This document discusses strategies for moving fundraising efforts from major donors to mega donors. It emphasizes building long-term relationships through trust, involvement and stewardship. Key points include spending significant time cultivating top donors through various engagement activities over many years before making large asks. Mega donors want to leverage their gifts and be deeply involved in an organization's work and vision for impact. Advance preparation is critical to attracting and retaining mega donors.
After making the successful Ask the "The Artful Journey" begins as William T. Sturtevant says and the donor relationship begins.This is stressed in this teaching module and we delve into the mind and heart of donors from a corporate,foundation and personal donors perspective which was accomplished through a live panel discussion that followed the slides.
[Webinar] Major Gifts Strategies: Stop Wasting Time On Nickels and DimesDonorCommunity
All non profits seek how to maximize their time and resources to raise more money. Yet many spend too much of their valued staff and board time seeking many small gifts, rather than fewer large ones.
Hosted by DonorCommunity, and major gifts expert Rolando Rodriguez of CrossPointPlus, review practical strategies that will pay off with bigger gifts and a much higher return on investment. Get more strategy advice on how to best “mine your own backyard” for gold, using quality information and a systematic approach, by visiting us: http://goo.gl/hULeqT
Volunteer fundraising – how you can get involved. Sara Wilcox, Volunteer Fundraising Manager, and Anna Roberts,
Volunteer Fundraising Manager, talk about fundraising at the Muscular Dystrophy Campaign National Conference 2011.
Richer Lives: Why Rich People Give - Presented by Theresa LloydAdam Davidson
Philanthropy is of increasing importance in modern society, yet the motivations and expectations of philanthropists appear little understood, either by those seeking funds or by those hoping that voluntary donations will help to bridge public sector funding gaps.
Join Theresa Lloyd, co-author of the groundbreaking book ‘Richer Lives – Why Rich People Give’ for this presentation as she explains why and how the richer members of our society engage in philanthropy.
This webinar is designed for:
- Fundraisers, especially major donor fundraisers.
- CEOs, senior managers, staff and volunteers in non-profit organisations as well as charity trustees.
- Professional advisers (e.g. bankers & lawyers, as well as philanthropy experts) working with donors and charities, and relevant umbrella bodies.
- Academics including students on courses concerned with the voluntary sector, especially students of philanthropy, fundraising and the third sector as well as general social policy.
- University libraries and resource centres operated by voluntary organisations.
Slides taken from the 25th April 2014 Webinar
A recording of this presentation is available. Please contact websupport@chapel-york.com for further information
HCF Training - Building Sustainability Workshop covers:
Why do we need to plan?
• Fundraising methods
• Understanding the funder
• How HCF Training and Development can help you
As a social entrepreneur, how do you connect with impact investors? What is different about impact investing vs. typical tech investing? This hands-on, interactive workshop was given to winners of The Tech Awards in an all-day retreat.
The key here is to practice, try new things, and practice some more. You can do this yourself by going to events or conferences and keep giving your short elevator story over and over, taking new risks, tweaking, and trying again.
After making the successful Ask the "The Artful Journey" begins as William T. Sturtevant says and the donor relationship begins.This is stressed in this teaching module and we delve into the mind and heart of donors from a corporate,foundation and personal donors perspective which was accomplished through a live panel discussion that followed the slides.
[Webinar] Major Gifts Strategies: Stop Wasting Time On Nickels and DimesDonorCommunity
All non profits seek how to maximize their time and resources to raise more money. Yet many spend too much of their valued staff and board time seeking many small gifts, rather than fewer large ones.
Hosted by DonorCommunity, and major gifts expert Rolando Rodriguez of CrossPointPlus, review practical strategies that will pay off with bigger gifts and a much higher return on investment. Get more strategy advice on how to best “mine your own backyard” for gold, using quality information and a systematic approach, by visiting us: http://goo.gl/hULeqT
Volunteer fundraising – how you can get involved. Sara Wilcox, Volunteer Fundraising Manager, and Anna Roberts,
Volunteer Fundraising Manager, talk about fundraising at the Muscular Dystrophy Campaign National Conference 2011.
Richer Lives: Why Rich People Give - Presented by Theresa LloydAdam Davidson
Philanthropy is of increasing importance in modern society, yet the motivations and expectations of philanthropists appear little understood, either by those seeking funds or by those hoping that voluntary donations will help to bridge public sector funding gaps.
Join Theresa Lloyd, co-author of the groundbreaking book ‘Richer Lives – Why Rich People Give’ for this presentation as she explains why and how the richer members of our society engage in philanthropy.
This webinar is designed for:
- Fundraisers, especially major donor fundraisers.
- CEOs, senior managers, staff and volunteers in non-profit organisations as well as charity trustees.
- Professional advisers (e.g. bankers & lawyers, as well as philanthropy experts) working with donors and charities, and relevant umbrella bodies.
- Academics including students on courses concerned with the voluntary sector, especially students of philanthropy, fundraising and the third sector as well as general social policy.
- University libraries and resource centres operated by voluntary organisations.
Slides taken from the 25th April 2014 Webinar
A recording of this presentation is available. Please contact websupport@chapel-york.com for further information
HCF Training - Building Sustainability Workshop covers:
Why do we need to plan?
• Fundraising methods
• Understanding the funder
• How HCF Training and Development can help you
As a social entrepreneur, how do you connect with impact investors? What is different about impact investing vs. typical tech investing? This hands-on, interactive workshop was given to winners of The Tech Awards in an all-day retreat.
The key here is to practice, try new things, and practice some more. You can do this yourself by going to events or conferences and keep giving your short elevator story over and over, taking new risks, tweaking, and trying again.
The role of the board in fundraising is often a touchy topic. Discover the source of the tension - from both sides of the coin. Learn how you can engage your organization's board of directors and strengthen their role as part of a highly functioning development team. Cynthia Armour (author of Charity Village's Fundraising Q & A for four years) will provide practical tips and tools for building board confidence and raising more money.
