The document outlines strategies for enhancing individual giving in non-profit organizations, emphasizing a shift from traditional fundraising to donor-centered fund development. It discusses the importance of the donor relationship continuum, which includes identifying, cultivating, acquiring, and stewarding donor relationships for increased engagement and support. Additionally, it highlights the need for personalized approaches and effective stewardship to retain and upgrade donor contributions.

1. Jumpstart Your Individual Giving!
2013 Non-Profit Boot Camp
LISA HOFFMAN • COACH •
CONSULTANT
October 10, 2013, 1:40 PM-2:55 PM

2. Jumpstart Your Individual Giving!
What are your expectations?
Lisa Hoffman  Coach  Consultant
www.lisahoffman.net

3. Jumpstart Your Individual Giving!
Our time together…
 The “new normal…”
 Our strategic lens
 Key individual giving tactics
 Your questions!
Lisa Hoffman  Coach  Consultant
www.lisahoffman.net

4. What is the New Normal?
 Focused giving: fewer organizations, larger gifts…
 Impact: “We do good work” not good enough…
 Work smart: “99%” works harder to raise money…
Lisa Hoffman  Coach  Consultant
www.lisahoffman.net

5. What is the New Normal?
 Real engagement: Generations X – Y – Millennials…
 Social networking!
Lisa Hoffman  Coach  Consultant
www.lisahoffman.net

6. What does that mean for success?
Move from:
 Fundraising to fund development
 Organizational to donor-centered
 Separate tactics to relationship continuum
Lisa Hoffman  Coach  Consultant
www.lisahoffman.net

7. What is the donor relationship continuum?
Integrated activities that create/deepen
relationships with donors:
Lisa Hoffman  Coach  Consultant
www.lisahoffman.net

8. What is the donor relationship continuum?
 Identify: find new potential donors at every level
 Cultivate:
 individualized relationships with potential major donors
 steady communication with community donors
 Acquire: successful ask!
 Steward: take exquisite care of donor relationships
Lisa Hoffman  Coach  Consultant
www.lisahoffman.net

9. Identify!
 Board, staff – culture of giving
 Website
 Social networking
 Events
 What else?
Lisa Hoffman  Coach  Consultant
www.lisahoffman.net

10. Cultivate!
Major donors:
 Individual plans
 Active management
 Always moving towards deepening relationship
Lisa Hoffman  Coach  Consultant
www.lisahoffman.net

11. Cultivate!
Community donors:
 Social networking
 E-blasts, e-newsletters
 Events
 Engagement, whenever possible…
Lisa Hoffman  Coach  Consultant
www.lisahoffman.net

12. Acquire!
Major donors:
 Individual, face-to-face
 Right asker
 Transformational invitation
Lisa Hoffman  Coach  Consultant
www.lisahoffman.net

13. Acquire!
Community donors:
 Mass campaigns
 Email
 Direct mail
 Social networking
 Events
 Bolster with phonathons
 What else?
Lisa Hoffman  Coach  Consultant
www.lisahoffman.net

14. Steward!
What is the best way to insure a donors next gift?
 Thank them exquisitely, multiple times!
Lisa Hoffman  Coach  Consultant
www.lisahoffman.net

15. Steward!
Major donors:
 Personal thank you letter
 Handwritten note
 Phone call
 Thank you event/activity
 What else?
Lisa Hoffman  Coach  Consultant
www.lisahoffman.net

16. Steward!
Community donors:
 Thank you letter
 Email describing impact of community support
 Annual or semiannual phonathon
 Community appreciation event
 What else?
Lisa Hoffman  Coach  Consultant
www.lisahoffman.net

17. Steward!
Why is stewardship critical?
 Remember new normal: focused giving
 Easier, less expensive to retain donors
 Continuing donors more likely to upgrade
 What else?
Lisa Hoffman  Coach  Consultant
www.lisahoffman.net

18. Jumpstart Your Individual Giving!
What happens next?
 Continuum continues…
Lisa Hoffman  Coach  Consultant
www.lisahoffman.net

19. Jumpstart Your Individual Giving!
Bibliography
Books
 Achieving Excellence in Fund Raising, Henry Rosso; including planned giving, endowment and
more.
 Beyond Fundraising, Kay Sprinkel Grace; Inspirational and practical guide on moving from fund
raising to fund development.
 The Board Building Cycle, www.Boardsource.org; Everything an organization needs to recruit
and orient board members effectively with clear expectations.
 Fund Raising for Social Change, Kim Klein; From grassroots to major gifts, a practical and
accessible roadmap to effective fund development.
 The Networked Nonprofit, Beth Kanter and Allison Fine; A fascinating and pragmatic look the
many opportunities offered by engaging in an interconnected web of networks, including how to
create and skillfully navigate such a web
 What else?
Lisa Hoffman  Coach  Consultant
www.lisahoffman.net

20. Jumpstart Your Individual Giving!
Bibliography
Websites/Blogs/E-newsletters
 Beth's Blog, Beth Kanter; http://www.bethkanter.org/welcome/; Everything you need to know
about social networking and nonprofits.
 TechSoup; http://home.techsoup.org/pages/default.aspx; Resources for every aspect of
technology and e-communications.
 Thelar Pekar and Associates; http://www.thalerpekar.com/client_case.php; Smart tools for
messaging and communications featured on this website.
 Mal Warwick and Associates; http://www.malwarwick.com/; Sign-up for the free newsletter
and review back issues for a wealth of information and examples on every aspect of direct
marketing and communications, particularly e-strategies, e-mail samples and tactics and
more.
 What else?
Lisa Hoffman  Coach  Consultant
www.lisahoffman.net

21. Jumpstart Your Individual Giving!
What are your key takeaways?
Lisa Hoffman  Coach  Consultant
www.lisahoffman.net