Our donors rely on us to use their money effectively, efficiently and as promised. We are representatives of our organizations and those we serve. Donor relations and stewardship is all about delivering on what we promise, keeping donors informed (good news and bad) and engaging them with our organization. This session will discuss best practices in donor stewardship and what methods might work within your organization. At the conclusion of this session, participants will know how to: Create a donor communication plan; including crisis communication, Effectively communicate with donors of all levels, Read, review and share annual report, 990's, organization budgets and investment policies, Cultivate a relationship with a donor that is based on donor needs and interests.

1. Presented by
BarbaraTalisman
www.3talisman.com
www.talismantol.wordpress.com
barbara.talisman@pursuantgroup.com
312.733.7520
DONOR RELATIONS & STEWARDSHIP

2. BarbaraTalisman
Barbara Talisman has more than 20 years of experience in fundraising and nonprofit consulting.
As Vice President, serves as a strategic consultant to Ketchum and Pursuant Agency
clients. Barbara brings her experience in fundraising, board development, executive coaching as
well as facilitating workshops at conferences worldwide. Talisman clients include human
service, healthcare, education, international affairs and arts organizations. Barbara started
fundraising on the campaign trail and began her nonprofit fundraising with the American Heart
Association and continued at the Anti-Defamation League.
She is a well-known and well-respected industry leader with expertise that includes board and
membership development, donor cultivation programs, major gift solicitation and grant
writing, volunteer recruitment and corporate partnership. A social media early adopter, she
demonstrates her talents and proficiency in online communication through her presence on,
Twitter, an e-mail newsletter, and her blog, Talisman Thinking Out Loud. Barbara also has a
radio show called Making a Difference, where she interviews nonprofit thought leaders who
share how they are inspiring change and rising to meet challenges with solutions that
effectively advance their causes.
Barbara is an Association of Fundraising Professionals (AFP) certified Master Trainer. She
speaks at industry conferences around the world and leads workshops on many fundraising and
nonprofit topics. Barbara has written for influential industry publications including Fund
Raising Management, Fundraising Success, Advancing Philanthropy, and Clout. A member of
the AFP Chicago, Barbara was honored with the President's Award from the Chicago chapter for
her outstanding service to the chapter and to the fundraising profession.
Barbara holds a Bachelor's degree from Case Western Reserve University. She has continued
her education through workshops and classes at ZingTrain, BoardSource, The Institute for
Charitable Giving, Vanderbilt University, AFP regional and international conferences, and
Indiana University School of Philanthropy.

3. ROUTE MAP
 Donor Centered Relationship
 What is stewardship?
 Who to “steward”?
 How to “steward”?
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Q & A throughout

4. 4
DEFINITION OF
“Donor relations and stewardship
professionals support the
development profession by
recognizing and thanking donors
in a fashion that will cultivate future giving
to nonprofit organizations.”

5. 5
DEFINITION COURTESY OF UC
BERKELEY NANCY MCKINNEY
 Donor Relations: The overall effort that
enhances and advances the donor’s
connection to the organization by
strengthening association and providing
relationship value
 Stewardship: Activities that aid us in
meeting the core responsibilities of
accountability and communication with
the donor

6. Annual Gifts
Email, letters, phone bank, social media
Mass communication but personalized, PURLS, ask
them to raise their hand.
Major Gifts
One-on-one communication, in person, with others,
Receptions and special recognition opportunities
Ultimate Gifts
More involvement based on interests
One on one, personalize, more time

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8. 8
AFTER THE GIFT
 Acknowledgement
 Recognition
 Reporting

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ACKNOWLEDGEMENT
 Thank you letters
 Gift receipts
 Who thanks when?

10. 10
RECOGNITION
 Giving clubs
 Annual Fund
 Planned Giving
 Major Giving
 Endowments/Capital
 Annual/Cumulative/Legacy
 Cash v. Pledges

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REPORTING
 Transparency
 How often?
 Fiscal responsibility
 Think investor relationship
 More than annual reporting

12. 12
COMMUNICATION
 How often?
 What kind?
 When?
 What method?
 Based on donor needs, interest

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ALL ABOUT THE DONOR
 Ask them what they want?
 Preferred method of communication
 What are their interests so we talk to
them about those interests
 Surprise them

15. Annual Gifts
Email, letters, phone bank, social media
Mass communication but personalized, PURLS, ask
them to raise their hand.
Major Gifts
One-on-one communication, in person, with others,
Receptions and special recognition opportunities
Ultimate Gifts
More involvement based on interests
One on one, personalize, more time

16. KEYS TO SUCCESS
 Based on donor interests
 Listening carefully
 Deliver on promises
 Appropriate recognition
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17. LIVE IT – EVERYDAY
 Partner with donors or prospects
 Thank you calls to donors
 Site visits to organization events,
programs
 Personal notes
 Ongoing
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18. 18

19. JUST DO IT!
If you can read this you are
not visiting with donors!
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20. TO FIND OUT MORE…
 312.733.7520
 Email
barbara.talisman@pursuantgroup.com
 www.pursuantgroup.com
 www.talismantol.wordpress.com
 @BTalisman
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