Learning Objectives:
Identify the challenges and benefits of board
engagement
Summarize best practices in board’s fundraising
role and how staff can foster engagement
Provide practical tips and tools for successful
board involvement
Join the conversation on Twitter using the hashtag #BoardStrategy and be sure to follow us @CharityLifeCA!
The Artful Solicitor: Successful Major Gift Moves Management4Good.org
Major gifts fundraising is highly individualized. It focuses on the 10 percent who can give the 90 percent. Unlike direct response and special events, a major gift solicitation is most likely to succeed only when you physically and psychologically get in "front" of your prospects. Involvement is the key.
Moves Management, initially developed by G.T. "Buck" Smith and David Dunlop at Cornell University, is a disciplined process of relationship management that is the best way to assure the maximum return on investment. During the webinar, we will examine the process and explore the methods of moves management from prospect identification and research through involvement, solicitation and stewardship.
MPWS Building a Culture of Philanthropy Training for FundraisersMatthew Wasserman
When development operations are out of sync with the rest of the organization, fundraising can be even more challenging. However, when members of your organization understand and embrace your development work, you can better engage more donors and your whole organization benefits.
This training focuses on bringing your colleagues from other departments into fundraising and creating collaboration in your efforts by breaking down silos and building bridges for your colleagues to cross into the realm of philanthropy.
What is a fundraising strategy?
A plan that
•Sets out organizational funding needs
•Identifies actions, timescales, resources to meet this need.
A Strategy is a long term plan of action designed to achieve a particular funding goal.
Why create one?
•Sustainability
•New sources
•Diverse funding base
•More income
Who Needs to Be Involved in the Planning Process?
•Leadership –planning
–Board(s) and Staff
•Stakeholders –as part of community survey
–Government
–Private
•Donor-Investors –community survey, planning
–Individuals, foundations, corporations
•Constituents –community survey, planning
–Customers, community
Context for fundraising
1.Case for Support
2.Funding Need
3.Scenario Planning
4.Internal Bridges & Barriers
5.Competitors
6.Audiences
Key Stages in Developing a Strategy
•Clarify organisational goals/needs
•Analysis –where are we?
•Generating ideas
•Choosing what to focus on
•Planning and resourcing
•Monitoring
What Donors Want: An Introduction to Tailoring Your Message for the Right Donoraneugass
This presentation is meant to shed some light on what today's philanthropic donors want out of their relationships with non-profits. It briefly covers the giving motivations of bi- and multi-lateral donors, corporations, foundations, and individuals and provides some general strategies for tailoring your message to the right donor. I invite you to share your insights on what donors want in the comments section of this post.
This presentation will provide an overview of the basics of corporate giving and sponsorships, as well as insider tips on building a strong corporate giving/sponsorship program. The presenters will also discuss how corporate donors’ expectations have changed in a post-recession world, and what these changes/trends mean for corporate fundraising strategies.
Learning Objectives:
• How to research foundations/corporations to find the perfect match
• The initial meeting—who do you bring, what do you say, how do you follow-up
• Maintaining relationships—it’s more than the next ask
CEOs and boards of non-profit organisations can add great value to the fundraising process but many are unsure what their role is and how to get started.
These slides which follow show some of the messages we use in our seminars with CEOs and Boards.
Te Māia focuses on creating value from the Point of Inspire (v.) to the Point of Success by amplifying the stories and offerings of existing stakeholders. The goal is to create an event management site that links all social content providers, nationally and locally, through Communities of Learning to the Point of Transformation that support social entrepreneurs, tech startups and purpose-driven businesses with Just-In-Time information and resources. Finally, through Point of Success, Te Māia collaborating with Innovation Centres/Impact Hubs around the world to create “Landing Pads” for in-market support. Social procurement and sponsorship are just some examples of the exciting work in progress. Mahi Tahi is firmly our approach for co-designing.
This document was created by an individual or individuals who submitted a proposal so he / she / they may present at the Office of Faith-Based and Community Initiative’s 2011 Conference on Service and Volunteerism (GCSV11). This proposal was approved by the Indiana Commission on Community Service and Volunteerism (ICCSV) and other community partners. Sharing this document is a courtesy extended by the OFBCI to conference attendees who may want to reference materials covered at the GCSV11, and the OFBCI in no way not responsible for specific content within.
The New Fundraising Frontier—Chart Your Path to Crowdfunding SuccessKimbia, Inc
Want to gain 60% more donors? Keep hearing about crowdfunding events but don’t know where to start or if it’s the right direction for your organization? Join the fundraising experts from Kimbia and Charity Dynamics and learn the ropes!
Social media for social good - How nonprofits can integrate social media into...Tara Jefferson
Nonprofits will learn about the benefits of fundraising using Web 2.0 tools, understand how to integrate social media into existing fundraising efforts, and gain insight on how to discern a good online campaign from a bad one.
The role of the board in fundraising is often a touchy topic. Discover the source of the tension - from both sides of the coin. Learn how you can engage your organization's board of directors and strengthen their role as part of a highly functioning development team. Cynthia Armour (author of Charity Village's Fundraising Q & A for four years) will provide practical tips and tools for building board confidence and raising more money.
Learning Objectives:
Identify the challenges and benefits of board
engagement
Summarize best practices in board’s fundraising
role and how staff can foster engagement
Provide practical tips and tools for successful
board involvement
Join the conversation on Twitter using the hashtag #BoardStrategy and be sure to follow us @CharityLifeCA!
The Artful Solicitor: Successful Major Gift Moves Management4Good.org
Major gifts fundraising is highly individualized. It focuses on the 10 percent who can give the 90 percent. Unlike direct response and special events, a major gift solicitation is most likely to succeed only when you physically and psychologically get in "front" of your prospects. Involvement is the key.
