Making the Ask Rebecca Gorrell Director of Education & - - PowerPoint PPT Presentation

Making the Ask

Rebecca Gorrell Director of Education & Leadership Development gorrell@crcamerica.org

Community Resource Center Success Strategies for Colorado Nonprofits

 Name  Organization  Comfort with Personal Solicitation from 1-10. 10 being a professional fundraiser with 30 years experience

Introductions

Introductions Philanthropic Trends Case for Support Making the Ask Practice the Ask

Agenda

Community Resource Center Success Strategies for Colorado Nonprofits

Community Resource Center Success Strategies for Colorado Nonprofits

Platform for Success

Philanthropy

Based in Values

Development

Uncovers Shared Values

Fundraising

Gives People Opportunities to Act on their Values

Community Resource Center Success Strategies for Colorado Nonprofits

Nonprofit Economy

$1.5 trillion

Private 22% Public 30% Earned Income 48%

Private: $335 billion Public: $355 billion Earned Income: $734 billion

$373.25 billion

Individuals 71% Foundations 16% Bequests 9% Corporations 5%

Individuals: $265 billion Foundations: $58 billion Bequests: $32 billion Corporations: $18 billion

2015 Charitable Giving

Community Resource Center Success Strategies for Colorado Nonprofits

Community Resource Center Success Strategies for Colorado Nonprofits

Diverse Sources of Income

Source Am ount %

Special Event $15,750 9% Corporate Giving Programs $8,750 5% Foundations $14,000 8% Contracts $7,000 4% Individuals: Small Gifts $70,000 40% Individuals: Major Gifts $59,500 34%

Community Resource Center Success Strategies for Colorado Nonprofits

Individual Giving by Sector

Human Services 12% Education 16% Health 8% Environment/Animals 3% Arts & Culture 5% Public Benefit 7% Religion 33% Gifts to Foundations 12% International Affairs 4%

Individual Giving by Sector

Community Resource Center Success Strategies for Colorado Nonprofits

“Donors don’t give to institutions. They invest in ideas and people in whom them believe. ”

Relationships for Giving

Community Resource Center Success Strategies for Colorado Nonprofits

Beliefs about Giving in Colorado

96 % Giving is the right thing to do 65% Giving is a family tradition 77% Organization supports a cause I believe in 51% Religious beliefs

Colorado Nonprofit Association

Community Resource Center Success Strategies for Colorado Nonprofits

Coloradans Decisions to Give

41% Personally received services 54% NPO helped someone they knew 56% Volunteer with that organization 71% Were asked by someone they knew 84% NPO provided a local impact 49% Tax benefits (of those who itemized)

Colorado Nonprofit Association

Community Resource Center Success Strategies for Colorado Nonprofits

Colorado Donors

• Faithful Friends
• Free Spirits
• Mavericks
• Disengaged

Colorado Nonprofit Association

Community Resource Center Success Strategies for Colorado Nonprofits

Good Cultivation Includes

• Transparency
• Accountability
• Results
• An “ROI” based on their values
• Involvement
• Focus on issues
• Solutions (do you serve or solve?)

Community Resource Center Success Strategies for Colorado Nonprofits

Successful Fund Development

A Case for Support

Strategic Plan

Engaged and Supportive Staff and Board Data Analysis & Evaluation of Strategy/Tactics

Fundraising Plan

Identified Outcomes

Diverse Resources

Community Resource Center Success Strategies for Colorado Nonprofits

Basic Unwavering Truths

• Fundraising is about relationships
• People give because we MEET needs, not because we HAVE needs
• A gift to your organization is really a gift through your organization

back to the community

• All donors are really investors, and we need to treat them as such

Community Resource Center Success Strategies for Colorado Nonprofits

An Effective Case for Support

“A case for support is the core document sitting at the center of your fundraising strategy. ”

Community Resource Center Success Strategies for Colorado Nonprofits

An Effective Case for Support

• Presents the opportunity as an investment
• Is real: accurate, rational and emotional
• Heard with a sense of urgency
• Is memorable: brief, to the point, organized and meaningful
• Based on strengths, not needs

Community Resource Center Success Strategies for Colorado Nonprofits

Case for Support Worksheet

 What do you do well?

 What makes you unique?  What is your story?

Community Resource Center Success Strategies for Colorado Nonprofits

Communicating Your Message

• History of your organization
• Unique services or programs
• How they have an impact
• Social, geographic, economic and political factors; how they

affect you

• Fundraising goal
• Potential donor's role in helping to achieving it

Community Resource Center Success Strategies for Colorado Nonprofits

The Development Process

Prospect Research Cultivation Solicitation Stewardship

Overtime

Increase Gift Size Increase Gift Size Increase Gift Size

Community Resource Center Success Strategies for Colorado Nonprofits

Fundraising Time Allocation

Thank Recognition 25% Identify Prospect 15% Involve Activity 30% Involve More Deeply How do you want to be involved 20% Ask Proposal 10%

Community Resource Center Success Strategies for Colorado Nonprofits

Making the ASK - Preparation

• Warts & All
• 10 tough questions people might ask
• Know your own weaknesses
• Be able to respond if “stuff” comes up
• Our best face forward
• What are we known for
• What’s our REAL IMPACT

Community Resource Center Success Strategies for Colorado Nonprofits

Ladder of Effectiveness

Personal call with follow up letter Personal letter with a follow up call Face-to-Face ask: Two person team

• r one person

alone

Community Resource Center Success Strategies for Colorado Nonprofits

Making the Ask

• Meet with all your prospects personally
• Make a phone call to set the meeting
• Rehearse your approach in advance
• At the meeting get re-acquainted, then:
• Present the Case for Support
• Ask for a specific Gift $___ Amount
• Be Silent and wait for a response

Community Resource Center Success Strategies for Colorado Nonprofits

The Elephant in the Room

Community Resource Center Success Strategies for Colorado Nonprofits

Making the Ask

“This is an exciting project worthy of your support and we would like you to consider an investment in the amount of $_____________.” “Our programs match a key interest you shared, please join me in supporting our organization with a gift of $_____________.”

Community Resource Center Success Strategies for Colorado Nonprofits

Role Play #1

 Scenario #1  Two roles  Brief  Action for Asker & Prospect Feedback to partner

Community Resource Center Success Strategies for Colorado Nonprofits

Dispelling Fears

• 1. Fear of things that will definitely happen some of the time
• 2. Fear of things that might happen but could be dealt with if they do
• 3. Fear of things that are extremely unlikely to happen

Community Resource Center Success Strategies for Colorado Nonprofits

What can “No” Mean?

“Not Right Now”

Then when? “Not that amount” Is there flexibility? “Not that project” Is there another program? “I don’t know you well enough” Another step?

NO

Community Resource Center Success Strategies for Colorado Nonprofits

Run a “Tight Ship”

• Build a Culture that Supports Development
• Process Donations and Acknowledgement Quickly
• THANK before you BANK
• Keep accurate records
• Gather Information that an Help Build Relationships
• Be Consistent and Professional with Donors
• Comply with Professional Ethics
• Ex. Donor restrictions

Community Resource Center Success Strategies for Colorado Nonprofits

Community Resource Center

Statewide Training  Fund Development  Strategic Planning  Board Development  Evaluation & Planning Nonprofit Leadership & Management A network of 700+ emerging and established leaders – increasing community impact since 1990

Questions?

Rebecca Gorrell Director of Education & Leadership Development gorrell@crcamerica.org 303.623.1540 X100