the community foundation of sarasota

The 2011 Fundraisers ForumBlue Skies on the Ranch- A New Day for Fundraising

Children guessed (but only a few) and down they forgot as up they grew….

- e. e. cummings

Words = Worlds

“ I have a dream ”

“ I have a list of measurable objectives ”

Tried and True

Tried andSo Over

Humongous Society--$50,000

Yup I Give Club--$25,000

Society Society--$10,000

The Whatever Club--$249

77%

93% would most likely give next time asked if they are thanked quickly and personally, in addition they would also like a follow up regarding what their money is accomplishing…

Satisfactio

n

Maybe if we just had a better case for support!

Annual Report

Donor Retention

Relationships?

$Relationships by the numbers

ART & SCIENCE

= $

Heisenberg’s Theory

= $

AF & $1,000+

# Of Gifts

Average Gifts

Retention & Acquisition

“Ninety percent of what we call

‘management’ consists of making it difficult for people to

get things done.” – Peter Drucker

Who Asks

car

90%

10%

0%

3 Markets

90%

10%0%

“Psychologists tell us that the mind is under a continual bombardment of ideas, all of which are trying to make an impression on it. The prospect, therefore, does not sit around with a blank mind, calmly waiting for someone or something to capture his attention without a struggle.”

Modern Business, Copyright 1918

Who is this guy?

ASKASK

The 2011 Fundraisers ForumBlue Skies on the Ranch- A New Day for Fundraising

ART

OF THE ASK

Permission

Step #1 Seek PermissionSeeking permission for time shows respect

Close For Time Not $

Step #1 PermissionSeeking permission for time shows respect

It is not a good time to talk.

Do Not Engage Objection

Stay On Task

Stay On Task

The ASK

Get The Details

Just Ask!

ART

OF THE ASKCapital Gifts

1.Script

2.Actors

3.Stage

Script• RAT• Romance• Ask• Thank

Actors

•Romancer•Asker•Donors

Stage

• Home • Office• Restaurant

1.Script

2.Actors

3.Stage

“We have a ‘strategic’ plan.

It’s called doing things.” —

Herb Kelleher