Moves Management, initially developed by G.T. "Buck" Smith and David Dunlop at Cornell University, is a disciplined process of relationship management that is the best way to assure the maximum return on investment. During the webinar, we will examine the process and explore the methods of moves management from prospect identification and research through involvement, solicitation and stewardship.
MPWS Building a Culture of Philanthropy Training for FundraisersMatthew Wasserman
When development operations are out of sync with the rest of the organization, fundraising can be even more challenging. However, when members of your organization understand and embrace your development work, you can better engage more donors and your whole organization benefits.
This training focuses on bringing your colleagues from other departments into fundraising and creating collaboration in your efforts by breaking down silos and building bridges for your colleagues to cross into the realm of philanthropy.
What is a fundraising strategy?
A plan that
•Sets out organizational funding needs
•Identifies actions, timescales, resources to meet this need.
A Strategy is a long term plan of action designed to achieve a particular funding goal.
Why create one?
•Sustainability
•New sources
•Diverse funding base
•More income
Who Needs to Be Involved in the Planning Process?
•Leadership –planning
–Board(s) and Staff
•Stakeholders –as part of community survey
–Government
–Private
•Donor-Investors –community survey, planning
–Individuals, foundations, corporations
•Constituents –community survey, planning
–Customers, community
Context for fundraising
1.Case for Support
2.Funding Need
3.Scenario Planning
4.Internal Bridges & Barriers
5.Competitors
6.Audiences
Key Stages in Developing a Strategy
•Clarify organisational goals/needs
•Analysis –where are we?
•Generating ideas
•Choosing what to focus on
•Planning and resourcing
•Monitoring
What Donors Want: An Introduction to Tailoring Your Message for the Right Donoraneugass
This presentation is meant to shed some light on what today's philanthropic donors want out of their relationships with non-profits. It briefly covers the giving motivations of bi- and multi-lateral donors, corporations, foundations, and individuals and provides some general strategies for tailoring your message to the right donor. I invite you to share your insights on what donors want in the comments section of this post.
This presentation will provide an overview of the basics of corporate giving and sponsorships, as well as insider tips on building a strong corporate giving/sponsorship program. The presenters will also discuss how corporate donors’ expectations have changed in a post-recession world, and what these changes/trends mean for corporate fundraising strategies.
Learning Objectives:
• How to research foundations/corporations to find the perfect match
• The initial meeting—who do you bring, what do you say, how do you follow-up
• Maintaining relationships—it’s more than the next ask
CEOs and boards of non-profit organisations can add great value to the fundraising process but many are unsure what their role is and how to get started.
These slides which follow show some of the messages we use in our seminars with CEOs and Boards.
Te Māia focuses on creating value from the Point of Inspire (v.) to the Point of Success by amplifying the stories and offerings of existing stakeholders. The goal is to create an event management site that links all social content providers, nationally and locally, through Communities of Learning to the Point of Transformation that support social entrepreneurs, tech startups and purpose-driven businesses with Just-In-Time information and resources. Finally, through Point of Success, Te Māia collaborating with Innovation Centres/Impact Hubs around the world to create “Landing Pads” for in-market support. Social procurement and sponsorship are just some examples of the exciting work in progress. Mahi Tahi is firmly our approach for co-designing.
This document was created by an individual or individuals who submitted a proposal so he / she / they may present at the Office of Faith-Based and Community Initiative’s 2011 Conference on Service and Volunteerism (GCSV11). This proposal was approved by the Indiana Commission on Community Service and Volunteerism (ICCSV) and other community partners. Sharing this document is a courtesy extended by the OFBCI to conference attendees who may want to reference materials covered at the GCSV11, and the OFBCI in no way not responsible for specific content within.
The New Fundraising Frontier—Chart Your Path to Crowdfunding SuccessKimbia, Inc
Want to gain 60% more donors? Keep hearing about crowdfunding events but don’t know where to start or if it’s the right direction for your organization? Join the fundraising experts from Kimbia and Charity Dynamics and learn the ropes!
Social media for social good - How nonprofits can integrate social media into...Tara Jefferson
Nonprofits will learn about the benefits of fundraising using Web 2.0 tools, understand how to integrate social media into existing fundraising efforts, and gain insight on how to discern a good online campaign from a bad one.
Donna Wilkins, CEO, CharityDynamics
Twitter Handle: @DonnaJWilkins
Donor Engagement is rapidly evolving and is immensely important to your organization’s success. Is your nonprofit organization reaching out to the donors who make your campaigns successful? Is your nonprofit connecting with those who have chosen your nonprofit as their favorite charity? Nonprofits that establish themselves as a donor’s favorite charity are more likely to receive greater support from them – not just in terms of cash contributions, but also through volunteering, event participation and issue advocacy.
4 Steps to Converting Event Donors Into Long-Term DonorsJono Smith
Your event is over and you have a new pool of donors that have been introduced to your organization. How do you turn this group of one-time supporters into long-term advocates and donors?
Download Event 360's new white paper to learn how to build your donor pipeline by identifying, engaging, qualifying and cultivating your event donors.
"Loyalty takes time." That was the key point that Jill Robinson, President & CEO of TRG Arts, put forth in a discussion of young donors at the 2015 Opera America Conference in Washington, DC. The panel's premise was that, with opera audiences growing older, companies must focus their attention on new generations of support. While development departments may have mastered the appeal to traditionalists and baby boomers, Gen Xers and millennials are looking for something else. Attendees at this standing-room only session learned what the data says about these patrons, what matters to next gen donors, and how opera companies can engage them.
The panel was moderated by Erin Sammis, Director of Major Gifts at Opera Philadelphia. Jill was joined on the panel by Yuming Chiu, associate brand manager, Johnson & Johnson; Mary Galeti, executive director and vice-chair, Tecovas Foundation; and Kim Parker, director of social trends research, Pew Research Center.
