board leadership institute development & fundraising january 8, 2015 vccf center for nonprofit...
TRANSCRIPT
BOARD LEADERSHIP INSTITUTEDEVELOPMENT & FUNDRAISING
January 8, 2015
VCCF Center for Nonprofit Leadership
Rebecca J. Merrell, CFREStephen D. Willmont
Our Objectives Today
To examine the Giving Landscape To discuss the Board’s Role in successful
fundraising To understand the fundraising continuum To outline ways to make friends and plan
requests To leave with specific action steps to improve
your fundraising
Give the same level of care, attention and passion to your donors
and your fundraising as you do to your programs
Our Message
Total Charitable Giving in USA
Source: Giving USA 2014
Ups & Downs – Mostly Ups!(From last year)
Which recipients’ gifts are growing?
Charitable Giving Annual Growth
Decade Trends
Giving experienced slowest growth 33% from 2003 to 2012
Giving grew most 131% from 1973 to 1982
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Recent Trend
#GivingTuesday post Thanksgiving
Online donation sources experienced 40% increase over 2011
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Wealthy Donors
98% give; 2/3rds to repeat causes annually
Responsible for 60% of philanthropy
90% volunteered Give: Make a difference, felt secure, efficient
organization
Don’t Give: Too frequent, inappropriate amount
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Volunteerism
64 million volunteers
27% of Americans
7.9 billion hours = $171 billion
Most popular volunteer activity?
Second most popular?
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Giving USA 2014 report Highlights
Download the Giving USA 2014
free report Highlights and purchase other
Giving USA products at
www.givingUSAreports.org/2014
Becoming a Triple A Board*
Creating a Culture of Philanthropy Involves the board, other volunteers, staff,
and highly engaged donors Includes a strong commitment to mission,
vision, and values of the organization Understands every interaction is part of
development Means everyone thinks development
* Kay Sprinkel Grace 13
The Ambassador
Is a role everyone plays Assumes a key role in cultivation and
stewardship Well oriented and coached in the message Knows the case and can articulate it Is a catalyst for donor renewal
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The Advocate
Strategically shares information on the golf course or in the car pool
Advocates on a more formal basis as well Speaks confidently about the strategic plan,
vision, and case Well-coached about the results needed
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The Asker
Has already made a stretch gift Well informed Enjoys sharing involvement and passion for
the organization Enthusiastically asks for investment from
others Teamed with staff and/or another board
asker
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The Fundraising Continuum
CultivationGetting to know you
SolicitationAsking for your support
StewardshipTaking care of donors
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Cultivate Friends
Quality introductions Invite and involve Be curious - ask questions Be an active listener
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Cultivate Friends
Send a personal note/email Seek out at the next event Send targeted information Invite to lunch or event
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Pair of Potential Partners
How do we get to know our potential partners?
How can we engage them in our programs?
Solicitation
Gallup study –
85% of people gave when
askedIndependent Sector
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Solicitation
Plan the askDetermine an approach Determine the team and ask
amountAlign with prospect interestsPrepare materials
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Solicitation
Plan the meetingTeam of two or threePracticeFace-to-faceShare passionListenAsk for support
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Solicitation
Why face-to-face?
Personalized solicitations secure the largest gifts
Honors donor
Most efficient use of everyone’s time
Builds the relationship and engagement
Most cost effective method of raising funds
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Team Worksheet
How can we make our best, most effective,
donor centered approach?
Stewardship
Appreciate your supporters
Stewardship is where many nonprofit organizations fail—always looking for new supporters while neglecting long-time supporters
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Stewardship
Say “Thank You” Many ways Many times (at least 7) Show how support is making a difference Invite to special events Engage them in activities Grow the relationship
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Successful Fundraising
Compelling Case for Support
Cultivated Motivated Field of Donors Volunteer Leadership
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Relationships
Give the same level of care, attention and passion to your donors
and your fundraising as you do to your programs
Thank You
VCCF Center for Nonprofit Leadership