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Fundraising During a Crisis Webinar Deck
- 1. Tuesday, March 17, 2020
- 2. Trent Beattie trent.beattie@iwave.com VP of Strategic Alliances John Brodeur jbrodeur@brodeur.com Chair Betsy Chapin Taylor betsy@accordanthealth.com CEO Chris Biehn chris.biehn@wash-mcg.com Senior Consultant Daniel Cohen daniel.cohen@graduway.com CEO & Co-founder Adam Martel adam@gravyty.com CEO TODAY’S PRESENTERS Karin L. George kgeorge@wash-mcg.com Managing Principal
- 3. TODAY’S AGENDA • Fundraising Continuity During Times of Ambiguity (Betsy Chapin Taylor, Accordant) • Leveraging Alumni Networks and Community During A Crisis (Daniel Cohen, Graduway) • Managing A Fundraising Team During Crisis (Chris Biehn, Washburn & McGoldrick) • Creating a New Normal – A Fundraiser’s Daily Life (Karin George, Washburn & McGoldrick) • Redefining Donor Profiles in Turbulent Times (Trent Beattie, iWave) • Crisis Communications for Donors (John Brodeur, Brodeur Partners)
- 4. FUNDRAISING CONTINUITY: CAMPAIGNS Betsy Chapin Taylor, CEO, Accordant
- 5. FUNDRAISING CONTINUITY: CAMPAIGNS • Content • Rationale • Relationships • Priorities • Policies
- 6. FUNDRAISING CONTINUITY: CAMPAIGNS • Strategy • Infrastructure • Stewardship • Innovation
- 7. Daniel Cohen, CEO, Graduway LEVERAGING ALUMNI NETWORKS AND COMMUNITY
- 8. ADD ‘DIGITAL’ TO YOUR JOB TITLE
- 9. ENGAGE FIRST. ASK SECOND. Virtual Business – promote the businesses of your alumni and new jobs Virtual Events – transform cancelled travel plans and fundraising events into online happenings Virtual Networking - while disconnected, people are looking for support Bring Value
- 10. DON’T BE SCARED TO ASK. Most physical fundraising events have been cancelled = massive challenge to reach fundraising goals In times of distress people are more open to giving, especially to educational institutions who are there to solve the world’s problems The time to run a virtual giving day is NOW!
- 11. Chris Biehn, Senior Consultant, Washburn & McGoldrick MANAGING A FUNDRAISING TEAM DURING A CRISIS
- 12. MANAGING A FUNDRAISING TEAM DURING A CRISIS OPTIMIZING TEAM PERFORMANCE • Lead with compassion and clear communication • Focus the team on the deep work that will help move through the crisis • Remember to acknowledge the team for the work done in the moment
- 13. MANAGING A FUNDRAISING TEAM DURING A CRISIS THE LEADER: IMPORTANT AREAS OF SELF FOCUS • This is not a time to reduce self-care or sacrifice your health • There’s a lot of news noise out there about the crisis – avoid most of it • “Done is better than perfect.” – Sheryl Sandberg
- 14. Karin L. George, Managing Principal, Washburn & McGoldrick CREATING A NEW NORMAL – A FUNDRAISER’S DAILY LIFE
- 15. CREATING A NEW NORMAL – A FUNDRAISER’S DAILY LIFE • Listen – This top skill is more essential than ever • Focus – Your organization’s mission is still a priority • Relationships – Stewarding your donors’ and volunteers’ connections to your organization really matters now • Flexibility – Be prepared to measure your work differently and pay attention to pacing
- 16. CREATING A NEW NORMAL – A FUNDRAISER’S DAILY LIFE • Donors are not going to blame you • Donors expect to be kept informed with frequent and clear communication • Don’t assume for your donors
- 17. Trent Beattie, VP of Strategic Alliances, iWave REDEFINING DONOR PROFILES IN TURBULENT TIMES
- 18. • Affinity provides context for gifts • Take the example of two donors below: • Prospect A: Contributes a one-time $250 gift to you but has no affinity to your organization • Prospect B: Contributes an annual $50 gift to you and loves your organization • Both donors are great, though they require different strategies to ensure you maximize the opportunity with each UNDERSTANDING AFFINITY TO FINE-TUNE YOUR STRATEGY
- 19. • Combining internal donor data with external data can paint a more complete picture and inform your donor engagement strategy • Organizations need to monitor changes in data to understand potential changes with prospects • Screening more frequently can identify changes in both internal and external giving data BEST PRACTICES: LEVERAGING DATA IN CHANGING TIMES
- 20. John Brodeur, Chair, Brodeur Partners CRISIS COMMUNICATIONS FOR DONORS
- 21. CRISIS COMMUNICATIONS = REPUTATION MANAGEMENT ● CENTRALIZE communications – limit & train spokespeople ● MONITOR continually – donor sentiment, behavior, giving ● ESTABLISH feedback loops to inform, vent, advise ● SEEK to explain, calm, soothe – ”We are all over this.”
- 22. CRISIS COMMUNICATIONS & FUND RAISING ● Listen Online – Triple down on tracking research, social monitoring, etc. ● Distributed Content – Integrated across earned, paid, social, owned ● Keep the Drumbeat – But don’t overdo or over ask… ● Student Focused – Alumni want to know about students
- 24. Trent Beattie trent.beattie@iwave.com VP of Strategic Alliances John Brodeur jbrodeur@brodeur.com Chair Betsy Chapin Taylor betsy@accordanthealth.com CEO Chris Biehn chris.biehn@wash-mcg.com Senior Consultant Daniel Cohen daniel.cohen@graduway.com CEO & Co-founder Adam Martel adam@gravyty.com CEO TODAY’S PRESENTERS Karin L. George kgeorge@wash-mcg.com Managing Principal