Presented by Jann Schultz, AVP Donor Services, Operation Smile and Angel Aloma, Executive Director, Food for the Poor, July 2013. Learn proven strategies from our experts to optimize long term value of your direct response donors by moving them up the giving pyramid. Utilizing case studies, this presentation will offer proven concepts regarding development of donor pathways, messaging and offer development and highly personalized contact strategies to optimize donor value.
Budget Friendly Ideas for Donor StewardshipMarina Dawson
This webinar, presented by Vanessa Chase, offers ideas for creating a donor stewardship plan that uses cost-effective stewardship tactics, and covers: why donor stewardship is the one of best way to grow your fundraising revenue; 5 tips to create a donor stewardship plan; easy, cost effective donor stewardship ideas.
Watch the full recorded webinar here: http://charityvillage.com/elearning/webinars/past-webinars/budget-friendly-ideas-for-donor-stewardship.aspx
Stewardship or Donor Relations – Making it all come together with Amanda StanesBlackbaud Pacific
In this presentation Amanda Stanes, Associate Director Donor Stewardship at The University of Auckland Business School shares how you can build a donor relationship program into your existing fundraising practices.
To view the full webinar please visit: https://www.blackbaud.com.au/notforprofit-events/webinars/past
Mike Spear, Director of Product Marketing, StayClassy
Twitter Handle: @classy_mike
The old paradigm of reliance on major gifts and offline sources is changing. With the rise of mobile giving, peer-to-peer fundraising, and marketing automation, the future of nonprofit funding is online. Learn top strategies nonprofits are using to engage supporters, create movements, and build foundations for sustainable growth.
The Donor Journey: A Step-by-Step Guide to Lifecycle Marketing for your Nonpr...hjc
Join hjc and Oracle where we'll explain the importance of integrating a multi-channel presence to build stronger and long lasting relationships. You will walk away with:
hands on examples of everything from customer experience to personalizing donor journeys
a fool proof system for uncovering, cultivating, and soliciting existing and new donors
how to implement a multi-channel presence
best practices on the do's and donts' of creating a good supporter survey
how to measure success of breakthrough fundraising results
Heather McLean, Senior Fundraising Advisor of hjc, and Brian Walsh, CX Architect North American Applications of Oracle, will show you how your organization can tap into your donor base and build deeper relationships through a multi-channel presence. Using the latest data and riveting case studies, you’ll learn how to maximize your organization’s fundraising potential.
Shanelle Newton Clapham talks about how to add digital fundraising touch points into a non-profit's supporter and donor journey.
Online marketing and fundraising should follow the same principles as offline fundraising. It's just a different execution.
The donor is truly multi-channel and so should organisation's fundraising strategy.
Fundraising Crash Course by Jeanne Minnicks surveys the strategies, goals, and relationships necessary for a successful development department.
For a Follow Up Whitepaper, Visit:
http://go.donorpro.com/5-modern-fundraising-strategies-nuture-prospects
Apresentação sobre Grandes Doações, por Eva Aldrich, da CFRE, realizada durante o Festival ABCR 2017, em São Paulo, entre os dias 17 e 19 de maio de 2017.
Writing effective grant proposals for Collections projectsCollections Trust
The Collections Trust has created over £15m in successful grant proposals since 2008. In this presentation, CEO Nick Poole explores what it takes to write an effective grant proposal, what to avoid and where to look for funding.
The Future of Fundraising - AFP ICON 2017 Pre-Conference Workshop - Steven Sh...Bloomerang
http://afpfc.com/
The Future of Fundraising: Important and Emerging Trends and Innovations
Saturday, April 29 - 8:00am to 5:30pm
Speakers: Steven Shattuck, with special guest Daryl Upsall, FInstF
What does the future hold for nonprofits and fundraising? It seems like every day new technology and innovations emerge, and it can be difficult for even the most savvy fundraiser to keep up. Join us for an interactive discussion about what's new and different, as well as what hasn't changed. We'll discuss the implications of new tools, trends, and innovations that help nonprofits work smarter, not harder, including:
- What will always work in fundraising, and how it is being enhanced by new technologies;
- Tactics for digital stewardship and conversion rate optimization;
- Exciting new innovations with social media, mobile, gamification, and augmented reality;
- And more!
So many programs and organizations depend on volunteers that have been with them for years. What happens when those volunteers start to get older? If your volunteers are aging, this session can help. Learn strategies for identifying the signs of aging in place - volunteers who continue to do the same work even though their capabilities have changes - and how to start a conversation about that change. Managing the transition as well as creating new options for aging volunteers will be covered, and we'll discuss what to do when the situation can't be solved amicably. Participants will have the opportunity to discuss challenges.
Moves management is based on the premise that
being able to effectively track and measure activity
from prospects to donors will yield results for your
organization for years to come.
- Finding opportunities for cultivation
- Forecasting gift income
- Becoming focused and goal oriented
- Developing a strategy for each donor opportunity
Creating Revenue Through Social Enterprise: A Workshop for the Center for Non...Geri Stengel
In response to government and philanthropy’s inability to alleviate the world’s social needs, a new field that blurs the lines between the nonprofit and for profit sectors has emerged – social enterprise. This workshop examines one primarily models for creating a social enterprise: nonprofits starting for profit ventures, We will look at:
*What it takes to be a social entrepreneur
*Successes and failures in the sector
*Choosing a business model
*The steps that need to be taken to create a social venture
*The challenges to finding funding for social ventures
*How to assess the impact of the social venture
*Strengthen analytic skills in addressing social problems
*Improve practical knowledge and competencies important to personal effectiveness in social innovation and enterprising leadership
What do you do when it's time to ask a volunteer to leave your organization? This webinar will give you the tools to address challenges around difficult volunteers, including volunteers aging in place and entrenched volunteers. You'll also learn how to minimize these situations in the future. Suggestions for determining when a volunteer should be terminated, and making it easier on you, other volunteers, and staff will be presented. The role that risk management plays in these decisions will also be included.
