Creating a Dynamic Resource Generating Board presented by Partnership in Philanthropy Chatham, NJ Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● ●

How in God’s Wide World do we get the Fund Raising Job Done? Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● ●

1. Who gives the gifts? 2. Who gets the dough? Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● ●

 What do we need the money for?  How much do we need?  Why do I have to do it?  Who has the ……………..? Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● ●

Mission –  Why does our organization exist?  How will we make our world better?  What problems are we trying to solve? Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● ●

It’s pretty hard to get someplace if we don’t know where we’re going !!! Lets base our Fund Raising Goal on:  History --- $ ______________ (What have we raised in the past?)  Need --- $ ________________ (Is our need realistic – or are we trying to fill a budget hole?) Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● ●

With all I do as a Board Member, you expect me to raise money too? Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● ●

1. Make a Gift 2. Be informed 3. Carry out the “Ambassadorial” function 4. Identify prospects 5. Cultivate prospects and donors 6. ASK 7. Practice Stewardship of Donors Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● ●

Lead by example ! Make your Gift or Pledge FIRST Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● ●

Be Informed Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● ●

Carry out the Ambassadorial Function Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● ●

Identify Prospective Donors  Family  Friends / Neighbors / co-workers  Other contacts – social, religious, etc.  Past donors  Donors to similar causes  Event attendees Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● ●

Who are our most likely donors? Play the initial game # 1: “L - A - I” L = Linkage – how is the prospect linked to us? A = Ability – what is the prospect’s ability to make a gift? I = Interest – what is / are the prospect’s interest(s)? Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● ●

Cultivate our Prospects Be knowledgeable & inform Have the Tools – Brochure, Fact Sheet, Internet Be an ambassador Host an “in-home Cultivation Event” Schedule at least 1 “Cultivation Event” targeting a specific constituency Get third party endorsements Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● ●

ASK Three important questions:  What are the best ways to ask?  How much do we ask for?  Do we understand the prospect? Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● ●

How many prospects do we need to reach our Goal? A frequently used rule of thumb…… 3 - figure gifts ($$$) = 3 prospects 4 - figure gifts ($$$$) = 4 prospects 5+ - figure gifts ($$$$$+) = 5 prospects Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● ●

How do we evaluate a donor ? Play the initial game #2: “F - R - A - S” F = Frequency – how often does the donor make a gift? R = Recency – when was the last gift? A = Amount – what was the size of the gift? S = Source – what was the source of the gift? – a solicitation/ an event? Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● ●

Ask Again – Follow-up Not everyone gives the first time they are asked Realize that a 2 nd “ask” will be necessary Have a “follow-up” plan in place when you make the first ask Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● ●

Practice Stewardship A known fact about Fund Raising – It is easier to get an existing donor to give again (and often give more) than it is to find a brand new donor. How can we insure that our donors will continue to support us? Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● ●

Proven Stewardship Efforts Use the Phone – call each donor within 1 week of receiving a gift Send a written “Thank-You” promptly Call at least three (3) new or old or lapsed donors a month Tasteful Recognition Send an off season (non-ask) Donor Newsletter (“insiders news”) What you’ve done with their gifts How you are cutting costs Share a “success - story” or testimonial Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● ●

More Proven Stewardship Efforts Sweat the small stuff Use a Post Card Special Handling Significant Donors merit regular contact Recognition Reception Perks Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● ●

FR101: All Fund Raising must relate to Mission FR102: People Give to People- not just to worthwhile causes. Good causes are not entitled to support; they must earn it. FR103: Board Members and Key Staff must give. FR104: People give to “success” – not “distress”. Can’t have an Annual “Emergency Fund Raising Drive” FR105: People give to “peers”. FR106: Fund Raising means you’re in the Name Capturing business Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● ●

FR106: Fund Raising means you’re in the Name Capturing business FR107: Most “likely” donors are identified by 3 characteristics: (L) – Linkage / (A) – Ability / (I) – Interest FR 108: Never let an anniversary ending in “0” or “5” go away without using it for a Fund Raising purpose. FR 109: Evaluate donors by Frequency / Recency / Amount / Source of gift. FR 110: Decide on a Major Gift ($$ size) amount. Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● ●

Diagrams used in this workshop appeared in the following publication: The Constituency Model Page 42 “Achieving Excellence in Fund Raising” Henry A. Rosso & Associates 2 nd Edition; Jossey Bass; 2003 The Ladder of Effectiveness Page 82 “Achieving Excellence in Fund Raising” Henry A. Rosso & Associates 2 nd Edition; Jossey Bass; 2003 Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● ●

Brain Dump Time ! ? Answers Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● ●

Creating a Dynamic Resource Generating Board presented by Partnership in Philanthropy Chatham, NJ Leslie M. Loysen ● Consulting Services for Non Profit Organizations ● ●