Making the Ask Rebecca Gorrell Director of Education & - PowerPoint PPT Presentation

Making the Ask Rebecca Gorrell Director of Education & Leadership Development gorrell@crcamerica.org

Community Resource Center Success Strategies for Colorado Nonprofits Introductions  Name  Organization  Comfort with Personal Solicitation from 1-10. 10 being a professional fundraiser with 30 years experience

Community Resource Center Success Strategies for Colorado Nonprofits Agenda Introductions Philanthropic Trends Case for Support Making the Ask Practice the Ask

Community Resource Center Success Strategies for Colorado Nonprofits Platform for Success Philanthropy Based in Values Development Uncovers Shared Values Fundraising Gives People Opportunities to Act on their Values

Community Resource Center Success Strategies for Colorado Nonprofits Nonprofit Economy $1.5 trillion Private 22% Earned Income 48% Private: $335 billion Public: $355 billion Public Earned Income: $734 billion 30%

Community Resource Center Success Strategies for Colorado Nonprofits 2015 Charitable Giving $373.25 billion C orporations Bequests 5% 9% Individuals F oundations 71% 16% Individuals: $265 billion Foundations: $58 billion Bequests: $32 billion Corporations: $18 billion

Community Resource Center Success Strategies for Colorado Nonprofits Diverse Sources of Income Source Am ount % Special Event $15,750 9% Corporate Giving Programs $8,750 5% Foundations $14,000 8% Contracts $7,000 4% Individuals: Small Gifts $70,000 40% Individuals: Major Gifts $59,500 34%

Community Resource Center Success Strategies for Colorado Nonprofits Individual Giving by Sector International Affairs Individual Giving by Sector Human Services 4% 12% Gifts to Foundations 12% Education 16% Religion Health 33% 8% Environment/Animals 3% Arts & Culture Public Benefit 5% 7%

Community Resource Center Success Strategies for Colorado Nonprofits Relationships for Giving “Donors don’t give to institutions. They invest in ideas and people in whom them believe. ”

Community Resource Center Success Strategies for Colorado Nonprofits Beliefs about Giving in Colorado 96 % Giving is the right thing to do 65% Giving is a family tradition 77% Organization supports a cause I believe in 51% Religious beliefs Colorado Nonprofit Association

Community Resource Center Success Strategies for Colorado Nonprofits Coloradans Decisions to Give 41% Personally received services 54% NPO helped someone they knew 56% Volunteer with that organization 71% Were asked by someone they knew 84% NPO provided a local impact 49% Tax benefits (of those who itemized) Colorado Nonprofit Association

Community Resource Center Success Strategies for Colorado Nonprofits Colorado Donors • Faithful Friends • Free Spirits • Mavericks • Disengaged Colorado Nonprofit Association

Community Resource Center Success Strategies for Colorado Nonprofits Good Cultivation Includes • Transparency • Accountability • Results • An “ROI” based on their values • Involvement • Focus on issues • Solutions (do you serve or solve?)

Community Resource Center Success Strategies for Colorado Nonprofits Successful Fund Development A Case for Support Fundraising Identified Strategic Plan Plan Outcomes Engaged and Data Analysis & Diverse Supportive Staff Evaluation of Resources and Board Strategy/Tactics

Community Resource Center Success Strategies for Colorado Nonprofits Basic Unwavering Truths • Fundraising is about relationships • People give because we MEET needs, not because we HAVE needs • A gift to your organization is really a gift through your organization back to the community • All donors are really investors, and we need to treat them as such

Community Resource Center Success Strategies for Colorado Nonprofits An Effective Case for Support “A case for support is the core document sitting at the center of your fundraising strategy. ”

Community Resource Center Success Strategies for Colorado Nonprofits An Effective Case for Support • Presents the opportunity as an investment • Is real : accurate, rational and emotional • Heard with a sense of urgency • Is memorable : brief, to the point, organized and meaningful • Based on strengths , not needs

Community Resource Center Success Strategies for Colorado Nonprofits Case for Support Worksheet  What do you do well?  What makes you unique?  What is your story?

Community Resource Center Success Strategies for Colorado Nonprofits Communicating Your Message History of your organization • Unique services or programs • How they have an impact • Social, geographic, economic and political factors; how they • affect you Fundraising goal • Potential donor's role in helping to achieving it •

Community Resource Center Success Strategies for Colorado Nonprofits The Development Process Overtime Prospect Research Increase Gift Size Increase Stewardship Cultivation Gift Size Increase Gift Size Solicitation

Community Resource Center Success Strategies for Colorado Nonprofits Fundraising Time Allocation Ask Proposal Thank Recognition 10% 25% Involve More Deeply How do you want to be involved 20% Identify Prospect 15% Involve Activity 30%

Community Resource Center Success Strategies for Colorado Nonprofits Making the ASK - Preparation • Warts & All • 10 tough questions people might ask • Know your own weaknesses • Be able to respond if “stuff” comes up • Our best face forward • What are we known for • What’s our REAL IMPACT

Community Resource Center Success Strategies for Colorado Nonprofits Ladder of Effectiveness Face-to-Face ask: Personal letter Two person team with a follow or one person up call alone Personal call with follow up letter

Community Resource Center Success Strategies for Colorado Nonprofits Making the Ask • Meet with all your prospects personally • Make a phone call to set the meeting • Rehearse your approach in advance • At the meeting get re-acquainted, then: • Present the Case for Support • Ask for a specific Gift $___ Amount • Be Silent and wait for a response

Community Resource Center Success Strategies for Colorado Nonprofits The Elephant in the Room

Community Resource Center Success Strategies for Colorado Nonprofits Making the Ask “This is an exciting project worthy of your support and we would like you to consider an investment in the amount of $_____________.” “Our programs match a key interest you shared, please join me in supporting our organization with a gift of $_____________.”

Community Resource Center Success Strategies for Colorado Nonprofits Role Play #1  Scenario #1  Two roles  Brief  Action for Asker & Prospect  Feedback to partner

Community Resource Center Success Strategies for Colorado Nonprofits Dispelling Fears 1. Fear of things that will definitely happen some of the time 2. Fear of things that might happen but could be dealt with if they do 3. Fear of things that are extremely unlikely to happen

Community Resource Center Success Strategies for Colorado Nonprofits What can “No” Mean? “ Not Right Now” “ Not that amount” Then when? Is there flexibility? NO “Not that project” “I don’t know you well enough” Another step? Is there another program?

Community Resource Center Success Strategies for Colorado Nonprofits Run a “Tight Ship” • Build a Culture that Supports Development • Process Donations and Acknowledgement Quickly • THANK before you BANK • Keep accurate records • Gather Information that an Help Build Relationships • Be Consistent and Professional with Donors • Comply with Professional Ethics • Ex. Donor restrictions

Community Resource Center Success Strategies for Colorado Nonprofits Community Resource Center Statewide Training  Fund Development  Strategic Planning  Board Development  Evaluation & Planning Nonprofit Leadership & Management A network of 700+ emerging and established leaders – increasing community impact since 1990

Questions? Rebecca Gorrell Director of Education & Leadership Development gorrell@crcamerica.org 303.623.1540 X100