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1 nonprofit management s missing piece

2 Most nonprofits are in two separate businesses The business of providing SERVICES The business of generating REVENUES SERVICES REVENUES

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4 Statement of Mission Heart of Hope Food Bank exists to provide community volunteers, advocates, and donors the organization they need to provide food and services to the homeless, hurting, and hungry. This makes the donor your primary customer

5 HOW DO YOU VIEW YOURSELF? Used Car Salesman? Tin-Cupper? Inappropriate? Never apologize for boldly inviting a person to give to something greater than themselves.

6 approaches to the... Raising of Money Two of these three approaches will kill your program. Most nonprofits are involved in one of the two.

7 Technique Driven Fundraising Events, Direct Mail, Phone Campaigns, Etc. THE PROBLEM: IT S A NUMBERS GAME ONLY WORKS BY BURNING THROUGH 1000s of PROSPECTS

8 Institution Driven We re making a difference...lives are being changed We re good stewards of your gifts our organization is safe. THE PROBLEM: IT S ALL ABOUT YOU!!!

9 Donor Driven How can we help a donor achieve their personal goals by participating philanthropically with our organization? What tasks must we then adhere to so as to put into place a system that builds meaningful relationships with existing friends and potential supporters?

10 THE HEART OF RELATIONSHIP BUILDING In order to maximize giving from a donor/prospect one should A B C D When appropriate, and with permission, publicly acknowledge their gift? Consistently and genuinely express gratitude in multiple ways? Meaningfully involve the donor in your program? All of the above?

11 Permission Based Fundraising Assess next project Identification affinity/linkage Interest common values Report outcomes Information case for support Acknowledge five times Invest detailed proposal Involvement advice, service, onsite

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13 Major Gifts Ramp-Up Pyramid PHASE I

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15 Changing Your Nonprofit Culture to Significantly Advance Your Mission OD is a planned, systematic and comprehensive effort to increase a nonprofit's performance, sustainability and relevancy.

16 Laying a foundation for a great dream backed by a sound plan ORGANIZATIONAL ASSESSMENT to gain an accurate picture of its AS IS culture DEVELOPMENT PLANNING to gain a clear picture of its desired TO BE culture CHANGE MANAGEMENT to close the gap between AS IS & TO BE!

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18 CASE, CASE, CASE, CASE, CASE The most important factor leading to success in major gift planning is that the agency have a clearly articulated mission. Money "chases after ideas" and that there would always be generous people who will amply support a great dream backed by a sound plan. Case is the key to your financial success

19 Great Dream Sound Plan

20 CASE DOCUMENTS That Work

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22 18 Month Task Map Six 90 Day Calendars Board Meetings Program Events Mail Appeal Schedule Newsletter Schedule Awareness Events Signature Events Strategic Planning Conference Trainings Cultivation Days Campaign Interviews Solicitation Days and Much Much More

23 Major Gifts Ramp-Up Pyramid PHASE II

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25 Identifying the Wealth Set Where does it begin and end? a. SELECTED LISTS Download from DonorScope.com b. APPENDED LISTS Upload to DonorScope.com c. COMPILED LISTS Trained by DonorScope.com

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27 Awareness Events Inviting the Prospect into Your Universe a. Non-Fundraising b. Creative Theme c. Personalized Invitation d. Host Committee e. Take-Away

28 AWARENESS EVENT PACKAGES

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30 Cultivation Moments Discover Prospect s Goals & Desires a. Onsite Tours/Office Visits/Lunch Engagements b. Introduce Case to a Cultivated Constituent c. Active Listening d. Determine Areas of Interest

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32 CULTIVATION POINT SYSTEM (CPS) ACCOUNTABLITY TOOL:

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34 Signature Events Ask Events That Work & Raise Money

35 Major Gifts Ramp-Up Pyramid PHASE III

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37 Campaign Cabinet Leaders who ask for the big gift

38 Campaign Gift Range Chart

39 Solicitation Matrix five solicitations per visitor over six months.

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41 Campaign Interviews

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43 The Three Part Ask ANNUAL FUND Multi-Year Ongoing Annual Fund Commitment CAPITAL PROJECT One-Time Project Investment ENDOWMENT FUND Have you remembered us in your estate plan?

44 Solicitation Phase you ve done it right this is the easy part a. Appointment Set b. Cover Letter & Collaterals Mailed c. Onsite Visit in Home or Office d. Gift Agreement Signed e. 15 Visitors perform 5 asks within 6 Months

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46 a Measurable Outcome

47 ensures that fundraising campaigns come in OVER GOAL are completed ON SCHEDULE are executed UNDER BUDGET...result in HAPPY VOLUNTEERS produce GRATEFUL DONORS promote COMMUNITY PRIDE

48 Questions & Comments P.O Box Columbia, SC Voice: Fax: jimmy@development.net