FUNDRAISING:

KICK IT UP A NOTCH!

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Introductions

• Michelle Cramer, CFRE President & CEO

Cramer & Associates, Inc.– Located in Dublin –Statewide & Regional Focus– 22nd Years as a Fundraising Consultant – Giving Institute Board Member – 12 Years – Dean of AFP / Giving Institute Fundraising

Consulting School @ the AFP International Conference

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AFP International Conference

“Noble Calling”

Archbishop Desmond TutuApril 12, 2010

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First Consulting Job

• First consulting job was with a local homeless shelter

“Faith Mission”“Make Room Columbus”

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Results of Survey

Other: Social Media, Use of Internet, Events, Cultivating Small Donors

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Today’s Agenda

• Your Time Has Come!• The Philanthropic Environment• Donor Strategies • WOW! Capital Campaigns• Power of Social Media • Board Development• Best Event Idea!

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Your Time Has Come!

• You and Your Organization / Agency Are At The TOP of The Philanthropic Radar Screen

“Basic Human Needs. . . Food, Shelter, Clothing & Healthcare”

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Your Time Has Come!

Now Capitalize &

Take Advantage Of It!

Your Time Has Come!8

A Look Back at the Decade

2000 2008 2009 2010

Traditional donor pyramid fundraising. Giving is strong on all levels – annual,

capital and planned. Organizations independently

engage issues and donors.

Financial Crisis. Fundraising is

focused on basic human needs. Giving is more

localized. Only the strongest of cases were supported.

Funding levels improve. Donor

interests are reset and new patterns of

communication, participation and

funding are emerging.

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Today’s Environment

• “The average donor” no longer exists!– Successful organizations are diversifying sources of

revenue– Donors want outcomes – prove that their gift will

result in a measureable solution– Donors want to see others at the table – lead

donors are no longer willing to be alone out front

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Today’s Environment

• Organizations can not afford mistakes or mixed messages

• Duplication of services no longer acceptable– donors expect collaboration and partnerships

• Entrepreneurial strategies most successful – funding to help generate new revenue for the organization to become more self sustaining

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What Are You Experiencing In

Today’s Environment?

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Finding & Cultivating New Donors

• An “Effective” Way to Engage Your Board Members and In The Process, Build Your Donor Base . . . Thus Sustainability!

“Brown Bag Lunch Tours”

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How It Works

1. Dates are set for on-site tours or presentation at downtown location

2. Board members send email blast to friends to invite (see email copy)

3. Board members attend with guests4. Presentation is made & two requests are made

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The Two Requests Made

1. To Come & Tour our Facility / Site (only if presentation is at downtown location)

2. Bring One or Two More People with You to Next Scheduled “Brown Bag Lunch”

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Keys to Being Successful

• The Presentation Itself Must Be – Emotional – Personal Stories– Powerful Information & Statistics– Demonstrate How Important Your Agency Is To

Change Lives!

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Draft Agenda

• Takes place on site (preferably)• Last approximately 60 – 90 minutes• Executive Director introduces organization / agency via

multi-media (i.e. PowerPoint, Video, etc.) that overviews the organization / agency – the “WOW” Factor

• Executive Director invites agency employees to share stories about individuals served

• Q&A Session• Executive Director requests two things from guests:– Invite 2 people to attend next “Brown Bag” tour– Tour facility

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QUESTIONS?

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Donors

• Finding new donors– Appeal to many donors for a small amount– Utilize your Board’s network – Be visible – participate in community activities,

other groups events and take the time to promote your presence (work the room!)

– Be proactive – call on community leaders, businesses and foundations – ask for input, provide updates, learn about them – and afterwards, if appropriate, make a request

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Donors

• Retaining existing donors– Thank donors and make them feel special• Phone call or a personal note to explain how they are

impacting your organization

– Communicate how their gift made a difference• With your gift of $_____ we were able to do ______

– Find ways to engage other than cash - expand their role beyond funding - events, communicator, volunteer, etc.