Building a culture of philanthropy your work through a fundraising lensBloomerang
https://bloomerang.co/resources/webinars/
Lani Hart will show you how to build a strong culture of philanthropy that values donors, places them at the center of the organization, and builds capacity and systems to support its fundraising success.
Similar to Festival 2014 - Moving from Major to Mega Donors abcr (20)
fabcr_apresentação_Filmes de captação de recursos: entre a razão e a emoção.ABCR
Marcelo Douek e Cynthia Betti - Qual o limite da exposição dos beneficiários quando pensamos em filmes para captação de recursos? Até onde podemos carregar na dramaticidade? Além dos formatos mais consagrados, que outras linguagens podemos explorar para captar recursos? Essas são perguntas que sempre estão no radar de quem trabalha com comunicação de causas.
Juntamente com a Plan International, tivemos a oportunidade de produzir 2 filmes no estilo DRTV (com pontos de vistas, abordagens e níveis de drama diferentes) e nessa sessão, vamos dividir todos os nossos aprendizados qualitativos e quantitativos. O que funcionou melhor? Qual teve mais retorno? Vamos contar tudo!
fabcr22_apresentação_Clube de Benefícios: inovando na captação de recursosABCR
Ulla Ribeiro Araújo e Sineide Gomes Florencio - Inovar na captação de recursos foi o que o GACC SERGIPE buscou quando implantou em 2017 o primeiro cartão de beneficios para doadores em SERGIPE, CARTÃO FIDELIGACC. Com mais de 40 empresas associadas e mais de 2 mil doadores fidelizados, o PROJETO sentiu as consequências da pandemia da COVID-19 com a baixa nas adesões e empresas fechando as portas. Em 2021 tivemos a idéia de inovar o conceito do cartão com o desejo da populaçao que foi a priorização da saude, surgindo o CLUBE DE BENEFICIOS EM SAUDE FIDELIGAMED, contando com uma rede de mais de 30 parceiros locais na area da saude e mais de 200 em diversos segmentos a nivel nacional. Com planejamento, experiência, rede de parcerias e o uso de tecnologias estamos aumentando a captação de recursos e fidelizando a rede de parceiros e doadores.
fabcr22_apresentação_Conhecendo o seu doador: uso de dados e nudges ABCR
Marcos Paulo Lucca Silveira e Flávio Pinheiro - O uso de estratégias de ‘nudge’ para guiar campanhas de captação não é algo novo. No entanto, na prática, pouco se discute os seus efeitos e as formas de avaliá-lo. Nessa apresentação, abordaremos pontos fundamentais para aqueles que pretendem recorrer a essa estratégia em campanhas de captação de recursos. O mais relevante: o uso de ‘nudges’ dá resultado? Essa pergunta será respondida com base nos estudos científicos internacionais recentes sobre o assunto. Em nossa palestra, destacaremos três pontos: 1) a importância de testar de forma rigorosa as aplicação de ‘nudges’ antes da sua adoção; 2) a necessidade de uma estrutura mínima de monitoramento das doações dentro da organização; 3) os dilemas éticos que surgem a partir de intervenções (‘nudges’) que buscam moldar o comportamento dos doadores.
fabcr22_apresentação_A Captação Institucional no Divã ABCR
Rachel Carneiro e Thaís Bernadini - O que é a captação institucional e como ela deve acontecer dentro das instituições? Essa é uma pergunta que parece simples, mas que costuma ser respondida dentro de visões muito distintas sobre essa atividade. Nessa palestra colocaremos a captação institucional no Divã e compartilharemos alguns pontos da análise coletiva que vem sendo realizada ao longo das reuniões do GT de Captação Institucional da ABCR, a partir do compartilhamento dos sucessos e desafios enfrentados no dia a dia pelos membros do grupo em suas organizações.
fabcr22_apresentação_Conhecendo o Observatório do Terceiro Setor e Prêmio Mel...ABCR
Fernando Nogueira e Diego Garcia Scala - Nessa sessão vamos conhecer duas iniciativas importantes que fortalecem a sociedade civil brasileira, o Observatório do Terceiro Setor e o Prêmio Melhores ONGs. Converse com seus líderes e conheça o que as duas ações têm feito por um país melhor.
fabcr22_apresentação_Plano de Ação de Sucesso para Captação com Leis de Incen...ABCR
Suellen Moreira - Um plano de ação efetivo para captar recursos incentivados com empresas! Nessa palestra vamos entender a importância de um plano de ação, quais as ferramentas disponíveis para identificar os potenciais investidores para nossos projetos, como os encontrar, e como os abordar. Enfim, vamos mostrar como potencializar a sua captação de recursos por meio das leis de incentivo, sejam os Fundos de Direitos, Lei Rouanet, Lei do Esporte ou as Leis da Saúde. Com muita ou pouca experiência na área, você terá acesso a dicas preciosas!
fabcr22_apesentação_Design e Execução de Campanhas de Marketing: uma campanha...ABCR
Amarildo Clemente e Thiago Leon Marti - Traçando uma rota que inclui os 5 principais pilares do marketing digital ( posicionamento, conteúdo, trafego, relacionamento e monitoramento) e as principais ferramentas (Instagram, Google Grants, Inbound e SEO) mostraremos um guia do que sua organização precisa para impulsionar a captação digital.
fabcr22_apresentação_Estratégias de investimento em Impacto Social da AmbevABCR
Carlos Pignatari - As estratégias de impacto positivo da Ambev e, como, através do nosso programa de transformação social, o VOA, acreditamos em um caminho de compartilhamento de conhecimento para o fortalecimento da captação de recurso que perpassa necessariamente pelo foco e excelência em gestão.
fabcr22_apresentação_Desafios da Captação RegionalABCR
Beatriz Gurgel, Rafael Vargas, Ulla Ribeiro Araújo e Rachel Carneiro - Muito se fala sobre a captação de recursos, mas o cenário quase sempre é das capitais do eixo sul e sudeste. Quando descentralizamos geograficamente os movimentos de captação, eles quase sempre apresentam desafios diferenciados, influenciados pelos contextos de cada regionalidade. A mesa Desafios da Captação Regional trará para o centro das discussões a realidade regional de captadores que estão nas regiões Norte e Nordeste do Brasil.
