1. By Katherine Wertheim, CFRE
Power Fundraising
31 days to the end of the year – 31 days of your best fundraising ever!
By Katherine Wertheim, CFRE

2. Your best fundraising ever
The C.A.T.E. Formula
Planning and Goal Setting
Major Donors
Home-based events
Inviting donors to feel-good events
Maximizing public relations
Direct mail
(c) Katherine Wertheim, CFRE

3. (c) Katherine Wertheim, CFRE 2006 www.werth-it.com
The C.A.T.E. Formula
C.A.T.E. = Cost, Amount, Time, Effort
Cost = All costs, your salary
Amount = Gross Amount raised
(Cost – Amount = Net)
Time = Number of calendar days
Effort = Number of people involved
(c) Katherine Wertheim, CFRE

4. (c) Katherine Wertheim, CFRE 2006 www.werth-it.com
Resources
The story you have to tell
People
Time
Money
(c) Katherine Wertheim, CFRE

5. (c) Katherine Wertheim, CFRE 2006 www.werth-it.com
Planning
Write down:
Goals
Resources
The most important things to do
Prioritize
Delegate
(c) Katherine Wertheim, CFRE

6. (c) Katherine Wertheim, CFRE 2006 www.werth-it.com
Major Donors
How to visit a donor: two-on-one
Getting training to visit a donor
“Speaking of Money”
Working the numbers: statistics
(c) Katherine Wertheim, CFRE

7. Major donor visits: statistics
How many visits can you make? How much money can you make? How can you know how much to ask for?
Start with a list of 100 donors
65% will have phone numbers
You can reach 70% within five phone calls
Half will agree to visits
80% will keep the appointment
(c) Katherine Wertheim, CFRE

8. (c) Katherine Wertheim, CFRE 2006 www.werth-it.com
Statistics, continued
90% of visits will result in a gift
The average gift = 5x previous high gift
Thus:
100 names = 65 with phone numbers
= 45 who can be reached
= 22 who will make an appointment
= 17 who will keep the appointment
(c) Katherine Wertheim, CFRE

9. (c) Katherine Wertheim, CFRE 2006 www.werth-it.com
Statistics, continued
Of 17 who keep the appointment
= 15 will give money
They will average about 5x previous gift, some higher, some lower
Thus, a list of 100 donors who gave previous gifts of $500 on average will lead to 15 giving higher gifts of $2,500 each, totaling $37,500! Check your own list for average gifts of your top donors, ask: Is the return worth the time?
(c) Katherine Wertheim, CFRE

10. (c) Katherine Wertheim, CFRE 2006 www.werth-it.com
C.A.T.E. and Major Donors
Cost = Your time and board members’ time
Amount = $37,500? (based on past gifts)
Time = Sorting list: three hours. Training board: four hours. Calls to people = about ten hours. Visiting people: about 27 hours. Time = hours over 30 days
Effort = Can do with just one or two people
(c) Katherine Wertheim, CFRE

11. (c) Katherine Wertheim, CFRE 2006 www.werth-it.com
Home-Based Events
Throw an event at someone’s home, often called a “Friend-raiser”
One to 1.5 hours
Bagels and orange juice, desserts, wine & cheese, cocktails, chocolate tasting.
Mingle, present your work (eight minutes max), make pitch, collect money
Two hosts, invite donors and friends
Quick to schedule: ten days, send E-vites
(c) Katherine Wertheim, CFRE

12. C.A.T.E. & Home-based Events
Cost = Hosts pick up costs, minimal
Amount = $700 to $5,000
Time = Ten days start to finish
Effort = Two people
(c) Katherine Wertheim, CFRE

13. Inviting donors to feel-good events
Do you have a holiday party for the people you serve?
Volunteer appreciation dinner
Christmas Day gift delivery
Open house
Staff/board party
Invite donors, no ask, just connect with them and mingle.
(c) Katherine Wertheim, CFRE

14. Feel Good Event Benefits
Way to thank donors
Donors meet volunteers and the people you serve
You get face time with donors
No ask, no pressure, just connection
Easy for board and staff to get involved
(c) Katherine Wertheim, CFRE

15. C.A.T.E. and Feel-Good Events
Cost = Little additional cost
Amount = Not designed to raise money, but increased connectiveness often results in more money later
Time = Takes little additional time to invite more people
Effort = Can be done by one or a few people
(c) Katherine Wertheim, CFRE

16. Maximizing public relations
If you already have an event, invite the press
Follow-up a fax with a call
What will interest the media?
Utilizing Jews and Muslims for Xmas
200 copies of the newspaper with a post-it note
E-links to video
(c) Katherine Wertheim, CFRE

17. (c) Katherine Wertheim, CFRE 2006 www.werth-it.com
Direct Mail
Assuming your letter is already written, but if not: powerful, poignant, emotional, Anne Frank story, longer = better, one signer.
The Lift Note
Board members add additional notes
Volunteer note to the volunteers
Ask your vendors
(c) Katherine Wertheim, CFRE

18. (c) Katherine Wertheim, CFRE 2006 www.werth-it.com
Direct Mail, continued
Write more often
If only four letters, the best months to mail
Ask for a specific amount
Write more personal letters to higher-$ donors
3x-2x-1x upgrades
What to expect: 66% give again and increase past gift
More communications = more responses
(c) Katherine Wertheim, CFRE

19. (c) Katherine Wertheim, CFRE 2006 www.werth-it.com
Direct Mail, continued
Reasons to mail:
January end of year totals for taxes
February Valentine’s Thank You
April taxes, summer dangers, graduation
September – Monthly donor appeal?
October – CFC, United Way
November - holidays
December - holidays
Muslims for Ramadan
Jews for Purim/Hamentoshen-Shelach Manot
(c) Katherine Wertheim, CFRE

20. (c) Katherine Wertheim, CFRE 2006 www.werth-it.com
Final Thoughts
Emotions
How do you feel about money?
Delegation:
Organization:
Planning:
Public speaking:
Questions for me?
(c) Katherine Wertheim, CFRE

21. (c) Katherine Wertheim, CFRE 2006 www.werth-it.com
Handouts
Script for phone calls
Script for visits
The C.A.T.E. Formula
Katherine Wertheim Biography
All materials © Katherine Wertheim 2006
(c) Katherine Wertheim, CFRE