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 How does money get raised?  Why do people give?  How do donors vary?  How to find and interest donors?  How do you feel about giving?  How will your attitudes affect your work?

 The Basics  Levels of giving  Upward movement  Ratios  Balance $$$$$$ Major Donors: 40-60% $$$ Transition donors: 20-35% $ Grassroots and Community donors %

 In thanks  To support the mission  To build community  To feel good  Because they can…  other reasons?

HIGHER DONORS  To change the world  To affect policy  To achieve major goals  Psychic ‘return on investment’  To acknowledge good, efficient business practice LOWER DONORS  To repay  To help someone needy  To keep a community resource  To feel part of a cause

Building a relationship 1. Identify and Re-identify 2. Cultivate and inform 3. ASK 4. Steward and thank

 Understand why people will give to you  Where are those people?  Get their names, info, connections  Prioritize: top, middle, bottom prospects  Focus on the top

 Provide info  Educate  Offer hands-on experiences  Focus on their likely interests  Make it personal  Find the right social avenues

 Not too early, not too late  Ask wisely, not too little, not too much!  Be personal  LISTEN  Respond non-defensively  Be specific  Think on your feet

 THANK!  Draw your donor into the organization  Ask for advice  Ask for help  Ask for time  Ask for introductions  Treat your donors like insiders  Always make it personal

 Knowing the donor…not just the biographical data, but what makes him tick  Being sincerely interested  Understanding what will interest him  Finding interest points  Asking questions  If you don’t like people this isn’t for you!

 People  Paper  Phones  Parties  Proposals  Paperless  Planned Gifts  Which methods work for which donors?

 Think Creatively  Listen  Open your mind to new ideas…and not just your own!  Take criticism thoughtfully  Stick to values, not habits  Try to understand

 Consider the Life Cycle Pyramid: Planned giving Endowment Capital campaigns Special projects Annual giving and memberships

 I welcome your questions, so do be in touch:  Christine Graham     You are welcome to use my materials, but please request permission and acknowledge the source!