maximising major gifts: the art & science for what & why ...€¦ · you brought along?...

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Maximising Major Gifts: The Art & Science

For What & Why? The Case for Support

Ann Badger & Clare Pullar

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• People give to people

• People give money because they want to

• People don’t give unless they are asked

• People give money to opportunities, not to needs

• People give to success, not to distress

• People give money to make a

change for the good Members Guide

Photo by OK Media

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A refined set of arguments that serve as a foundational

document and core reference point to translate the

organisation’s strategic vision into discrete and achievable

objectives and

to guide the philanthropic strategy

to achieve those objectives.

What is a Case for Support?

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The Case for Support helps:

Establishes agreement inside the

organisationEnlists leadership

Provides informational backdrop for

developing fundraising materials

Creates basis for institutional evaluation,

priority setting, and decision

Value of the

Development Case

Internally

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Some Reasons Why People Give…

• To make a difference

• Right thing to do

• Show gratitude

• Alignment of values and interests

• To be accepted/to become an insider

• To honour / recognise someone

• Believe in excellence

• Respect for leadership

• Engaging with others in a common cause

• Repaying a debt of honour…

• Tax reasons

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https://www.communitybusinesspartnership.gov.au/wp-

content/uploads/2017/04/giving_australia_2016_fact_sheet_philanthropy_accessible.pdf

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Building a Case: The Impact of the Arts

http://www.australiacouncil.gov.au/research/connecting-australians/

88http://www.philanthropy-impact.org/sites/default/files/downloads/Arts_Philanthropy_report_FINAL.pdf

Building a Case: The Impact of the Arts

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Q. What is the problem here?Arts Organisations Seek Funding for:

http://www.philanthropy-impact.org/sites/default/files/downloads/Arts_Philanthropy_report_FINAL.pdf

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Some Answers? What Philanthropists are Funding

http://www.philanthropy-impact.org/sites/default/files/downloads/Arts_Philanthropy_report_FINAL.pdf

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• This is not about needs

• This is not about money

• This is not about today

• The best fundraising is above all else a

conversation about ideas, ideas that lead to

opportunities

• The best fundraising is a conversation about the

future – the future of your organisation

The Case

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Think impact, not income

It’s not about you – what do the donors want to hear?

People give to excellence

It’s a journey

People give to what they create…

Some tips

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The Case for Support – avoiding the laundry list

The Shop Window

• Your top priority/selling

focus

• A short and compelling case

S

Image courtesy of Simon Pennington More Partnerships

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The Case for Support

The Shop Floor

• Primary goals/projects that are

aligned with the vision

• Projects that are measureable

and deliverable

• Compelling and prioritised

programs

S

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The Case for Support

The Warehouse

• Institutionally important…but

not top priorities

• Offer the potential to be of

interest to a much broader

audience

• Often donor driven

S

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The Temple of Ideas Example

Nirvana’s Future

Nirvana history…

EducatePerform

Access for

all

Global

Cultural

literacy

Regional

engagement

Innovate

Create high

impact new

work

Address

contemporary

issues

Take works

beyond the

theatre

Engage

Contribute to

strong local

communities

Focus on

youth

engagement

Honour our

heritage

Advance

community

Young

Players

program

Community

outreach/sc

hools etc

Enriching

indigenous

knowledge

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Create your high level pillars and philanthropic priorities

Using the Temple of Ideas, populate the future vision of your

organisation, label the philanthropic pillar headings and

underneath each pillar the potential philanthropic priorities.

Q. How does the Temple compare with the Case/material that

you brought along?

Remember!! The case outlines why benefactors should invest in

this project/s; why it matters and what difference it will make

(it’s not the project but what it does…)

For 10 minutes…

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Build Your Temple

The Future

History…

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Or for What?

People Places (Facilities) Programs

2020

Now, how will you persuade us to give? Your best pitch…

Image: MagabalaBooks

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Ann – badger@martsandlundy.com

Clare – pullar@martsandlundy.com