Major Gift Fundraising in a Small Major Gift Fundraising in a Small - PowerPoint PPT Presentation

Major Gift Fundraising in a Small Major Gift Fundraising in a Small Organization Organization David R. Cooper, CFRE David R. Cooper, CFRE January 2007 January 2007

The Narrowing of the Gift The Narrowing of the Gift Pyramid Pyramid 95% of the Money from 5% of the Donors? 80% of the Money from 20% of the Donors

What Are Major Gifts? What Are Major Gifts? Is $10,000 a major gift? Is $10,000 a major gift? Major Gift Fundraising is: Major Gift Fundraising is: � Centers on Specific Project Centers on Specific Project � � Focuses on a Small Number of Larger Focuses on a Small Number of Larger � Gifts (Gift Pyramid) Gifts (Gift Pyramid) � Includes Gifts from Individuals, Includes Gifts from Individuals, � Foundations or Corporations Foundations or Corporations � Solicitation Strategies are Individually Solicitation Strategies are Individually � Tailored Tailored

Elements of a Major Gift Elements of a Major Gift Fundraising Effort Fundraising Effort � Compelling Case for Support Compelling Case for Support � � Committed Volunteers Committed Volunteers � � Sufficient Viable Prospects Sufficient Viable Prospects �

The Case For Support The Case For Support � What is a What is a “ “Case for Support Case for Support” ” and how is it and how is it � used? used? � Focus on accomplishments and impact Focus on accomplishments and impact � rather than on financials rather than on financials � The fundraising goal The fundraising goal � � Gift recognition opportunities Gift recognition opportunities � � How is the Case communicated? How is the Case communicated? � � Fundraising Publications Fundraising Publications � � Existing Publications Existing Publications � � In Person In Person �

Fundraising Volunteers Fundraising Volunteers � Single most significant variable Single most significant variable � � The role of volunteers and staff The role of volunteers and staff � � Volunteers Volunteers’ ’ unique perspective unique perspective � � Peer to peer Peer to peer � � Inside information Inside information � � Just as important in Just as important in corp corp/found calls /found calls � � Organizing fundraising volunteers Organizing fundraising volunteers � � Small is better Small is better � � The Board The Board �

“Sufficient Viable Prospects Sufficient Viable Prospects” ” “ � How many are How many are “ “sufficient? sufficient?” ” � � The Gift Pyramid The Gift Pyramid � � 3 3- -5 Prospects per Gift Needed 5 Prospects per Gift Needed � � “ “Viable: Viable:” ” Prospects vs. Suspects Prospects vs. Suspects � � Capacity and Inclination Capacity and Inclination � � Peer Prospect ID and Review Peer Prospect ID and Review � � “ “Dream Prospect Dream Prospect” ” list list �

Prospect Research Prospect Research � Human vs. Technological Sources Human vs. Technological Sources � � Online sources for doing it yourself Online sources for doing it yourself �

Trends in Philanthropy Trends in Philanthropy � Donors want to be involved, to give more Donors want to be involved, to give more � than their money. than their money. � They want to solve problems. They want to solve problems. � � They are results oriented investors. They are results oriented investors. � � Campaigns are relying on fewer and larger Campaigns are relying on fewer and larger � gifts. gifts. � “ “Total Resource Development Total Resource Development” ” �

Challenges? Challenges? Case… …volunteers volunteers… …prospects prospects… … Case now what’ ’s going to get in my s going to get in my now what way of doing this? way of doing this?