Fundraising Isn’t So Sc Scar ary Af y Afte ter All r All Boar ard Fu d Fundr drai aisi sing g Tr Trai aining g Worksh shop @fundraiserchad
AGENDA: 1. Introductions 2. Fundraising 101 / Board Role 3. Telling Our Story 4. The ASKING Process 5. Role Playing 6. Q&A 7. Board Accountability
Who is this guy? And why does he think he knows what he’s talking about?
career fundraiser
providing fundraising strategy, training & coaching to small nonprofit organizations
You say there's a lesson that you want to teach. Well here I am baby, practice what you preach
Who are you? And how much experience do you have with fundraising?
Fund Fundrai raisin sing g 101 101 (in 6 slides) @fundraiserchad
the pyramid Credit: Campbell & Company
the chart Credit: Giving USA, 2015
the cycle Credit: GoalBusters Consulting (Alice Ferris, CFRE, ACFRE)
the methods In person Peer to peer By mail By events By email Via crowdfunding On a web site By phone By advertising
the mantra donor centrism Does it make the donor feel important, valued & considered? 45% 29%
the mindset Begging=you have the power Demanding=I have the power Asking=we have a relationship @amandapalmer #IFC2016
The Board’s Role in Resource Development • Donor • Visionary leader • Ensure the presence of strong fundraising policies & procedures • Fundraising ambassador • Fundraising supporter
que questi stions ons
Tel Telling ling Our Our Sto Story ry @fundraiserchad
exercise: what’s our mission?
SERVING AS THE CENTRAL COMMUNAL ORGANIZATION THAT PROMOTES AND ADVANCES THE QUALITY AND VALUES OF THE JEWISH LIFE IN GREATER HARRISBURG, THE JEWISH FEDERATION OF GREATER HARRISBURG SHALL PROVIDE AN EFFICIENT, EFFECTIVE UMBRELLA FUNDRAISING ORGANIZATION WHICH SHALL STRIVE TO UNIFY, ANTICIPATE, AND MEET THE NEEDS OF THE GREATER HARRISBURG JEWISH COMMUNITY. IT SHALL ALSO PROVIDE SOCIAL, RECREATIONAL, EDUCATIONAL AND CULTURAL PROGRAMS TO ITS MEMBERS.
super simple elevator speech We help [who], so they can [do what]. Let me tell you about [first name] …
Part 1 “We help [who],” [who] examples: children, students, residents, citizens, the homeless, seniors, animals, farmers, artists, etc.
Part 2 “So they can [do what].” [do what] examples: thrive, succeed, learn, survive, prosper, live independently, be healthy, have a positive future, etc.
Part 3 “Let me tell you about [first name], [story]”
exercise: craft your organization’s super simple elevator speech
que questi stions ons
The The A Ask sking ing Pr Proc ocess ess @fundraiserchad
What’s the best way to approach a potential donor? PEOPLE GIVE TO PEOPLE (NOT EMAILS)
get getting ting the the vis visit it @fundraiserchad
Dear Mr. Donor - I hope all is well and that you’re enjoying these early fall days! My name is Chad Barger and I am a board member at the Jewish Federation of Greater Harrisburg. I am writing to see if I could stop by sometime in the next month or so to provide a brief update on the Federation. I like to do this with as many of our supporters as possible each year. It’s an opportunity for me to share our progress, to answer your questions and to get some feedback which is always appreciated. I think 20 minutes would be sufficient – is there a good day on your calendar? Lunch or coffee is also a possibility if you have a bit more time. What about the 20th at 2pm or the 22nd between 1 and 4pm? Also, please know that while it is my hope that you will continue supporting our cause, at this time I'd just like to meet you and provide this update – I will not be asking for any money! productivefund uctivefundraising.c raising.com/res om/resource ources Thank you for taking the time to read this request and have a wonderful day. Sincerely, Chad
Di Diff ffer erent ent App Approa oache ches s fo for Di Differ erent ent Re Rela lati tion onsh ship ips • A close friend • An acquaintance • Someone you don’t know (insert the connection)
gui guidin ding g the the co conve nvers rsat atio ion @fundraiserchad
the the tra transi nsitio ion @fundraiserchad
Chad’s Favorite Donor Visit Questions So, as you know I wanted to speak about CPARC today … • What do you know about us? • What first led you to become involved with our organization? • What excites you about our current programming? • What could we be doing better?
A FEW key talking points
po posit sitio ioning ning the the as ask @fundraiserchad
no asks on first visits with people you don’t already know well
Remember, we’re not ASKING them to give, we’re LETTING them give
The easiest way to make an ASK … CON CONSID SIDER ER & JOIN JOIN ME ME
“I hope you’ll CONSIDER JOINING ME in supporting this program with a donation of $2,500.”
“I hope you’ll CONSIDER JOINING ME in advancing this program by serving on the committee.”
clo closin sing g the the meet meeting ing @fundraiserchad
GET PERMISSION
fo follo llow w up up @fundraiserchad
More information Proposal / offer GET PERMISSION AT Follow up call / meeting THE MEETING
But what do you need to do before you follow up with your planned next step?
Follow up guidelines: 4x 1 week after the ask 2 weeks after that 4 weeks after that 8 weeks after that Move on (after 15 weeks)
que questi stions ons productivefundraising.com/resources
ro role le pla playing ying @fundraiserchad
Role Playing • 1 = a first time donor of $250 that I don’t know personally (thank you call) • 2 = a long time business associate of mine that supports many other causes (invitation call) • 3 = a former supporter of the charity, who is an acquaintance, that hasn’t given in a few years (inquiry call) • 4 = a current donor, that I don’t know personally, that left an irate voicemail (reply call)
que questi stions ons
ac acco counta untabil bilit ity @fundraiserchad
exercise: board fundraising menu
Wh What at ar are y e you ou pe pers rsona onally lly wi willin lling to g to do do t to a o ass ssist ist th the or e orga ganiz nizat ation ion wit ith h fu fund ndra rais ising ing?
Wha What wil t will t l the he bo boar ard co d comm mmit it to to doi doing ng as as a a w whol hole? e?
Ho How wi w will y ll you ou hol hold e d eac ach h ot other her ac acco count untab able? le?
que questi stions ons productivefundraising.com/resources
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