. Affordable collaborative data management in the cloud. A Service Of: Sponsored by:

3. Today’s Speaker Griet Dehandschutter Principal, Dehandschutter & Associates Hosting: Assisting with chat questions: April Hunt, Nonprofit Webinars Sam Frank, Synthesis Partnership A Service Of: Sponsored by:

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 4

6. Philanthropy is … connecting with your DONOR’s dreams 5 2

7. Key principle: people give to people! Build meaningful and value-based relationships Connect mind & soul 6

8. Why do people give? 7

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! 8

10. Any questions? 9

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? 10

12. Is your case compelling? 11

13. The power of storytelling 12

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? 15

17. Any questions? 16

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 17

19. It all starts with your leadership team 18

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 19

21. Now what? 20

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” 22

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 24

26. Embark with confidence! 25

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