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GuideStar webinar on 02/10/12.Presenters: Kevin Strickland, President, the Not For Profit Group, and Barry Ward, Managing Partner, the Not For Profit Group (moderator)http://www2.guidestar.org/rxg/news/webinars/webinar-archive.aspx
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Increasing Donations ThroughReferral Relationships
The Not For Profit Group
Increasing Donations through
Referral Relationships
Kevin StricklandKevin Strickland
www.notforprofitgroupvt.com
twitter: #donorreferrals
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Engaging the Board in the Development ProcessEngaging the Board in the Development Process
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http://www2.guidestar.org/rxg/news/webinars/webinar-archive.aspx
Evolution of a Development Team: Where Are We?
Creating a Framework
A Market Management Model
To change the quantity or qualityof what comes out the bottom. . .of what comes out the bottom. . .Change what goes in the top.
Within the Donor base . . .
Not all Donor/Sponsors are equal to theOrganization
Not all Donor/Sponsors are the same toNot all Donor/Sponsors are the same toan Organization
Highest and Best Uses of Time
Time is a your most limited resource.
How can that limited resource generate the most opportunities in return?
• Protect and defend the top 10% of donors (Key Donors)
• Grow the high potential donors (High Potential Donors)
Referral Relationships areonly one part of adevelopment process
• Acquire more highly qualified donors (Key Prospective Donors)
• Work the Centers of Influence (Current and Prospective Center ofInfluences)
All of these will require pro-active effort.
Building a Framework
Building a Process
Increasing Donations Through
Referral Relationships
A Complicated Relationship
Building a Framework
Center of Influence Definitions
Identify the “Right” COI’s
Identify the “Right” COI’s
Identify the “Right” COI’s
What goes in the top
A Market Management Model
What comes out the bottom
Building a Process
Increasing Donations Through
Referral Relationships
Targeting the Best Opportunities
Can youarticulate the
types of donorstypes of donorsyou’d likereferred?
Building a Process
Building a Process
Identifying the “Right COI”
Identifying the “Right COI”
Identifying the “Right COI”
Identifying the “Right COI”
Identifying the “Right COI”
Identifying the “Right COI”
Building a Process
Building a Process
Building a Process
Building a Process
Building a Process
Building a Process
USE COUPON CODE GSWEBINAR2012 TO RECEIVE A 15% DISCOUNT
USE COUPON CODE GSWEBINAR2012 TO RECEIVE A 15% DISCOUNT
NOTICE
This publication is protected by copyright. Duplicationis prohibited.
Why Board Involvement is Crucial
is prohibited.
© COPYRIGHT (2011) The Not for Profit Group, Inc.
The Not For Profit Group
Increasing Donations through
Referral Relationships
Kevin StricklandKevin Strickland
www.notforprofitgroupvt.com
twitter: #donorreferrals
