1. FUNdraising: Outside the Box
Presented by:
Jean Block
Jean Block Consulting, Inc.
2015 Jean Block Consulting, Inc.

2. 2015 Jean Block Consulting, Inc.
About Jean Block
Author:
Fast FUNdraising Facts for Fame & Fortune
FUNdraising! 180+ Great Ideas to Raise More Money!
The Invisible Yellow Line: Clarifying Board and Staff Roles
The Nonprofit Guide to Social Enterprise: Show Me the (Unrestricted) Money!
The ABCs of Building Better Boards
Nationally recognized trainer and consultant on FUNdraising, board development, nonprofit management and social enterprise.
45+ years in the nonprofit sector as both board and staff leader.
Jean Block Consulting, Inc. since 1995.
Social Enterprise Ventures, LLC since 2006.
2015 Jean Block Consulting, Inc.

3. What We’ll Talk About This Morning
Reality Check
Elements in a Diversified Resource Development Plan
Key Success Factors
Great Out-of-the-Box Ideas
Your Next Steps
2015 Jean Block Consulting, Inc.

4. 2015 Jean Block Consulting, Inc.
Reality Check
Giving by individuals makes up the vast majority of contributions received by nonprofit organizations. Giving USA 2013 estimates that individual giving amounted to $ billion in 2012, an increase of 3.9 percent in current dollars (1.9%, adjusted for inflation) from This accounts for 72 percent of all contributions received in 2012.
2015 Jean Block Consulting, Inc.

5. Some Notes From Blackbaud’s 2013 Charitable Giving Report
2015 Jean Block Consulting, Inc.

6. 2015 Jean Block Consulting, Inc.
Human Services
COMMUNICATION AND PLANNING
Human services organizations, faced with uncertain government funding, are turning increasing attention to communicating more effectively and planning more strategically, said Michael Nilsen, vice president for public affairs at the Association of Fundraising Professionals.
That includes rebranding themselves, telling their stories more effectively, assessing the impact of their programs, making better use of digital technology, and turning to donors for advice, he said.
2015 Jean Block Consulting, Inc.

7. 2015 Jean Block Consulting, Inc.
Environment
CONNECTING WITH DONORS
Conservation-oriented environmental groups have focused their fundraising on getting donors more involved in “places that matter” and showing them the impact of their gifts, said Doug Barker, co-founder and principal at Barker & Scott Consulting, a firm that provides management consulting for nonprofits, including environmental organizations.
2015 Jean Block Consulting, Inc.

8. 2015 Jean Block Consulting, Inc.
Arts and Culture
GIVING FOR IMPACT
Museums have shifted the focus of their fundraising to better address demand from donors who want to know the difference their gift makes, said Ford Bell, president of the American Alliance of Museums.
“It’s not enough to say we want another picture or exhibit,” he said of fundraising appeals by museums. “Donors want to know our impact on the community.”
2015 Jean Block Consulting, Inc.

9. 2015 Jean Block Consulting, Inc.
Healthcare
INVESTING IN CAPACITY
Investment in fundraising capacity continued to pay off in 2013 for hospitals, medical centers and long-term care facilities, according to Bill McGinly, president and CEO of the Association for Healthcare Philanthropy.
Organizations that raised the most money invested more in staff, securing major gifts, and overall fundraising capacity. “It costs money to bring in money,” McGinly said.
2015 Jean Block Consulting, Inc.

10. 2015 Jean Block Consulting, Inc.
Faith-Based
FOCUS ON FUNDAMENTALS
For those faith-based-affiliated charities that are increasing revenue, fundraising fundamentals continue to drive that increase.
Those fundamentals include effective integration of communications using multiple channels. Among them are direct mail, online communications, and the use of telephone communications to support those appeals. Other key fundamentals include attention to major-donor development and a focus on the cause and the people affected by the work of the charity.
2015 Jean Block Consulting, Inc.

11. 2015 Jean Block Consulting, Inc.
K-12 Education
DRIVEN BY DATA
Attention to data is driving fundraising at independent schools, which have seen steady growth in fundraising revenue since 2000, said Donna Orem, chief operating officer at the National Association of Independent Schools (NAIS).
“The best schools have always been doing a lot of prospect research and then looking at data and having it guide much of their fundraising,” she said.
2015 Jean Block Consulting, Inc.

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Higher Education
CULTIVATING MAJOR GIFTS
A rebounding economy and long-term investment in major gift donors paid off for colleges and universities in 2013, said John Lippincott, president of the Council for Advancement and Support of Education (CASE).
Schools that have shown fundraising success are also doing a good job in their stewardship of donors, including younger donors, by engaging them in their institutions in ongoing ways, he said.
2015 Jean Block Consulting, Inc.

13. PUBLIC SOCIETY BENEFIT
DIVERSIFICATION AND IMPACT
With growth in fundraising increasing only modestly in recent years, United Way has been diversifying its fundraising and focusing on its impact, said Sherrie Brach, United Way Worldwide.
…targeting women, young professionals, and major donors; engaging workplace donors as volunteers; focusing on solving community problems; and “productizing” priority community initiatives to generate new investment opportunities for individuals, corporations, and foundations, Brach said.
United Way also has made it a priority over the next two to three years to use mobile and social media strategies to engage donors.
2015 Jean Block Consulting, Inc.

