BOARD LEADERSHIP INSTITUTEDEVELOPMENT & FUNDRAISING

January 8, 2015

VCCF Center for Nonprofit Leadership

Rebecca J. Merrell, CFREStephen D. Willmont

Our Objectives Today

To examine the Giving Landscape To discuss the Board’s Role in successful

fundraising To understand the fundraising continuum To outline ways to make friends and plan

requests To leave with specific action steps to improve

your fundraising

Give the same level of care, attention and passion to your donors

and your fundraising as you do to your programs

Our Message

Total Charitable Giving in USA

Source: Giving USA 2014

Ups & Downs – Mostly Ups!(From last year)

Which recipients’ gifts are growing?

Charitable Giving Annual Growth

Decade Trends

Giving experienced slowest growth 33% from 2003 to 2012

Giving grew most 131% from 1973 to 1982

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Recent Trend

#GivingTuesday post Thanksgiving

Online donation sources experienced 40% increase over 2011

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Wealthy Donors

98% give; 2/3rds to repeat causes annually

Responsible for 60% of philanthropy

90% volunteered Give: Make a difference, felt secure, efficient

organization

Don’t Give: Too frequent, inappropriate amount

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Volunteerism

64 million volunteers

27% of Americans

7.9 billion hours = $171 billion

Most popular volunteer activity?

Second most popular?

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Giving USA 2014 report Highlights

Download the Giving USA 2014

free report Highlights and purchase other

Giving USA products at

www.givingUSAreports.org/2014

Becoming a Triple A Board*

Creating a Culture of Philanthropy Involves the board, other volunteers, staff,

and highly engaged donors Includes a strong commitment to mission,

vision, and values of the organization Understands every interaction is part of

development Means everyone thinks development

* Kay Sprinkel Grace 13

The Ambassador

Is a role everyone plays Assumes a key role in cultivation and

stewardship Well oriented and coached in the message Knows the case and can articulate it Is a catalyst for donor renewal

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The Advocate

Strategically shares information on the golf course or in the car pool

Advocates on a more formal basis as well Speaks confidently about the strategic plan,

vision, and case Well-coached about the results needed

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The Asker

Has already made a stretch gift Well informed Enjoys sharing involvement and passion for

the organization Enthusiastically asks for investment from

others Teamed with staff and/or another board

asker

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The Fundraising Continuum

CultivationGetting to know you

SolicitationAsking for your support

StewardshipTaking care of donors

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Cultivate Friends

Quality introductions Invite and involve Be curious - ask questions Be an active listener

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Cultivate Friends

Send a personal note/email Seek out at the next event Send targeted information Invite to lunch or event

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Pair of Potential Partners

How do we get to know our potential partners?

How can we engage them in our programs?

Solicitation

Gallup study –

85% of people gave when

askedIndependent Sector

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Solicitation

Plan the askDetermine an approach Determine the team and ask

amountAlign with prospect interestsPrepare materials

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Solicitation

Plan the meetingTeam of two or threePracticeFace-to-faceShare passionListenAsk for support

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Solicitation

Why face-to-face?

Personalized solicitations secure the largest gifts

Honors donor

Most efficient use of everyone’s time

Builds the relationship and engagement

Most cost effective method of raising funds

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Team Worksheet

How can we make our best, most effective,

donor centered approach?

Stewardship

Appreciate your supporters

Stewardship is where many nonprofit organizations fail—always looking for new supporters while neglecting long-time supporters

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Stewardship

Say “Thank You” Many ways Many times (at least 7) Show how support is making a difference Invite to special events Engage them in activities Grow the relationship

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Successful Fundraising

Compelling Case for Support

Cultivated Motivated Field of Donors Volunteer Leadership

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Relationships

Give the same level of care, attention and passion to your donors

and your fundraising as you do to your programs

Thank You

VCCF Center for Nonprofit Leadership