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This session provides a comprehensive overview of the latest updates to the Uniform Administrative Requirements, Cost Principles, and Audit Requirements for Federal Awards (commonly known as the Uniform Guidance) outlined in the 2 CFR 200.
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Recordings are on YouTube and the company website.
https://www.youtube.com/@jenniferschaus/videos
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Presentation by Jared Jageler, David Adler, Noelia Duchovny, and Evan Herrnstadt, analysts in CBO’s Microeconomic Studies and Health Analysis Divisions, at the Association of Environmental and Resource Economists Summer Conference.
Jennifer Schaus and Associates hosts a complimentary webinar series on The FAR in 2024. Join the webinars on Wednesdays and Fridays at noon, eastern.
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Festival 2014 - Moving from Major to Mega Donors abcr
1. Moving from Major Donors to
Mega Donors
Bob Carter & Christina Walker
20 May 2014
ABCR
2. 2
Key Concepts
• Fundraising is both an art and a science
• Spend 90% of effort on top 10% of prospects
• People give to people; giving is both personal
and emotional
• Remember: it’s the donor’s money
• Building trust takes time & effort
• Learn to “dance” with prospect
• Fundraising staff are the catalyst, not a main
ingredient
3. 6 Essentials
1. Leadership
2. Case for Support
3. Access to prospects
4. Adequate internal resources
5. A great plan
1. Culture of philanthropy
3
4. A culture of philanthropy
• All staff understand their role
• Everyone can tell the story (the case)
– Ambassadors
• Not apologetic about fundraising
• President/Director involved in fundraising
• Board sets an example
• Highest ethical standards
• Understand need to invest in fundraising
• Donor-centered
5. Why Do People Give?
• They believe in the cause or idea
• They are involved as volunteers and see the needs
and outcomes
• Their religion, the need to do good or be a part of
something larger than themselves
• They see others give
• Because they are asked
• They are thanked properly
• Their gift’s impact has been demonstrated
5
6. Growth Cycle:
Annual to Major Gift Donor
• Annual gift
• Consistent support
• Involvement
• Increased support
• Increased
involvement
• Project gift
The beginning
Key indicator
Learning about organization
Confirms as prospect
Confirms major donor
potential
Solidifies relationship
See results
6
7. Growth Cycle:
Major To Mega Gift Donor
• Multi year project
• Deeper involvement
• Investment gift
• Stewardship
See impact
Feel part of organization
Leadership engaged
Multiple players
Organization as vehicle to realize
personal dreams
Leverage, catalyst
An ambassador to others
7
8. Relationship Giving
• Right person, amount,
project, and time
• Project is worthy and
management is good
• Organization keeps
promises
• Gifts are honored, well-
managed, and
appreciated
8
People give to
people
Confidence
Trust
Stewardship
9. Fundraising Tactics
• Transactional
– Annual Events
– Sponsorship
– Annual Direct Response
Mail
Telephone
Web
TV/Radio
Canvass
• Relational
– Major Gifts
– Mega Gifts
10. Results
• Transactional
– Operating funds
– Short term projects
– Lack of donor
engagement
– Impersonal
– Quid pro quo
• Relational
– Project specific
– Operational
– Capital
– Endowment
– Long term commitments
– Deep engagement
– Personal
11. Donor Characteristics
Transactional Prospect
– Dislikes involvement
– Gives to be social
– Unwilling to commit long
term
– Wants to write check and be
done
– Instant gratification
– Will not solicit others
Relational Prospect
– Wants deep involvement
– Gives to make change
– Wants to see change over
time
– Wants to invest
– Understands complexities of
change
– See value and will invite
others
11
12. Major/Mega Gift Fundraising
The “Gift Cycle”
Critical Function: Solicitation + Closure = Gift
12
Identification Closure
Continued
Involvement
Solicitation
Cultivation
Qualification Stewardship
Prospect
Pool
14. Who Are Your Best Major Gift
Prospects?
