guidestar webinar (02/10/12) - using referrals to increase donations

Increasing Donations ThroughReferral Relationships

The Not For Profit Group

Increasing Donations through

Referral Relationships

Kevin StricklandKevin Strickland

kevin@notforprofitgroup.com

www.notforprofitgroupvt.com

twitter: #donorreferrals

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Engaging the Board in the Development ProcessEngaging the Board in the Development Process

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Evolution of a Development Team: Where Are We?

Creating a Framework

A Market Management Model

To change the quantity or qualityof what comes out the bottom. . .of what comes out the bottom. . .Change what goes in the top.

Within the Donor base . . .

Not all Donor/Sponsors are equal to theOrganization

Not all Donor/Sponsors are the same toNot all Donor/Sponsors are the same toan Organization

Highest and Best Uses of Time

Time is a your most limited resource.

How can that limited resource generate the most opportunities in return?

• Protect and defend the top 10% of donors (Key Donors)

• Grow the high potential donors (High Potential Donors)

Referral Relationships areonly one part of adevelopment process

• Acquire more highly qualified donors (Key Prospective Donors)

• Work the Centers of Influence (Current and Prospective Center ofInfluences)

All of these will require pro-active effort.

Building a Framework

Building a Process

Increasing Donations Through

Referral Relationships

A Complicated Relationship

Building a Framework

Center of Influence Definitions

Identify the “Right” COI’s

Identify the “Right” COI’s

Identify the “Right” COI’s

What goes in the top

A Market Management Model

What comes out the bottom

Building a Process

Increasing Donations Through

Referral Relationships

Targeting the Best Opportunities

Can youarticulate the

types of donorstypes of donorsyou’d likereferred?

Building a Process

Building a Process

Identifying the “Right COI”

Identifying the “Right COI”

Identifying the “Right COI”

Identifying the “Right COI”

Identifying the “Right COI”

Identifying the “Right COI”

Building a Process

Building a Process

Building a Process

Building a Process

Building a Process

Building a Process

USE COUPON CODE GSWEBINAR2012 TO RECEIVE A 15% DISCOUNT

USE COUPON CODE GSWEBINAR2012 TO RECEIVE A 15% DISCOUNT

For More Information, please contact:

Kevin StricklandKevin Strickland

kevin@notforprofitgroup.com

NOTICE

This publication is protected by copyright. Duplicationis prohibited.

Why Board Involvement is Crucial

is prohibited.

© COPYRIGHT (2011) The Not for Profit Group, Inc.

The Not For Profit Group

Increasing Donations through

Referral Relationships

Kevin StricklandKevin Strickland

kevin@notforprofitgroup.com

www.notforprofitgroupvt.com

twitter: #donorreferrals