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THE ART AND
SCIENCE OF
FUNDRAISING
EMERGING DIRECTORS OF DEVELOPMENT
Erin Patton and Sarah Koski
PRESENTED BY
MEET THE
PRESENTERS:
ERIN PATTON
Erin O. Patton is the Founder of New Birth Institute. As an author, teacher, and
counselor, he is passionate, divinely purposed and driven toward maximizing
God-given human potential. His work fosters thriving cultures within
communities, organizations and family structures with an emphasis on
leadership development.
After forging a successful path as a C-Suite Executive for global corporations
including Nike, In. and launching a series of start-up businesses driving social
impact, he answered the call to ministry. Erin graduated from Northwestern
University's Medill School of Journalism and received his MBA from the Cox School
of Business at Southern Methodist University before pursuing his Masters of
Divinity (MDiv) with a concentration in Leadership from the Fuller Theological
Seminary.
SARAH KOSKI
Sarah Koski is an internationally recognized narrative strategist and
professional fundraiser, with over a decade and a half of experience in major
gift solicitation. Sarah has consulted for a variety of organizations ranging
from the local to global levels, including Doctors Without Borders, The
American Red Cross, The Missing Maps Project, and Volunteers in Medicine.
Her passions include supporting causes pertaining to innovation technology,
humanitarian aid, and disaster response.
Recently, Sarah was awarded the 2023 Oxford University / Global Thinkers
Forum "Top 40 Women in Social Entrepreneurship" and Estee Lauder's "Top
100 Global Women Leaders" in partnership with Vital Voices -- both for her
work supporting homeless initiatives in her hometown of Eugene, Oregon.
MEET THE
PRESENTERS:
Pulling the right levers Understanding the multiple facets of fundraising
Finding your personal compass
Navigating your way to alternative revenue streams and
various paths to sustainability
Right brain / Left brain solutions
Learning the difference between the "art" and "science"
of nonprofit fundraising
OBJECTIVES:
WHAT IS AND ISN'T
FUNDRAISING
PREPARING
YOUR GARDEN
TO GROW.
GENERATIONAL
TRANSFER OF
WEALTH
NEW FOCUS
GENERATIONAL
TRANSFER OF
WEALTH
FROM COUNTRY
CLUBS TO
CASHAPP
NEW FOCUS
NEW MONEY
GENERATIONAL
TRANSFER OF
WEALTH
FROM COUNTRY
CLUBS TO
CASHAPP
CULTURAL SHIFTS
IN FUNDRAISER &
FUNDER ROLES
NEW FOCUS
NEW MONEY
NEW RULES
THE FACETS OF
FUNDRAISING
WHAT TO
KNOW ON YOUR
FIRST DAY.
WHAT TYPES OF
FUNDING
SOURCES
DOES YOUR
ORGANIZATION
FOCUS ON?
WHAT TYPES OF
FUNDING
SOURCES
DOES YOUR
ORGANIZATION
FOCUS ON?
• FOUNDATIONS
• CORPORATIONS
• INDIVIDUAL GIVING
• ESTATE PLANNING
• DIGITAL/ONLINE
WHAT ARE
YOUR FUNDING
LEVELS?
WHAT ARE
YOUR FUNDING
LEVELS?
• ANNUAL GIVING
• MID-MAJOR
• MAJOR
• ONLINE
WHAT CAN BE A
GIFT?
WHAT CAN BE A
GIFT?
• CASH
• STOCK
• CRYPTO
• LAND/ART/ETC
• IN-KIND
• TIME
• ______________
THE SCIENCE OF
FUNDRAISING
KNOW THE
FORMULA. . .
GET THE FUNDS
• DONOR PROSPECTING
• Research
• Capacity Scoring
• Social Listening
• Referrals
• Cultivation
• “The Golden Rule”
• What are Donor Touchpoints?
• TRACK EVERYTHING
• “The Ask”
• Donor Stewardship
THE ART OF
FUNDRAISING
LEARNING HOW
TO READ THE
ROOM.
