five essentials for a robust fundraising program

Five essentials to building a robust fundraising program

April 16, 2014

April 16, 2014 Created by Kimberley MacKenzie, CFRE

You have brains in your head. You have feet in your shoes. You can steer yourself, any direction you choose.

– Dr. Seuss

April 16, 2014 Created by Kimberley MacKenzie, CFRE

• Good hygiene• Be specific• Get over yourself• Play nice• Shit or get off the pot

THE Essentials

April 16, 2014 Created by Kimberley MacKenzie, CFRE

April 16, 2014 Created by Kimberley MacKenzie, CFRE

• Take great care with donor information

• Make sure all staff know what to do if someone wants to donate

• Make internal controls and policies a priority– Audited financial statements– Gift acceptance policies– Donor Bill of Rights on Website

Good Hygiene

April 16, 2014 Created by Kimberley MacKenzie, CFRE

• Don’t mail dead people!

• Don’t waste postage on people who don’t live there anymore

• Get their names correct!

• Collect their email address

Data Hygiene

April 16, 2014 Created by Kimberley MacKenzie, CFRE

• Important– Gets message delivered– Gets the piece opened– Gets a response

• Make sharing info easy– What does your donation form look like?

Data Hygiene

April 16, 2014 Created by Kimberley MacKenzie, CFRE

April 16, 2014 Created by Kimberley MacKenzie, CFRE

April 16, 2014 Created by Kimberley MacKenzie, CFRE

Is your road blocked?

April 16, 2014 Created by Kimberley MacKenzie, CFRE

What will you do?

April 16, 2014 Created by Kimberley MacKenzie, CFRE

Play Nice

April 16, 2014 Created by Kimberley MacKenzie, CFRE

• Service• Facilitation• Leadership• Creating and managing change• Influence• Staying positive

Our profession is about

April 16, 2014 Created by Kimberley MacKenzie, CFRE

• We don’t arrive with buckets of cash

• We are often misunderstood

• Used as excuses for other departments

And yet…

April 16, 2014 Created by Kimberley MacKenzie, CFRE

Success depends on integration and collaboration.

April 16, 2014 Created by Kimberley MacKenzie, CFRE

• Everyone in an organization has a role to play

• What are some ways for you to lead the way?

Build a culture of philanthropy

April 16, 2014 Created by Kimberley MacKenzie, CFRE

• Every new staff person or board member is educated on the role the donor plays in the organization

• All staff meetings have discussions about donors

• Program folks understand they will work with development to meet, interact with and ask donors for gifts

• Development staff will work in the program to understand exactly what it is they do — This means getting your hands dirty

• Over half of the President’s or CEO’s time is devoted to cultivating donors, either onsite or wherever the donor is

• All board members are required to spend time working with program and development staff (board menu?)

• The organization creates multiple opportunities for staff, board and donors to engage together during the

• Development staff is constantly communicating to the rest of the organization about how they are engaging donors

Courtesy of the Veritusgroup.com

Ways to build a culture of philanthropy

April 16, 2014 Created by Kimberley MacKenzie, CFRE

Is your road blocked?

April 16, 2014 Created by Kimberley MacKenzie, CFRE

What will you do?

April 16, 2014 Created by Kimberley MacKenzie, CFRE

Be Specific

April 16, 2014 Created by Kimberley MacKenzie, CFRE

• What are you raising money for?

• How much do you need?

Be Specific

April 16, 2014 Created by Kimberley MacKenzie, CFRE

• Story about a specific solicitation that is presented in real life. (It is awesome! Invite me to share it with your group)

April 16, 2014 Created by Kimberley MacKenzie, CFRE

Is your road blocked?

April 16, 2014 Created by Kimberley MacKenzie, CFRE

What will you do?

April 16, 2014 Created by Kimberley MacKenzie, CFRE

Get Over Yourself

April 16, 2014 Created by Kimberley MacKenzie, CFRE

Where I’m from

April 16, 2014 Created by Kimberley MacKenzie, CFRE

Where my house is.

April 16, 2014 Created by Kimberley MacKenzie, CFRE

My house

April 16, 2014 Created by Kimberley MacKenzie, CFRE

The Kitchen

April 16, 2014 Created by Kimberley MacKenzie, CFRE

The Living room

April 16, 2014 Created by Kimberley MacKenzie, CFRE

April 16, 2014 Created by Kimberley MacKenzie, CFRE

The ViewWhereDavid lived

April 16, 2014 Created by Kimberley MacKenzie, CFRE

Everything I did was for David

April 16, 2014 Created by Kimberley MacKenzie, CFRE

Everything we do, we do for our donorsWe must:Be obsessive

Put their interests first

Constantly think from their perspective

Advocate for them daily

Serve them in all we do

Love them

April 16, 2014 Created by Kimberley MacKenzie, CFRE

Donors want to know 3 things

What does your organization do?

Have you changed lives? How?

What will my money achieve?

April 16, 2014 Created by Kimberley MacKenzie, CFRE

April 16, 2014 Created by Kimberley MacKenzie, CFRE

• Best presented in person.

Two donor stories

April 16, 2014 Created by Kimberley MacKenzie, CFRE

Is your road blocked?

April 16, 2014 Created by Kimberley MacKenzie, CFRE

What will you do?

April 16, 2014 Created by Kimberley MacKenzie, CFRE

April 16, 2014 Created by Kimberley MacKenzie, CFRE

April 16, 2014 Created by Kimberley MacKenzie, CFRE

There are 9 ways that people say NO and only one of them means go away.

What are they?

April 16, 2014 Created by Kimberley MacKenzie, CFRE

9 No’s 1. No, not for this2. No, not you3. No, not me4. No, not unless5. No, not in this way6. No, not now7. No, too much8. No, too little9. No, go away

Reference: B. Ross. www.managementcentre.co.uk – search for The 9 fundraising Nos

April 16, 2014 Created by Kimberley MacKenzie, CFRE

ASK!

April 16, 2014 Created by Kimberley MacKenzie, CFRE

Is your road blocked?

April 16, 2014 Created by Kimberley MacKenzie, CFRE

What will you do?

April 16, 2014 Created by Kimberley MacKenzie, CFRE

April 16, 2014 Created by Kimberley MacKenzie, CFRE

You are not your resume, you are your work. – Seth Godin

April 16, 2014 Created by Kimberley MacKenzie, CFRE

Kimberley MacKenzie, CFRE

k@kimberleymackenzie.ca

www.kimberleymackenzie.ca

289-231-1339

Thank you