14. Online Giving
In 2013, online giving accounted for 6.4% of all charitable giving.
2015 Jean Block Consulting, Inc.

15. 2015 Jean Block Consulting, Inc.
More Data
More than one-third of all charitable giving happens in the last three months of the year, and this trend has remained consistent for several years now.
Almost every sector raised more than 20% of its annual online giving during December.
Online giving to faith-based organizations grew the most in 2013 with an 18.1% year-over-year increase. Healthcare (14.5%), education (14.4%), and environment and animal welfare (13.3%) organizations all had very positive online giving growth in 2013.
2015 Jean Block Consulting, Inc.

16. 2015 Jean Block Consulting, Inc.
How Many Eggs?
2015 Jean Block Consulting, Inc.

17. Elements in a Diversified Resource Development Plan
Appeal Letters/Annual Campaign
Social Media
Grants from Corporations and Foundations
Sponsorships/Underwriting
Planned Giving
Major Gifts
Social Enterprise/Earned Income
Special Events
Thank You Campaign
Other
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18. 2015 Jean Block Consulting, Inc.
What’s In Your Nest?
Draw Your Pie Chart
Share!
2015 Jean Block Consulting, Inc.

19. Keys to Success – Back to Basics
Why Do People Give and Keep Giving?
Because they were asked
Because they were thanked
Because they were involved
Because they know their gift matters
2015 Jean Block Consulting, Inc.

20. Keys to Success – Back to Basics
Average loss of donors per year = 15-20%
Building The List:
Flip Chart – Who Should Know About Us?
Donor database in continual update mode:
Appropriate donor management software
Compare at Idealware.org and Techsoup.org
Discussion – How Do You Build Your Database?
2015 Jean Block Consulting, Inc.

21. Keys to Success – Appeal Letters
Quarterly (why do people give?)
Variety of vehicles.
Get the envelope opened:
Label versus imprint
No window envelopes
Slant something
Write a note on the back
Stamp versus indicia
Discussion – What New and Creative Idea Can You Share?
2015 Jean Block Consulting, Inc.

22. Keys to Success – Appeal Letters
Getting the letter read:
Short and sweet
Impact! Outcomes!
Tell a story…Imagine…
Notes and post-its
Mission-related memento
Segmented and targeted
Discussion – What Clever Idea Can You Share?
2015 Jean Block Consulting, Inc.

23. Keys to Success – Getting the Donation
Make it easy to donate:
Pledges and payments
Present the value of gifts at various levels
Paint a picture
Thank for previous gift and ask for more
Online giving – Donate Now button
Discussion – What has Generated the Highest Return?
2015 Jean Block Consulting, Inc.

24. Keys to Success – Social Media
Website
Interactive, engaging, updated
Call to Action buttons
Facebook, Twitter, LinkedIn
Monthly posting by board, staff, volunteers, clients to boost what in-house communications is sending.
Online funding campaigns
Discussion – What has Worked for You?
2015 Jean Block Consulting, Inc.

25. Keys to Success - Grants
Mission matching.
Follow the rules (or don’t apply).
Thanking and involving.
Get creative – look beyond the ‘usual’.
Discussion – What is The Best Idea You Can Share?
2015 Jean Block Consulting, Inc.

26. Keys to Success – Sponsorships/Underwriting
Probably not philanthropic dollars.
Advertising – promote the benefits.
IRS publication 598
Beyond events – think programs, services, initiatives.
Discussion – What has Worked for You?
2015 Jean Block Consulting, Inc.

27. Keys to Success – Planned Giving
Investment in your future.
Advisory Committee:
Attorney, CPA, Financial Planner, Insurance
Educate board, staff, clients, donors, volunteers:
Social media blurbs
Newsletter
Events
Website
Discussion – What has Worked for You?
2015 Jean Block Consulting, Inc.

28. Keys to Success – Major Gifts
Define “major gift” for your agency.
Special volunteer committee?
Create a Giving Society.
Discussion – What is The Best Example You can Share?
2015 Jean Block Consulting, Inc.

29. Keys to Success – Social Enterprise
Based on leveraging your agency assets:
Create asset inventory of what you do, what you know, what you have.
Create an agency team to investigate and pursue.
Invest the time and money required to do it right.
Perform rigorous market research and feasibility studies.
Develop business plan.
Resource: “The Nonprofit Guide to Social Enterprise”
Discussion – Do You Have a Social Enterprise?
2015 Jean Block Consulting, Inc.

30. Keys to Success – Special Events
Has to be special!
After-event evaluation of cost:benefit
True cost of time and talent versus net income
Time to send it out to pasture?
Try something new – a nonevent?
Discussion – An Event with a 75% ROI?
2015 Jean Block Consulting, Inc.

31. Keys to Success – Thank You Campaign
Board thank you calls to top tier of donors.
Priority to get thank you out within 48 hours.
Creative versus same-old-same-old.
Acknowledgement versus Thanking.
Discussion – What is Your Best Thanking Example?
2015 Jean Block Consulting, Inc.

32. 2015 Jean Block Consulting, Inc.
Let’s Vote!
Best Idea for Appeal Letters is …
Best Idea for Social Media is …
Best Idea for Grants is …
Best Idea for Sponsorships is …
Best Idea for Planned Giving is …
Best Idea for Major Gifts is …
Best Idea for Social Enterprise is …
Best Idea for Special Events is …
Best Idea for Thanking is…
2015 Jean Block Consulting, Inc.

33. 2015 Jean Block Consulting, Inc.
Resources
2015 Jean Block Consulting, Inc.

34. 2015 Jean Block Consulting, Inc.
Thank You!
Visit my Website to learn more, download free forms and sign up for my free e-newsletter
2015 Jean Block Consulting, Inc.