Nonprofit Nonprofit Leadership Summit Leadership Summit Building and Sustaining Donor Relationships g g p

Getting Acquainted Getting Acquainted

Who’s in  the Room?

What’ss  What yyour  burning  question?  ti ?

Session Goals Session Goals • Increased clarity y about the fundraising gp process including g prospecting, cultivation, solicitation, acknowledgement and stewardship. • Greater familiarity and fluency in fundraising including building relationships, effective strategies and activities and opportunities opport nities to engage board members and volunteers. • Fun and increased enthusiasm for fundraising and engaging others in the process.

Nonprofit Leadership Summit

FOUNDATIONS OF FUNDRAISING FOUNDATIONS OF FUNDRAISING

Philanthropy & Fundraising Philanthropy & Fundraising Philanthropy = Love of  Humankind

Fundraising = Building  relationships and inviting relationships and inviting  people to join you in an  endeavor that will make our  community and world a better community and world a better  place. 

The Exchange Principle The Exchange Principle Donors give  i money to  organizations to  do work that they  alone cannot do

• Cannot feed the hungry, house the homeless,  educate the young  • Cannot perform a great symphony or play or bring  visual art to the entire community i l h i i • Cannot solve global warming or protect the planet

Organizations  offer social value  to donors in  several ways y

• Provide a sense of belonging o de a se se o ac e e e t • Provide a sense of achievement • Provide an opportunity to give back • Provide an opportunity to make a difference  • Provide an opportunity to make the  world/community a better place world/community a better place 

Donor Motivations Donor Motivations  Believe in the cause  Would like to associate with this group or issue  Know my money will be/was used well K ill b / d ll  I feel generous  Tax deduction   Have heard good things about the group g g g p  I have a great relationship with this group – they value me  

BECAUSE SOMEONE ASKED!! BECAUSE SOMEONE ASKED!!

Two Types of Donors

Buyers

Believers

Nonprofit Leadership Summit

BUILDING A GREAT DONOR PROGRAM BUILDING A GREAT DONOR PROGRAM

Prospecting /Networking : Stewardship: deepening  donor  do o relationship  connection  communicating  bottom lines

referral/introd uction

Building the Building the Donor  Relationship Relationship 

Cultivation: Connecting to Connecting to  programs, staff,  board, finding  shared values 

Acknowledge: 

Research: 

thanking the  donor,  providing providing  recognition

Uncovering  connection,  commitment,  it t capacity

Solicitation: Asking for the  ggift, , connect values  + impact

Tools and Activities Tools and Activities Prospecting Networking

Cultivating

Board  members

Thanking

Stewarding 

1:1 meetings  1:1 meetings

Letters

Newsletters

Volunteers

Events 

Mail/Email

Phone calls

Insider news

Events 

Publicity/Me dia

Phone calls

Listing in  Publications

Annual Report

Group  Collateral presentations  Memberships

Asking

Social media/  Website  crowdsourcing  listing 

Social Media  Events 

Profiles 

Events 1:1 meetings 

Can you map your strategies for each of the elements of  f d i i ?  fundraising ?

We have seen the donor and he or  she is…

Your Donor Experience Your Donor Experience Three Questions Three Questions  • Describe a great donor experience Describe a great donor experience • Describe a negative donor experience Describe a negative donor experience • Describe your donor/volunteer experience with  Describe your donor/volunteer experience with your own organization 

What Makes a Donor Experience What Makes a Donor Experience Great  • A heartfelt moving story  • Friends who connected  me • Thanked promptly and  well  • Regular communication  about work and impact • High touch experience • Personalized experience • Recognized and  Recognized and respected

Not So Great  • Never acknowledged • Asked too often  • No idea how they used  No idea how they used my money  • Became disconnected  • Felt taken for granted • Felt like an ATM • Hear negative things  Hear negative things through the  grapevine/media  • Overwhelmed by  O h l db information 

Nonprofit Leadership Summit 

FIELDING YOUR TEAM AND MAKING FIELDING YOUR TEAM AND MAKING BEST HIGHEST USE OF THEIR GIFTS

Great fundraising teams have Great fundraising teams have… • • • • •

The right people in the right jobs and all the jobs are filled Tools Practice and Connection to the Mission  G l Goals and A Plan  dA l Recognition 

Fielding the Team: What are your fundraising gifts • • • • •

Prospector P Cultivator Asker Thanker Steward

Building Your Team Building Your Team • Prospectors  = providing referrals and introductions/opening doors • Has significant social and/or business network; willing to provide  introductions organization.   • Cultivators = talking enthusiastically about the organization, finding  g y g , g shared interests with prospects.   • Good listener, discerns what resonates with a potential/current  donor • Identify the value match with the nonprofit organization.     • Researchers = Finding out information about prospects, looking for  connections commitments and capacity connections, commitments and capacity.   • Usually staff function  • Board members identify links and the donor’s circle of influence.  • Help identify an appropriate request amount for a donor.   H l id if i f d

