rory green - "building a major gift pipeline from scratch"

Building a Major Gifts Pipeline

Rory Green - RoryGreen@live.com - @RoryJMGreen

[FROM SCRATCH]

Fundraiser

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I’ve had to build a pipeline

[FROM SCRATCH]

at EVERY SINGLE job I’ve ever had

3 BIG MISTAKES

NOPE

NOPE

NOPE

Here is what works…

Figure out:What does a “great” prospect looks like?

[STEP 1]

Look at past major gift donors – what are the common denominators?

[STEP 1]

BCIT:self-made“new” moneystrong ties to school

[STEP 1]

Cancer Society:Had a cancer experiencePhilanthropicWere annual or event donors first

[STEP 1]

3 things to look for: they CARE they are CONNECTED they can GIVE(aka Interest, Linkage, Ability)

[STEP 1]

“It’s much easier to get someone who cares to give – than to get someone with money to care.”

-Roryism

Meet with people who have already given!

[STEP 2]

Seriously, you should aim for 3-5 meetings per week.EVERY week.

[STEP 2]

“You’re so passionate about [X] – can you think of anyone who is as passinate about [X] as you are who I should be talking to?

[Try…]

Your board(but I’m not going to talk about that…)

[STEP 3]

Make friends with program staff

[STEP 4]

Everyone knows someone.

[TIP]

But go gentle, they may be afraid of the “f” word…

… fundraising

[TIP]

“That’s such an amazing project. Do you know anyone who would be interested in learning more about the work you are doing?”

[Try…]

Make friends with other fundraisers(ie the gala team, annual giving)

[STEP 5]

Don’t start by saying :“GIVE ME YOUR LIST”

[TIP]

Meet with your charity’s ambassadors, cheerleaders & evangelists

[STEP 6]

“Who should we be working with who we aren’t already?”

[Try…]

“Who are 10 people who can catapult your organization’s financial future?” *A Gail Perry-ism

[Try…]

Identify potential “connectors”i.e. industry associations

[STEP 7]

“I’d like to get your advice about a project we are working on in [AREA].”

[Try…]

“Who are some leaders in this space I should be talking to?”

[Try…]

Treat a great lead like someone has made a gift. Thank the people who help connect you with potential donors.

[TIP]

Strangers who care

[STEP 8]

“You’re a leader in [CAUSE] – I would love to tell you more about what we are doing in that space”

[STEP 8]

Read the news Go to events Subscribe to newsletters Use Google Alerts

[STEP 9]

Get involved.Give.Volunteer.

[STEP 10]

If I could leave you with only one piece of advice…

[In Conclusion…]

Building a Major Gifts Pipeline

Rory Green - RoryGreen@live.com - @RoryJMGreen

[FROM SCRATCH]