The Six Pillars of Fundraising Success Jay Frost Principal Frost - - PDF document
6/12/2019 The Six Pillars of Fundraising Success Jay Frost Principal Frost On Fundraising The New Hampshire & Vermont Council of Charitable Gift Planners June 2019 The House We Built Source: Henry Huey, Flickr 1 Donor Research
Source: Henry Huey, Flickr
Donor Research Relationship Building Volunteer Involvement Securing the Gift Leadership and Management Ethics, Accountability, and Professionalism
Donor Research
Relationship Building Volunteer Involvement Securing the Gift Leadership and Management Ethics, Accountability, and Professionalism
Communicate and validate relevant donor information with key organizational stakeholders to establish a plan of action for engagement, cultivation, solicitation, and stewardship. Rate current and prospective donors on linkage, ability, and interest to priorities and plan cultivation and solicitation.
Collect and analyze current and prospective donor information including demographics, psycho-graphics, interests, values, motivations, culture, ability, giving and volunteer history, relationships, and linkages to select potential donors for particular projects and fundraising programs. Implement and utilize a secure data management system to ensure data privacy, store information on current and prospective donors, and enable segmented retrieval and analysis. Develop a list of prospective donors by identifying individuals, groups and entities, such as foundations, corporations, and government agencies, with the linkage, ability, and interest to give in order to qualify prospective donors for further research and cultivation.
Source: TeachingEconomics.org
DonorSearch 2017 $685 Million 1 Million 400 in Giving Individuals Organizations
(no outliers)
– Recency – Frequency – Money
2. Giving to Other Organizations
A single lifetime political gift of $250 puts your constituent in the top 6% of the US population A single gift of $1,000 puts your constituent in the top 1/10th of 1% Virtually every donor with lifetime political giving of $15,000 has made a 4,5,6, or 7 figure charitable gift somewhere
data available
million worth of real estate are in the top 3.5% of your donor pool and give nearly 1/3 of your donation dollars.
million + in real estate comprise 9.3% of your donor pool and are responsible for 40% of your revenue.
6. Public and Private Business Affiliations
CNBC for Snapshots of Public Company Ownership
Peer Data Overlay Assets Modeling Social
(Global)
Donor Research
Relationship Building
Volunteer Involvement Securing the Gift Leadership and Management Ethics, Accountability, and Professionalism
Initiate and strengthen Initiate and strengthen relationships w/ constituents via systematic cultivation and stewardship plans designed to build trust in, and long term commitment to, the organization Develop and implement Develop and implement a comprehensive communications plan to inform constituents about the
mission, vision, and values, financial and ethical practices, fundin g priorities, and gift
Promote Promote a culture of philanthropy by broadening constituents’ understanding
giving Acknowledge and recognize Acknowledge and recognize donor gifts and engagement in ways that are meaningful to donors and appropriate to the mission and values of the
Communicate and validate Communicate and validate relevant donor information with key stakeholders to establish a plan of action for engagement, cultivation, solicitation, and stewardship.
$1,000+ donors
sending communication from the name
real person
their donors by name
you” nearly enough
determine your ability to communicate effectively
Tim Kachuriak, Founder and Chief Innovation and Optimization Officer for NextAfter
Top “TO DO’s” on LinkedIn
profile!
affiliation prominently
when attending meetings
potential board members, major donors or volunteers
meetings with photos and videos, tagging individuals and
Page
network: RTs, Tys, Shrunken URLs, and other forms of acknowledgement
deep, life-long affinity and commitment with probably donors.
reliably lead to major gifts.
how you define a major gift.
– Further cultivate a relationship – Increase awareness of important
– Acquire vital information
major gift process.
phone call, letter or social media
per probable donor.
planned next step.
assigned to a Moves Manager.
donor is properly cultivated, solicited & thanked for his or her generosity.
help from Natural Partners. These can be friends, relatives, business associates, and social acquaintances of the probably
be representatives from the
and implement a strategy for securing a major gift. They also participate in the cultivation, solicitation and acknowledgement of the donor.
identifies a Primary Player—the Natural Partner to whom the probable donor would have the most difficulty saying “no.” This person asks for the gift.
An executive director with administrative help can personally cultivate/solicit 20 donors. A Director of Development with management, marketing, content creation and administrative duties can personally cultivate/solicit 50 donors. If your
lucky enough to have a full time development
she can personally manage 100 to 125 donors. A board member, with help from staff, can manage 5 to 10 donors. Source: “Fundraising Benchmarks for Small Nonprofits ($2M and under)” by Joanna Joslyn
Select 10 to 25
Collect easy-to- access research
Identify Natural Partners
Plan
Plan next seven moves for each
Develop
Develop a strategy for each opportunity & establish preliminary gift objective
Select
Select a Primary Player for each probable donor
Consult
Consult confidentially with Natural Partners
Implement Moves Review/Record what transpires in each and every contact Refine strategy/gift
appropriate Fine tune the planning for next move
and every prospective donor
plan the next seven moves for each
your portfolio as appropriate
Donor Research Relationship Building
Volunteer Involvement
Securing the Gift Leadership and Management Ethics, Accountability, and Professionalism
Identify
engage volunteers. Create
recruitment, orientation, training, evaluation, recognition, retention and succession of volunteers. Develop
commitment to empower and support volunteers and enhance their effectiveness. Engage
program, campaign) in the fundraising process to increase organizational capacity. Participate in
leadership on boards and/or committees to ensure these groups are representative of, and responsive to, the communities served.
