1. Rising Costs. Frozen Bottom Lines. Let’s Raise Money and Have Fun Barbara Draimin, Haydee Bulos and Maleka Covington The Family Center in New York City

2. Today’s Agenda Who you are How you sell yourself and your cause Strategies for specific buyers - government, foundations, corporations, individuals 36 slides check ins at # 14 and # 24

3. Fundraising is fun because: 1. 2. 3. 4.

4. Some reasons it is fun: It is a chance to socialize You are helping the donors You can be funny and positive - –Most donors don’t like tragedy and desperation You are taking risks

5. Is it true that people give money to people and not to causes????

6. Sticking Out Your Neck Reach for the high fruit - others are bottom pickers

7. Risk it! Stick out your hand. So what if you are left with it wagging in front of you?

8. “What do you do?” Less than 20 words Easy to remember Works in an elevator No one has a glazed look after you finish They ask you a question about it!!

9. Focus on the Positive “Your work must be so sad” What do you say…………..? Especially to the media….

10. Find an answer that fits for you. I feel blessed to have a job with so much meaning. It puts my “small stuff” in perspective. It is an honor that consumers invite us into their lives at times of such difficulty.

11. What four things make your work or agency unique? 1. 2. 3. 4.

12. Examples Lawyers, Social Workers, Researchers & Mediators all in the same office In-home Services Services Provided Both Pre & Post Death We Serve All Illnesses

13. How will a person who meets 10 people like you a day remember you and your cause?

14. Check in Slide…... On the right track? Too fast, too slow? Volume?

15. Selling - How important is P.R.? Pro-bono Advertising agency Materials: clean and clear Simple is better

16. Web Sites Critique your own site Look at other sites Is it easy and quick to make a donation on- line?

17. Materials Consistency - photos, color, logo, font etc Clean, clear and polished Striking, yet humble ….

18. Consumers Clients are the best sellers of your service –People are interesting, organizations are usually not. –A clients experience with donors and foundations

19. Staff Ambassadors All staff are development staff train them in standing, handshakes, eye contact and “relationship”.

20. Buyers with Strings Government - Federal, State, Local Foundations Corporations Individuals

21. Relationship is Everything Face to Face means everything Reduce or eliminate shot gun approach

22. Investing in Donors It’s like planting a tree - the gains are for your successors Keep them up to date on good and bad news Donors are like parents. They want to give money AND advice

23. How to evaluate a connection Assign 25 points each time they talk Subtract 10 points every time you talk

24. Seventh Inning Stretch

25. Government There are not less funds - there are new recipients Wine and dine - or cook and carry Need new partnerships

26. Partnerships Partnerships are challenging Partnerships are essential Partnerships = $$$

27. Hedging your bets You will lose money You will gain money You cannot always control which will happen or when.

28. Quiz ? If you invite a donor for lunch who should pay? Do you have logo products for sale or give them away? What is your experience? What kind of presents should donors get if any?

29. Foundations and Corporations Which ones to target? Look at Annual Reports of Your Competitors How much should I apply for ? –Research the 990 on Guidestar.com For how long?

30. Individual Giving You can never thank donors enough or too personally Can you ask them for $$$ too often?

31. Role of Board of Directors How involved is your Board? How involved do you want them to be? Do you have multiple Boards? –Advisory –Young Executives –Consumers

32. Young Executives What they want What they need What I’ve learned

33. You are not perfect Ask your donors for advice Share your challenges and mistakes Donors want to give advice and $$$

34. Next Steps $$$$$$$$$$$$$$$$$$$$$$$$$$$ What do you want to start or change about your current fundraising strategy? $$$$$$$$$$$$$$$$$$$$$$$$$$$

35. barbara@draimin.com Cell Phone 917 515-4948