• From your current consistent donors
• Your Trustees and other high level volunteer
• Current major donors
• Previous donors
• Don’t forget women
14
15. Sources for Major Gift Prospect Lists
• Current Donors
– Those who have been giving for 5 or more years
– Those who have been upgrading their investments
• Referrals from Board, staff, existing donors
• Lapsed Donors
• The news
• Outside Lists
– Other not-for-profits
– Trade, professional, civic organizations
– Commercial lists
15
16. What do Megas Want?
• Access
• Outcomes
• Collaboration not competition
• Leverage not limits
• Catalytic not contentment
17. Mega Profile
• Engager
• Leverage
• Relational
• Life change
• Entrepreneurial
• Mobilization
• Calls to action
19. Long and Deep?
• Long is the perspective offered to these kinds of
prospects
– Requires purpose and intentionality
– Requires patience
– Requires planning
• Deep is the Level of engagement for these kinds
of prospects
– Requires risk tasking, flexibililty
– Requires best-in-class expertise
– Requires more time from leadership
19
20. Ways to Involve Major Gift Prospects
20
Social gatherings
Orientations
Forward news
information
Special events
Ask them for advice
Ask them to
volunteer
Project tour
Hold meetings; relay
success stories
Ask them to be on the
Board or a committee
Invite them to lecture
Invite them to be on a
panel
Electronic updates
Field trip
21. Cultivation of Prospects
• Must be donor-centered
• Tailored to each individual prospect
• A blend of communications
• A planned, regular sequence of activities
• Real continuity is important
21
23. The Mega/Major Gift Scenario
• Creative thinking about opportunities for transformational
investments
– Large impact packaging
• Acquire or position existing expertise
• Discuss early with trusted advisors (theirs)
• Prepare for preliminary discussion of “ideas”
• Make that person the catalytic stakeholder
23
24. Preparation
• Pay attention to the interests and needs of the
prospect, not the organization
• Do not imply or promise what you cannot
deliver – be careful of this trap
• Be resourceful, creative, and flexible
• Be prepared to deliver on results & report
back
24
25. Persistence
• Follow through on every detail
• Read and re-read your Moves Management
notes frequently
• Revise strategy as needed
• Keep volunteers and key players
up-to-date
25
26. Moves Management
• Planned steps with prospects
• Move from cultivation to solicitation to
stewardship
• Based on strategy to realize goal
• Multiple players, one orchestra leader
• Requires coordination, discipline
26
28. Ways to Steward Major Gift Donors
28
Personalized annual report
Personalized tour
Send news & stories about their project (video)
Ask to be on panel or lecture
Write a feature story about them
Have them host small event for other donors
29. Simplicity of the task
• Identify & Qualify them
• Engage them
• Lead them
• Invite them
• Close them
• Cultivate them
• Retain them
29
31. Key Question
What would your organization do if a
R$10 million donor
appeared in your office this afternoon?
32. Are you ready?
• Are you prepared for success?
• Is your program worthy of such an
investment?
• Have you held any discussions of senior
management on the topic of transformational
vision and attendant steps?
33. Truisms
• If not discussed, the odds of your ever having
such a benevolent investment show up are
immensely diminished.
• Big gifts are attracted to big ideas.
• Tell your institution to make no small plans!
34. Always Position for the Future
• Spend time on relationships
• Engage your prospects with the cause
• Concentrate on the emotional needs of your
prospects
• Get on their side of the desk
• Stress OUTCOMES!! Not activities
• Accept their perspective and tell them how
you (or others) came to the gift decision
34
35. Major/mega gift culture starts at the
top!
• Board
• President/Director
• Senior administration
• Senior program staff
• Chief philanthropy officer
35
36. Remember...
• This has to be fun, or at least enjoyable,
for you and the donor or the behavior
will not be repeated
• Make your own largest Major Gift ever this
year and see how good it feels!
36
37. Moving from Major Donors to
Mega Donors
Bob Carter & Christina Walker
20 May 2014
ABCR
Editor's Notes
You can reach Bob at bcarter@bobcarterco.com and Christina at cwalker@bobcarterco.com
www.bobcarterco.com
Lets start with some key concepts
A “major” or “mega” gift is different for different organizations. Maybe for your organization a major gift starts at R$5,000 and mega at R$25,000. Or maybe a major gift is R$100,000 and a mega gift is $R1 million. Regardless the principles are the same.
Regardless of the size, industry or country, nonprofit organizations that are successful in fundraising:
Access a cadre of fundraising volunteers who can provide leadership in terms of their own giving and can attract others to do the same.
Are perceived as credible and effective organizations that are worthy recipients of philanthropy.
Make a compelling argument for why a significant investment of philanthropic funds is urgently needed and can specify the expected results from that investment.
Rally the support of their natural constituencies (i.e. alumni, volunteers, members).
Attract gifts of sufficient size and quantity to meet their goal.
Have adequate staffing and infrastructure in the development and communications departments as well as sufficient organizational capacity to support an expanded fundraising effort.
Embrace a culture of philanthropy
It’s not just your country that needs to have a culture of philanthropy, it’s your organization
A culture of philanthropy refers to an organization’s attitude toward philanthropy and the development process. Being able to raise charitable funds depends having more than just a well-functioning development department.
How do these statements apply to your organization? Do you have an internal culture of philanthropy?
All staff understand that philanthropy is everyone’s responsibility, not just the development department.
All staff (beyond the fundraising staff) understand their role in the development process.
Everyone behaves as the organization’s ambassador and build relationships.
Everyone can articulate the case for giving – tell the story of why a philanthropic investment is urgent and important.
All departments respond to the needs of the fundraising department (program, finance, IT).
We are a “donor centered” organization (see below).
The President/CEO is committed to and personally involved in fundraising.
The Board of Directors sets an example by having 100% participation and each member making the institution among its top philanthropic priorities.
The organization knows and adheres to the highest ethical standards around fundraising, donors and gifts.
Board & staff leadership understand that you have to invest money to make money.
On being donor-centered:
[Note that being “donor centered” does not mean loosing site of the mission in order to secure gifts]
The organization’s donors are viewed and talked about with respect and appreciation.
Donors are seen as key stakeholders who are vital to the success of the mission, not just spectators.
Staff are held accountable for delivering results that are promised to donors.
Relationships with donors and the stewardship of gifts are given high priority across the organization.
Senior staff & fundraising staff are able to negotiate a transformational gift with a donor.
(They are sufficiently grounded in the organization’s vision & priorities so that they don’t succumb to mission drift in the process of trying to find common ground with a major donor.)
There is a decision making process in place for gifts of extraordinary size or impact, which may need to involve the board.
The systems are in place to respond to donors’ expectations:
Protect the privacy of their data
Gift restrictions are honored; gifts are used as intended
Timely acknowledgements and receipts
Timely submission of formal stewardship reports
Regular updates about how their gifts are being used
Financial accountability and transparency – overall and about the use of their gifts
The President/CEO and program staff are engaged as need be with the top donors.
What is your experience? Why do you think people give in Brazil?
Moving a donor from annual giving to major giving is a disciplined process of increasing engagement.
The annual gift is just the beginning.
The key to both major and mega gifts is having a deep relationship with the donor. As they move from making major gifts to mega gifts, they feel part of the organization. They see the organization not just as a recipient of their donations, but as a way they can realize their aspirations, their legacy.
Both major and mega donors want to see their gifts provide leverage -- leverage other giving.