Source: The Value of Volunteer Time / State and Historical Data, Independent Sector, April 2018
the contributions of volunteers has grown with each year.
nationally and ranges from a low of $19.81 in Mississippi to a high of $31.17 in Massachusetts
fundraising is low.
engage volunteers in the processes of donor cultivation, solicitation and stewardship.
instilling trust and confidence among potential donors.
associated with delayed mortality among older adults.
that volunteer activities improved mental health by creating “positive attitudes toward aging, a sense of connectedness, and improvements in feelings of control and life satisfaction,” as well as decreased depression.
Sources: Studies at University of California, Berkeley and the University of Michigan
about their employers. This is believed to contribute to improved recruitment and retention.
Answer These Questions
and emerging needs?
donors?
Rachel’s wish
Donor Research Relationship Building Volunteer Involvement
Securing the Gift
Leadership and Management Ethics, Accountability, and Professionalism
Develop a case for support by involving stakeholders in order to communicate the rationale for supporting the
Develop
Identify solicitation strategies and techniques appropriate to current and prospective donor groups.
Identify
Develop and implement specific solicitation plans for the involvement of individual donors, donor groups, and/or entities.
Develop and implement
Prepare donor-focused solicitation communications in order to facilitate informed gift decisions.
Prepare
Ask for and secure gifts from current and prospective donors in order to generate financial support for the
Ask
Source: Simon Sinek, How Great Leaders Inspire Action, TED Talk
forth its nature, purpose, and principal objectives in a powerful, personal, and compelling way.
merely a list of naming opportunities.
the cause that the institution represents and the problem it seeks to resolve— than with the institution itself.
If the case is focused on a capital project, it can facilitate a study to uncover your lead donors up to 60% or more of a major goal It allows you to set appointments with individuals and institutions with demonstrated capacity and affinity and to focus your discussion The Case is your tool for measuring the interest of donors in your work
keep it handy
now! Your only objective is to set the meeting
common ground
mission
questions
Indifference Misunderstanding Skepticism Negative feelings
visit
preparation
assumptions
benefits
Donor Research Relationship Building Volunteer Involvement Securing the Gift
Leadership and Management
Ethics, Accountability, and Professionalism
Demonstrate leadership that advances fundraising practice.
Demonstrate
Advocate for and support a culture of philanthropy and the advancement of fundraising across the organization and its constituencies.
Advocate
Ensure that sound administrative and management policies and procedures are in place to support fundraising functions.
Ensure
Participate in the organization’s strategic planning process to ensure the integration of fundraising and philanthropy.
Participate in
Design and implement short-and long- term fundraising plans and budgets to support the organization’s strategic goals.
Design and implement
Utilize
Utilize external services as needed to optimize the efforts of the fundraising function.
Recruit, train, and support
Recruit, train, and support staff by providing professional development opportunities and applying human resource principles to foster professionalism and a productive, team-oriented work environment.
Conduct
Conduct ongoing performance measurement analysis of fundraising program using accepted and appropriate standards and metrics in order to identify opportunities, resolve problems, and inform future planning.
Employ
Employ marketing and public relations principles and tools to support and grow fundraising programs.
Research Engagement Sustaining Support Major & Planned Gifts Institutional Support Events Operations
Donor Research Relationship Building Volunteer Involvement Securing the Gift Leadership and Management
Ethics, Accountability, and Professionalism
Ensure that all fundraising activities and policies comply with ethical principles and legal standards and reflect the values of the organization and the community.
Ensure
Communicate principles of ethical fundraising to stakeholders to promote ethical practices and strengthen a culture of philanthropy.
Communicate
Promote ethical fundraising as a crucial component of philanthropy to strengthen the non-profit sector and support the sector’s role as a pillar of civil society.
Promote
Clarify, implement, monitor, and honor donors’ intent and instructions regarding the use of gifts.
Clarify, implement, monitor, and honor
Ensure that allocations of donations are accurately documented in the organization’s records.
Ensure
Report to constituents the sources, uses, impact, and management of donations to demonstrate transparency and enhance public trust in the organization.
Report
Participate as an active and contributing member of the fundraising profession through activities such as mentoring, continuing education, research, and membership in professional associations.
Participate
Horror Stories of Fundraising
Black out Tales
My Book?
Make?
Please!
Same Institution, Aren’t We?
Donor Research Relationship Building Volunteer Involvement Securing the Gift Leadership and Management Ethics, Accountability, and Professionalism
Source: Crystalinks.com
jay@frostonfundraising.co m
FrostOnFundraising