Building Your Team g • Askers = Connecting values and impact goals of the donor with the organization and  requesting the gift.   • Knowing when the prospect is ready to be asked for gift, Knowing when the prospect is ready to be asked for gift • Asking for a specific gift amount or range,  • Waiting for the donor’s response and negotiating the gift and the amount.   • Thankers = Thanking the donor, providing appropriate recognition.   • Interested in the person who made the gift, • Able to write a meaningful thank you note,  • Comfortable talking with people about their gift and their interest in the organization.  • Able to identify what is important to the donor in terms of acknowledgement and  Abl t id tif h t i i t t t th d i t f k l d t d follow‐through on meeting that need • Stewards = deepening the relationship with the donor, communicating the bottom line • Enjoy building relationships with donors,  j y g p • Good listeners and able to find out and remember what aspects of the nonprofit’s  work resonates with the donor. • Thoughtful and pay attention to the things that matter to the donor about the  donor’ss experience donor experience

Tools Vision 

Stories 

Materials and Activities

Information 

Networks and Connections Networks and Connections Facebook  Friends 

V d Vendors

Sally Super Sally Super

Foundation Foundation  colleagues

Arts friends Nancy

Clients Fred  Philanthropy Philanthropy 

Understanding our Networks: Mutually Beneficial Relationship Beneficial Relationship Group or individual

Self interests and/or why they What resources they might bring would want to connect

Foundation colleagues

Like effective organizations; some  fund arts; like organizations that fund arts; like organizations that  have networking/collaboration as  strategy  Like to be recognized for supporting  community; eager to support things  I’m interested in

Money (grants), connections

Like to be part of community  organizations; like to do  crowdsourcing Commitment to local community;  nonprofit expertise

Money (small gifts); additional  networks

Vendors (accountant, financial  planner, insurance rep, etc.) planner, insurance rep, etc.) Facebook friends Clients

Money (small gifts); pro bono  services, investment expertise,  other clients 

Collaboration; joint projects

Arts Friends

Care about arts organizations; live  in local community; believe in in local community; believe in  strengthening community; 

Arts activities to drive home  inclusion agenda; financial inclusion agenda; financial  resources (small gifts)

Sally Super

Likes to roll up sleeves and get  involved in organizations; 

Volunteerism; army of other  volunteers

Fred Philanthropy

Programs that create new art; likes  to be a major player in growing  organizations

Money (major gift)

Network Mapping Exercise Network Mapping Exercise Write your name in the center box In the outer Write your name in the center box. In the outer  boxes, identify groups of people and/or individuals  with whom you network and who might be  interested in your organization. 

Post your network on the wall. Once everyone has  posted their networks, visit each one and post a  d h k h d label on those networks you have in common 

Complete the table with the following information.  • Identify what the self‐interests of these groups or individuals  are. What’s in it for them to be connected to your organization?  • What resources might they bring to your organization (e.g.,  financial resources, other networks, volunteerism, etc.)? 

Mission Connection and Fundraising Practice d

Mission  moments

Site visits  and reports

Sharing  great  stories

Meeting Meeting  participants 

Practicing g Select one aspect of  the donor dialogue  continuum to try – continuum to try – cultivating, soliciting,  or stewarding 

Develop a strategy  for your colleague.

• What do you know about your  colleague that will help you with  this interaction? • What is the goal of the  What is the goal of the interaction?  What do you hope  to accomplish? • What’s one great story you want  to tell? to tell? • What two to three points do you  want to share? • What two or three questions to  you want to ask? you want to ask?

Try your plan on with  l h your colleague

Practice and Debrief Did you accomplish  g the goal of the  interaction?

What worked well?

What surprised  you?

What was difficult?

What would you  do next?

Fundraising Plan and Member Action Plan

Goals and Plans Goals and Plans Fundraising Plan  • Monetary Goals • Donor Goals • Strategies • Tactics & Activities • Timelines • Roles &  Responsibilities 

Member  A ti Pl Action Plan  • Monetary Goal • Connection  C ti Goal • Relationship  building goal  • Activities

Recognition Recognition Personal

Among peers

• Thank you notes &  phone calls phone calls • Plaques, certificates  • Individual  experiences 

• At committee  meetings • At board meetings 

Among  stakeholders

Among the public 

• At events  • In in‐house  publications 

• At award  At award ceremonies/events • Media (newspaper,  radio, etc.) 

Thank you! Nancy Ragey, NKR Consulting  Email: [email protected] Email: [email protected] Phone: 408.737.7280 Nonprofit Leadership Summit  p p