The big difference between annual and major and mega gifts (MMG) is relationships. MMG are relationship based not transactional
Building trust is critical
Transaction techniques produce transactional results. We arent saying that transactional fundraising is bad. Organizations need a stable base of annual support. And often major donors start with transactional gifts.
Im sure you have seen similar pictures of the donor pipeline. We begin with identifying and qualifying people/companies.
Once they are qualified, they move in the to “prospect pool” for cultivation, solicitation and stewardship
But you need/want to continue the involvement so that they are prospects again for another gift.
The first step is to identify and qualify prospects.
CIA – capacity, interest, access
Its not just people/companies who are wealth, it’s people who are interested in the topic
There are few prospect research resources in Brazil. Read the news every day! Not only Folha or Globo or Exame, but Veja (
Look for hidden wealth
Think about the Clase A. What are they like? They are leaders, innovators, change makers, problem solvers in business. They expect to do the same in their philanthropy. They expect to see results for their philanthropic investment.
Before we design a cultivation strategy for major gift prospects, we need to understand what they want and how they think.
Working with major and mega gift prospects requires a long and a deep perspective
Plan how to engage them as part of setting your strategy. These are just a few examples of “moves”
There will be some that you’ll invite others to, and some that would be just for that person. Remember you want to spend 90% time on 10% prospects
In sum, the cultivation of major and mega gift prospects has to be tailored to that person.
How is soliciting a major/mega gift different from other kinds of gifts?
Getting big gifts requires big ideas.
You don’t have to have it completely figured out before you go to them. In fact, you want to engage them in co-creating the idea. That requires a flexibility and creativity on the part of the nonprofit leader, and a firm grasp of the organization’s mission so that you don’t loose your focus just to get a big gift.
Stewardship is not the end. It is the beginning of the next stage of the relationship. Your stewardship determines whether or not you get repeat or larger gifts. You should put as much time into stewarding a gift as you did cultivating it.
Stewardship is not just thanking them and reporting back on how their gift is used; it is about further involving them – cultivating them for the next gift.
You’ll see similar ideas to the earlier slide on cultivation
In sum, its quite simple…
Concluding remarks
(Or whatever would be a transformational gift for you. It could be R$1 million)
Bob always asks nonprofit leaders to think about and plan for what they would do with a transformational gift.
Leadership makes the difference. It starts with all of you in this room!
Bob Carter, CFRE
PRESIDENT & CEO
A consultant with significant expertise in local, national and international fundraising, Bob Carter has faced complex problems and opportunities and found ways to be successful in nearly every case. Bob established Bob Carter Companies LLC in 2010 and serves as President and CEO.
Bob concentrates on building dynamic teams to deliver specific services that meet the unique needs of charities and donors. He works with complex regional, national and international organizations and institutions to design specific strategies, based on individual cultural realities, to maximize positive outcomes. His service as member and chair of numerous not-for-profit boards lends firsthand experience to his governance counsel.
Bob’s experience includes a 26-year career with Ketchum (including 15 years as President), one of the largest firms in the fundraising industry, and serving as Senior Advisor to Changing Our World and Omnicom Nonprofit Group.
A graduate of Johns Hopkins University, Bob has published articles in several professional journals and frequently serves as a lecturer and presenter for Columbia University’s Masters in Philanthropy Management program, the Council for Advancement and Support of Education (CASE), the Association of Fundraising Professionals (AFP), and the Association for Healthcare Philanthropy (AHP).
Bob and his wife, Carol, live in Anna Maria, Florida. His sons, Travis and Trent, and their families live in Naples, Florida.
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CHRISTINA WALKER. MANAGING DIRECTOR
From small, local nonprofits to complex global organizations with multinational teams, Christina has 30 years’ experience working in every area of institutional advancement. She has worked with environmental, health, arts, international aid and development organizations in the United States and abroad. In addition to fundraising, her expertise includes planning, facilitation, capacity building, and board development.
Prior to joining BCCo, Christina was the Director of Conservation Leadership for The Nature Conservancy’s Latin America Region where she launched its philanthropy, marketing, corporate engagement and board development efforts. Christina was also on the management team for the 16-country region and served as relationship manager for the region’s top principal gift and corporate prospects. In five years, she grew the in-region annual philanthropy revenue from zero to $10+ million and total annual philanthropy to $20 million.
Christina also served as the Conservancy’s Chief Philanthropy Officer. She supervised a nationwide staff of 150 and provided leadership for 300+ field staff members. Christina planned and launched the Conservancy’s successful $1.6 billion campaign. She also authored a major study of charitable giving outside the United States, which led to expansion of the Conservancy’s fundraising programs in major markets around the world.
Earlier in her career, she held positions with consultancies Campbell & Company and Staley/Robeson/Ryan/St. Lawrence, where she provided resident and strategy counsel for national and international organizations.
Christina has directed 14 campaigns with goals from $1 million to $1.6 billion, for organizations with annual operating budgets ranging from $200,000 to $1 billion. In addition to campaign experience, she also has direct experience in major gifts, corporate and foundation relations, development operations, and marketing and communications.
Christina earned a bachelor’s degree in Public Administration and Criminal Justice, Summa Cum Laude, from Park College. She holds a master’s degree in International Relations from the University of South Carolina, where she completed substantial coursework towards a doctorate. Christina also earned a post-grad certificate in Sustainable Development from Goddard College. She is a frequent presenter and trainer on nonprofit management issues, as well as a contributing author to the only textbook on international fundraising.
Christina has a long-standing interest in international causes. She is a Pakistani-American who came from three generations of family members in the diplomatic corps and grew up in a multi-lingual, multicultural environment. She is a student of Vietnamese Zen Master Thich Nhat Hanh and is involved in international peace and development issues through her service on the board of his foundation, the Thich Nhat Hanh Foundation. Christina resides in Sarasota, Florida, with her family.
Follow Christina’s blog about international philanthropy and nonprofit management: www.christinawalker.org