1. 1 FUND RAISING THE GAME EVERYONE CAN PLAY – AND MUST! Leadership Institute March 2006

2. 2 CONTEXT FOR OUR DISCUSSION Earned Income Growth Actions Other Options Sponsors Foundations Government What does that leave?

3. 3 WHY PEOPLE GIVE High-- Feels Good -- Investment in Something They Value or Relate to

4. 4 WHY PEOPLE GIVE High-- Feels Good -- Investment in Something They Value or Relate to Low-- Tax Advantage -- Guilt

5. 5 GIVING PATTERNS

6. 6 CONTRIBUTION FACTORS Having the Ability To Give Connection Link In Place Interest Established

7. 7 CONTRIBUTION FACTORS Having the Ability To Give Connection Link In Place Interest Established Precedes the ASK!

8. 8 CONTRIBUTIONS GROWTH Current Contributors -- Increase Past Contributors – Re-engaged Future - Create a connection

9. 9 WHO WILL CONTRIBUTE? People who already contribute to your organization Your audience People who belong and contribute to other nonprofit organizations Retired persons Individuals not connected with your organization who are community-involved Corporations and businesses who are community- involved Foundations Government

10. 10 CONTRIBUTOR SEGMENTS INDIVIDUALS Major Contributors Mid-level Contributors Contributors Key – Retain/Increase the Contribution BUSINESS Local Based Local Operations

11. 11 CONTRIBUTOR SEGMENTS CONT. > FOUNDATIONS - Family Foundations - Public Foundations - National Foundations > Government - Local - ASCA

12. 12 KEYS TO SUCCESS Each group needs a targeted message that speaks to them. Gatekeepers will open the gate to some individuals/groups for you. Who are those people? How do you get them involved?

13. 13 CONTRIBUTION MATRIX

14. 14 READY/SET/GO NOT READY/FIRE/AIM

15. 15 VALUES NOT NEEDS What value do we provide? How are we differentiated? What would be the impact if we werent here? Ben Cameron/TCG

16. 16 THE VALUE STATEMENT _____________ is…… We have served our community by…… Our programs bring Value by…… Our accomplishments position us for…… To achieve our new ____ we plan to…… Wont you join us in this opportunity!

17. 17 BENEFITS VS FEATURES WHAT IT DOES IS A FEATURE WHAT YOU VALUE IS A BENEFIT

18. 18 BENEFITS Provides family event Community quality of life Employment opportunities Recognition/Pride

19. 19 OPPORTUNITIES MENU SPONSOR OPTIONS MUSIC ARTISTS POSITIONS REHEARSAL SPACE RENTAL SPECIAL GIFTS PERFORMANCE ARTISTIC DIRECTOR VISITING ARTISTS PERFORMANCE RECEPTIONS

20. 20 FREE THE ELEPHANTS TO DANCE

21. 21 PREPARATION Self Assessment Strengths Struggles Self Talk

22. 22 PREPARATION CONT. Reflection Why do I give? Why do I stay engaged? What do I want to share?

23. 23 CHALLENGES -- EXPRESSED DONT KNOW HOW DONT KNOW WHO TO ASK DONT HAVE TIME OR …..

24. 24 CHALLENGES -- UNEXPRESSED DONT KNOW HOW DONT KNOW WHERE/HOW TO START FEAR OF FAILURE

25. 25 OVERCOMING FEARS Build from Success Create Talking Points Script the Process Practice/Practice/Practice Reward Results

26. 26 CONTACT STRATEGY Who should be contacted? Who should make the contact? Creating the right team Timing

27. 27 BEST CONTACT STRATEGY Phone Call Build on a Connection Introduce the Purpose Specific Time Specific Place Repeat Purpose For Visit Letter/Email Introduce Purpose for Meeting Tell Them You Will Follow Up

28. 28 IF YOU CANT DO IN PERSON? Get the letter opened! Build from Success Present your Value Statement Call to Action Join us Message

29. 29 MEASURING SUCCESS What gets measured gets done Options for tracking Lessons learned What gets rewarded gets repeated

30. 30 When all is said and done, heres how easy it is: The Right Person asks The Right Prospect for The Right Amount in The Right Way at The Right Time for The Right Cause with The Right Follow-up. And you…you are the right person.

31. 31 NEXT STEPS Take It Home Share It Use It Soon