Resource Development: Fuel for the Ministry. Douglas Harper Director, Corporate Rela3ons Habitat for Humanity Interna3onal

Transcription

1 Resource Development: Fuel for the Ministry Douglas Harper Director, Corporate Rela3ons Habitat for Humanity Interna3onal

2 Why Major Gift Fundraising? High Net- Worth households: Income = $200,000 + or Assets = $1,000, percent total households in the US. Enormously dispropor3onate impact on charitable giving. They are responsible for approximately two- thirds of all household charity in this country. 2 Source: Bank of America Study of High Net- Worth Philanthropy researched and wriven by The Center on Philanthropy at Indiana University, October 2006

3 Giving by Source US Individuals 81% $298.4B Founda5ons 14% Corpora5ons 5% *Giving USA 2012 Report The Index of Global Philanthropy and RemiVances 2012 Report

4 KW pyramid slide here 2012 Giving Trends Source: Bank of America Study of High Net- Worth Philanthropy researched and wriven by The Center on Philanthropy at Indiana University, October

5 Why Major Gift Fundraising? The benefits of an individual major giving effort: It s where most of the wealth is It is the most diverse, dependable and grow-able source of funding, least risk of losing the source It is the most profitable source of funding It is the base upon which capital campaigns and planned giving are built But it s not just the money!! It will build your brand and lead to other benefits It informs people and make them advocates It is a ministry to the donor It gets people engaged with their hearts. 5

6 HFHI s Current Pyramid Planned Major $25,000+ Special $10,000 24,999 Mid- Level and Concierge $5,000 9,999 Direct Marke3ng Small Sum <$4,999

7 7 Channel Strategies

8 Developing your Major Gift Focus CommiVed and suppor3ve board that gives and is willing to learn and work at resource development Experienced staff with someone who focuses on major giving Methodical donor research and qualifying Good procedures for data tracking and acknowledgements A development commivee with people of significant influence and with affluence 8

9 Shifting to Donor-Centric Fundraising Habitat Centric Donor Centric Attitude Arrogant Humble Urgent Patient Stating Listening We control (unrestricted) The Donor advises On my terms On mutually agreeable terms Approach We are looking to build What are you looking to accomplish? We need your help to We d like to help you achieve your philanthropic goals Our most pressing priority is to What do you see as the most important philanthropic challenge facing society today? Asking for the gift Asking for expert advice Getting the Gift Delivering Donor Satisfaction A transaction A relationship Managing donor expectations Advocating for the donor s needs and interests 9

10 What do Corpora3ons look for? Impact: Market influence how does giving to HFH separate our donor from their compe3tors? People how does the gim change the condi3on of our partner families? Does it impact our donor s customers too? Employees does partnering with HFH align with the corporate employees desires for their company? Does it drive employee engagement?

11 What types of companies give to HFH?

12 What is the Case for Support? Can you ar5culate it? Can you draw it on a Napkin? Can you mime it? Does your staff imitate you saying it? 12

13 The Solicita3on Cycle 8. Renew Ask for reflection Cast a vision 1. Identify Current donors who can give more Referrals from Board, and other donors 7. Steward Do as promised Report what you have done Thank the donor 2. Qualify Research Rating sessions (LIA) 3. Cultivate Engage SMEs and volunteers Facilitate discussions Annual programs, special events Events or meetings - visits to organization - luncheons, reception - Asking the right questions 4. Solicit Personal Solicitation, often with exec or volunteer Proposals that reflect what we learned during cultivation Schedule follow up visit Anticipate concerns and objections 6. Close Secure signed commitment Thank the donor! Celebrate with colleagues! 5. Negotiate Respond to objections Proceed to closing Have proper closing docs 13

14 Getting ready for the Ask Is there a history? If so, what mo3vated it? If not, how can we draw the prospect closer to the organiza3on? When will we ask this prospect to support our project? Why is now the 3me to approach this prospect? Are there other donors who should be involved? Can they influence the prospect s decision? Have they made a gim equal to or greater than the request amount? Does the request amount make sense? Does everyone know what to say and when? 14

15 Best Prac3ces The right person, asking the right prospect, for the right amount, for the right program, at the right 3me, in the right way, resul3ng in the right gim for the donor, and for Habitat for Humanity. It s about ac3ng strategically! and boldly! 15 15

16 Words of Wisdom I ve tried asking and not asking. Asking works bever. - Millard Fuller You miss 100% of the shots you do not take - Wayne Gretzky Our discomfort with the tragedy of human suffering in the world must be greater than our discomfort with the anxiety we feel when asking those with great wealth to see the plight of those without much and to write a check 16