East Bay Community FoundationStrategies for Donor Development in Challenging Times

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Desired Outcomes Build deeper relationships with donors through intentional

activities Gain knowledge of donor interests, passions and

philanthropic goals Attract new donors to the Foundation Leverage Board of Directors

All to mobilize financial resources and community leadership to transform the lives of people in the

East Bay with pressing needs.  

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Donor SegmentationSEGMENT ACTIVITY AND PURPOSE

Prospects Outreach programs Attract new business

New Donors One-on-one lunches Learn about their philanthropic goals, needs, and capacity

Legacy Donors One-on-one lunches, meetings, conversations Discuss planned gifts, cultivate relationship

Existing Donors

Educational series aligned with EBCF funding goals, philanthropic skill building workshops, individualized consultation

Provide input on giving, align dollars with EBCF goals when possible, deepen relationship

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Outreach Programs Offer value-added programming to our community

Ex: Board Development Series Ex: Planned giving virtual seminars; target CBOs,

affiliates Leverage existing sponsorships to promote EBCF

Ex: Oakland East Bay Symphony Participate in CBO events and connect with

constituents Ex: Galas, house parties, opening nights etc.

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Individual Work One-on-one lunches One-on-one conversations Invite donors to attend cultural events with

staff relationship manager based on donor interests Ex: Leverage our work with the East Bay Fund

for Artists to attend openings

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Education Programs Donor Education Series

Ex: Cypress Mandela off-site Philanthropic Skill Building

Ex: Giving Plan workshop Donor Circles

Ex: Youth Development Donor Circle Customized Grantmaking

Ex: Garden grants, donor dockets, pass-through portfolios

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Professional Advisors Engage Professional Advisor Committee Provide MCLE credit seminars (PF Self-

Dealing Rules; EP for Blended Families) Partner w/other organizations to host advisor

seminars Connect with estate planning attorneys,

financial planners, CPAs

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Tactics Seek external sponsors for events; give them

credit and ability to do soft marketing Leverage national speakers when in the

geography for engagement at EBCF; NCPG, Other Foundations

With the slow down we are able to deepen relationships with key donors

Utilize our conference center for events

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Key- Takeaways Shift to planned gifts Provide outreach to larger base Provide community convenings Listen to what your current base of donors want;

some know they can’t give as much but still want to provide support

Meet donors where they are “Don’t expand my base of organizations, but support me in what I can do now.”