how one-time event participants can help feed your major gift portfolio 2013 naccdo/pan annual...

How One-Time Event Participants Can Help Feed Your Major Gift Portfolio2013 NACCDO/Pan Annual Conference

Steve ChaykowskiExecutive Director of DevelopmentApril 25, 2013

The Ohio State University Comprehensive Cancer Center –

Arthur G. James Cancer Hospital and Richard J. Solove Research Institute

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Right people matched to right event make all the difference

Planning and attendee research essential to success

Being an architect of engagement leads to prospect interest and action

Using Events as a Strategy to Build a Major Gift Portfolio





Major Gift Fundraising Assumptions

Build a partnership of TRUST

One chance to make a positive IMPRESSION

Cancer Center has an INSPIRING vision and mission

LEADERSHIP is actively engaged

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About Us

5 signature fundraising events = $2.5M + net revenue(planned by internal team)

400+ 3rd party events/community partners = $3M net revenue(we are beneficiary, not planners)

3 staff members on the community events team

3 staff members on the fundraising events team

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Metrics: $1 million in donations for every team member



Right People Matched To Right Event Make All The Difference

Stewardship Events

Cultivation Events

Fundraising Events

3rd Party Events/Community Partners

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Stewardship Events Dinner with docs Speakers

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Case Study—

Pictures/story




Cultivation Events Donor-hosted events

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Case Study—

Pictures/story




Fundraising Events Ticketed Large-scale

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Case Study—

Pictures/story




3rd Party Events/Community PartnersEntering an event without wealth screening data or prior attendee knowledgeReview the printed program for key sponsors and donorsThose seated in prime locations are likely key individuals / companies

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Case Study—

Pictures/story



Planning Before Event Essential To Success Know who is attending

Find out who/how they were invited

Conduct a wealth screening prior to event

Create a hit list (checklist of key people to meet)

Seat attendees strategically

Determine and assign staff/leadership roles

Create briefings for key leadership, development staff

Determine if you would like to host a donor table/invite donors or prospects to attend as your guest (fundraising event)

Ask event volunteer leaders to make introductions and help engage

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During Event – onsite tacticsArchitect of Engagement

Divide and conquer a room/event

Place yourself in environment to get maximum exposure

Ensure key prospects are having a good experience

Introduce key leaders and volunteers to attendees

Strike up conversation asking key wealth indicator questions

Utilize your staff

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Post Event – Follow-upArchitect of Engagement Send event memento

Thank you card Pictures

Personal note from key volunteers and leaders

Invite to come back and learn more about cancer center

One-on-one meeting with cancer center researchers, leadership, lab tour

Call from development staff or key leadership (not volunteer committee)

Post-event stewardship plan for event major sponsors and donors

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Metric: Each staff member leaves event with 5 new prospects



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Right people matched to right event make all the difference

Planning and attendee research essential to success

Being an architect of engagement leads to prospect interest and action

Using Events as a Strategy to Build a Major Gift Portfolio



how one-time event participants can help feed your major gift portfolio 2013 naccdo/pan annual...

Documents

james cancer hospital

right event

event essential

fundraising events team

onetime event participants

actionusing events

key sponsors

key leadership