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

80% of the Money from 20% of the Donors 95% of the Money from 5% 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 Case… …volunteers volunteers… …prospects prospects… … now what now what’ ’s going to get in my s going to get in my way of doing this? way of doing this?