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Reaching Donors & Volunteers

• Strategic Planning– Every organization should have a strategic plan

that addresses short-term needs and long-range goals – Does not have to be 30 pages long

– Key is to engage your donors (and potential donors) in the process so that they feel vested and have a sense of ownership to the vision

– Utilize the process to meet new leaders, reacquaint with old and bring new ideas

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Traditional – Honorary Chair, Chair, Co-Chair. . . . . Boring – Volunteers disappear, not engaged Long and drawn out Do not blend in with other campaigns

What a WOW! Capital Campaign Is not

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Unique & customized Instills a sense of excitement & energy Creates a ‘buzz’ in your community & grabs their attention Stands out from other campaigns Reflection of your organization and what makes it special

What A WOW! Capital Campaign Is24

Columbus YWCA First Capital Campaign Building Owned & Operated by Women Focus: Eliminating Racism & Empowering Women Created Cabinet of 50 Women Leaders

Franklin Park Conservatory First Capital Campaign Sense of Ownership & Pride by the Neighborhood Created ‘Leadership Team’ Made Up of 10 Leaders No Honorary Chairs or Co-Chairs

Leadership & Volunteers

Examples of WOW! Capital Campaigns

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Instills sense of pride among Board, volunteers, donors & staff

Gain even more respect from the community Positively impacts other fundraising efforts Educates the community on mission, programs & services Puts you on the map!

Benefits of WOW! Capital Campaign

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Look within at what ‘differentiates you’ from other not-for-profits

Position and leverage your uniqueness Begin the identification & cultivation process

Board members Community Leaders Key Donors People you train & serve

Engage the community: Feasibility Study

How to Begin Preparing for YourWOW! Capital Campaign

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THE POWER OF SOCIAL MEDIA

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Donors are on the web It’s like a puppy, needs to be:

Walked Fed Exercised, etc.

Content – How much, daily, weekly, etc. Who internally contributes – EVERYONE! Short Term Goals – Awareness / “Friend” Raising Long Term Goals – Donors!

Social Media29

New Forms of Communication30

New Forms of Communication31

New Forms of Communication32

Tell a story

Daybreak Horizons Newsletter November 2009

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Be Creative34

Board Development

• Begin with first assessing your “Board Talent”, i.e. accounting, legal and seek out entrepreneurs

• Begin with creating (or updating) job descriptions for each member and committee

• Develop a program to help Board members learn about your organization and grow their skills as volunteers - Orientation

• Build their confidence - set frequent achievable goals and celebrate victories – include them on prospective cultivation, luncheon, meetings, etc.

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Board Development

• Ask each Board member to develop a listing of their network – Work associates, family members, Rotary club, book

club, friends, neighbors, etc.• Explain that prospect engagement is a lengthy

process – you aren’t strong arming for gifts, but rather building a sincere relationship

• Provide training for your Board Members and keep in mind there is no “school” that trains individuals on what is expected of them as a Board member

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Board Development

Identify Prospects

Inform / Educate(Communication)

Develop Interest(Activities, Tours)

Involve(Events, Groups,

Committee)

Evaluate for Progress

Solicit to Appropriate

Level

Recognition- Thank you

Stewardship

EvaluateFor Progress

The Cultivation Cycle

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Best Way To Develop A Relationship Is

“Pick Up The Phone & Set An Appointment”

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Cure Cancer

Eternal Salvation

Send a kid to camp

Support your University

Rescue Puppies

Save the EnvironmentGirl Scout Cookies

PTO & Booster Clubs

Performing Arts

Historical Society

Hospital Parks & Recreation

Grant a WishDisaster Assistance

The Competitive Environment39

Remember . . .

Your Cause Is Relative, Being Talked About & In The Lime Light

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What Are Others Doing To Engage

Donors?

ENGAGING DONORS

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EVENTS

Share Your Best Event Idea!

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Summary and Conclusion

Thank You!

614.766.GIVE (4483)877.926.GIVE (4483)www.CramerFundraising.com

Michelle@CramerFundraising.com