Go Big! with Your Donor Relations to
Build Future Sustainability
John A. Hartford Foundation Webinar – June 2010
Dena Baldwin &Karen LaPolice Cummins
Session Overview
Identifying Donor Prospects Team Approach/Collaborative Asks Segmenting priority donors Cultivation/Stewardship Making the “Ask”
Identifying Donors
Group A – Knowledge of your vision/programs Alumni, Current Supporters
Group B – Obvious Partnerships Healthcare Professionals/Industry
Group C – Outside the box Who markets to seniors?
CREATE A TARGET LIST
Segmenting/Prioritize Prospects
Timeline - length to close gift Giving History Interest/Goals Needs requirements Can you get in front of them? Relationships – using team versus
individual approach
“ Touch Plan”
Treat donors like “family and friends” Develop customized plan
▪ Know key dates, interests, charitable giving history Roll into University stewardship plan Be strategic – stay in front of your
donors Engage donors in your programs
Funding Opportunities
Scholarship/Funding Opportunities need to be established prior to any solicitation Menu – clear compelling descriptions Case for Donor support Levels – what funding will provide to
organization, make it personal Donor Recognition/Benefits
Who can help?
Create Ambassadors/Champions Market your department –
“create” new initiative Use Advisory Group Open the door to new leads
Engaging Leadership
ADVISORY GROUP Strategy to engage highest level community &
university leaders for short-term project Be clear about need Limit to that request Honor time commitment Use for connections and/or intros
Exploratory Meeting
Research Prospects – Be timely Introduce Program/Case for Support 80/20 Rule – Listen 80% / Talk 20% Use time to learn passions/hot buttons Who ELSE should you be talking to?
Making the “Ask”
Held Exploratory meetingShared Case for SupportBoth on the same page
Ask them, Stop and Listen Do not leave without something – Be
French
ASSUMPTIONS:
Strength in Team Work
Share Successes
Tips (Blog/Web – opportunity to brainstorm)
Joint Asks – cross state lines Resources – don’t duplicate a good thing Build on your expertise and knowledge
Summary
By being strategic, creating ongoing target lists and cultivating prospects throughout the year…you can grow your prospects into donors to become self-sustaining to Go Big!
QUESTIONS?????
THANK YOU! Contact us at: gobigusa.com
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