Donor Personality Types
• The Altruistic / Faith Giver
• The Social Butterfly / Partier
• “What’s in it for me”
• The Accountant
• Anonymous
BUILDING A LASTING DONOR PIPELINE
STORYTELLING
Q&A
FIND US ON
LINKEDIN:
ERIN PATTON
SARAH KOSKI

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The Art and Science of Fundraising

  • 1. THE ART AND SCIENCE OF FUNDRAISING EMERGING DIRECTORS OF DEVELOPMENT Erin Patton and Sarah Koski PRESENTED BY
  • 2. MEET THE PRESENTERS: ERIN PATTON Erin O. Patton is the Founder of New Birth Institute. As an author, teacher, and counselor, he is passionate, divinely purposed and driven toward maximizing God-given human potential. His work fosters thriving cultures within communities, organizations and family structures with an emphasis on leadership development. After forging a successful path as a C-Suite Executive for global corporations including Nike, In. and launching a series of start-up businesses driving social impact, he answered the call to ministry. Erin graduated from Northwestern University's Medill School of Journalism and received his MBA from the Cox School of Business at Southern Methodist University before pursuing his Masters of Divinity (MDiv) with a concentration in Leadership from the Fuller Theological Seminary.
  • 3. SARAH KOSKI Sarah Koski is an internationally recognized narrative strategist and professional fundraiser, with over a decade and a half of experience in major gift solicitation. Sarah has consulted for a variety of organizations ranging from the local to global levels, including Doctors Without Borders, The American Red Cross, The Missing Maps Project, and Volunteers in Medicine. Her passions include supporting causes pertaining to innovation technology, humanitarian aid, and disaster response. Recently, Sarah was awarded the 2023 Oxford University / Global Thinkers Forum "Top 40 Women in Social Entrepreneurship" and Estee Lauder's "Top 100 Global Women Leaders" in partnership with Vital Voices -- both for her work supporting homeless initiatives in her hometown of Eugene, Oregon. MEET THE PRESENTERS:
  • 4. Pulling the right levers Understanding the multiple facets of fundraising Finding your personal compass Navigating your way to alternative revenue streams and various paths to sustainability Right brain / Left brain solutions Learning the difference between the "art" and "science" of nonprofit fundraising OBJECTIVES:
  • 5. WHAT IS AND ISN'T FUNDRAISING PREPARING YOUR GARDEN TO GROW.
  • 7. GENERATIONAL TRANSFER OF WEALTH FROM COUNTRY CLUBS TO CASHAPP NEW FOCUS NEW MONEY
  • 8. GENERATIONAL TRANSFER OF WEALTH FROM COUNTRY CLUBS TO CASHAPP CULTURAL SHIFTS IN FUNDRAISER & FUNDER ROLES NEW FOCUS NEW MONEY NEW RULES
  • 9. THE FACETS OF FUNDRAISING WHAT TO KNOW ON YOUR FIRST DAY.
  • 10. WHAT TYPES OF FUNDING SOURCES DOES YOUR ORGANIZATION FOCUS ON?
  • 11. WHAT TYPES OF FUNDING SOURCES DOES YOUR ORGANIZATION FOCUS ON? • FOUNDATIONS • CORPORATIONS • INDIVIDUAL GIVING • ESTATE PLANNING • DIGITAL/ONLINE
  • 13. WHAT ARE YOUR FUNDING LEVELS? • ANNUAL GIVING • MID-MAJOR • MAJOR • ONLINE
  • 14. WHAT CAN BE A GIFT?
  • 15. WHAT CAN BE A GIFT? • CASH • STOCK • CRYPTO • LAND/ART/ETC • IN-KIND • TIME • ______________
  • 16. THE SCIENCE OF FUNDRAISING KNOW THE FORMULA. . . GET THE FUNDS
  • 17. • DONOR PROSPECTING • Research • Capacity Scoring • Social Listening • Referrals • Cultivation • “The Golden Rule” • What are Donor Touchpoints? • TRACK EVERYTHING • “The Ask” • Donor Stewardship
  • 18. THE ART OF FUNDRAISING LEARNING HOW TO READ THE ROOM.
  • 19. Donor Personality Types • The Altruistic / Faith Giver • The Social Butterfly / Partier • “What’s in it for me” • The Accountant • Anonymous BUILDING A LASTING DONOR PIPELINE STORYTELLING
  • 20. Q&A FIND US ON LINKEDIN: ERIN PATTON SARAH KOSKI