1. Ann Charles Watts, CFRE Organizational Development Consultant—Resource Development Habitat for Humanity International 800-422-4828 x 5265 acwatts@habitat.org Part 1: Who will support your mission? PROSPECTING AND CULTIVATION

2. What, specifically, do you hope to take away from this session?

3. Develop Case Prospect Research & Identification Cultivate & Consult Solicit Steward Raise Awareness Basic Fundraising Cycle

4. Universe of Prospects First-time Donors Upgraded Donors Major Donors Capital Campaign Donors Planned Gift Donors Donor Pyramid

5. Develop Case Prospect Research & Identification Cultivate & Consult Solicit Steward Raise Awareness Universe of Prospects First-time Donors Upgraded Donors Major Donors Capital Campaign Donors Planned Gift Donors

6. Repeatedly asking a donor for gifts without taking them through the full fundraising cycle causes: Fatigue Isolation Attrition

7. Instead, invite the donor to join you on the affiliate’s journey, and witness what happens when you work in partnership with one another.

8. Who are our affiliate’s the best prospects? Our Donors (and volunteers)

9. Understanding a donor’s motivation for giving will help you keep them coming back. Why do your donors give to you? How are churches and corporations different from individual donors? How are they the same?

10. Prospect Rating Made Easy F requency R ecency M onetary There are many ways to rate prospects. Some affiliates hire firms to do it for them. Others do it themselves. One simple scoring method is...

11. Where to Find New Donors What does it mean to have a linkage? What is ability and how do we know if a prospect has it? How can we determine interest? L inkage A bility I nterest

12. Ann Charles Watts, CFRE Organizational Development Consultant—Resource Development Habitat for Humanity International 800-422-4828 x 5265 acwatts@habitat.org Part 2: How will you get the most from your donors? PROSPECTING AND CULTIVATION

13. We must stop thinking of fundraising as

14. As fundraisers, we’re seeking partners to make the world a better place!

15. How do we see our donors? Think of them in terms of their money, and we won’t keep either for very long.

16. Listen to them. Get to know them personally. Consider them (not their money) valuable partners in the mission, and we’ll do great things together for the cause!

17. Give donors what they want Prompt, personalized acknowledgement of their gifts Confirmation that their gifts have been set to work as intended Measurable results on their gifts at work prior to being asked for another contribution - Penelope Burk

18. Saying Thank You What are some of the ways you say “Thank You” at your affiliate? Ready for a little friendly competition?

19. If it matters, it MEASURES! What do you measure when it comes to fundraising?

20. QUESTIONS?

21. Ann Charles Watts, CFRE Organizational Development Consultant—Resource Development Habitat for Humanity International 800-422-4828 x 5265 acwatts@habitat.org PROSPECTING AND CULTIVATION