building a high-revenue major gift program - the 5 secret hurdles that are holding you back and how...
TRANSCRIPT
Building A High-Revenue Major Gift Program -
The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them
12/14/16 1pm Eastern
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Before we get started »
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Our guest presenter »Gail Perry, MBA, CFRE @GailPerryNC
• international fundraising consultant, trend-spotter, speaker, trainer and thought-leader.
• author of Fired-Up Fundraising: Turn Board Passion into Action (Wiley/AFP)
• has been called the “gold standard guide to building successful fundraising boards.”
• contributor to FiredUpFundraising.com, Fundraising Success, Guidestar and Capital Campaign Magic.
Building A High-Revenue Major Gift Program:
The 5 Major Hurdles That Are Holding You Back and How to Overcome Them
With Gail Perry
FiredUpFundraising.com
@GailPerryNC
Download today’s infographics at Firedupfundraising.com
Gail Perry: Who am I?
30 years in fundraising Coached hundreds of
nonprofit Coached/Raised over
$500M
Gail Perry: Who am I?
Recent Honors & Achievements Fundraiser of the Year (NC) America’s Top Fundraising Experts (2016) Download today’s infographics at Firedupfundraising.com
How much $ is out
there for your nonprofit?
(but you don’t have the resources to go get it?)
Building a Successful Major Gifts Program
Overcome The 5 Hurdles That are Holding You Back
How to turn your development office into a money-raising machine.
How to get the most out of your limited time and staff.
Serious obstacles that hinder fundraising success
Biggest Hurdles to Major Gift Fundraising?
HURDLE 1:
Not Enough Major Gift Prospects
The Dorothy School of Fundraising
There’s no place like home!
Your future major donors
are sleeping inside your donor files.
Start With What You Have!
Narrow, narrow, narrow down your focus (especially if you are small)
Ruthlessly Practical! Focus On The Few!
Searching for Prospects
• Current donors
• Lapsed donors
• Former board members!
• Volunteers
• Small donors
Penelope Burk
What’s the Difference Between a Suspect and a Prospect?
Vocabulary Words: What is a “Qualified Prospect?”
A prospect who. . .
• has capacity
• is interested in your cause
• can be cultivated for a gift
Identifying Prospects Where Do Barry and Barb Fit?
High$$LowLikelihood
High$$HighLikelihood
Low$$LowLikelihood
Low$$HighLikelihood
DOLLARS
LIKELIHOOD
HURDLE #2:
Not Enough Time To Do It
Right
You are all alone with an impossible goal
You are all alone with an
impossible goal
No Plan, No Priorities, Tackling Too Many Things
And Doing None of them Well
Getting Out of the Office Really is a Challenge!
• Get everybody on board what you are up
to and why.
• Announce your goal of x visits/month.
• Ask everyone to help you get out of the
office to make the visits.
• Enlist the back office team as aids, not
critics.
How to Set Priorities and Get Out of The Office
HURDLE 3: Unsure,
unclear of how to
approach major donors
Approaching Your Donor for a Visit- Creative Ways to Get in the Door
Advice Visits
Advice visits: If you want money ask for advice; if you want advice, ask for money.
• We have something important to run by you.
• Can I pick your brain?
• Can I have some advice?
• Will you screen a list for us?
“We’d like to ask your input our
business plan.”
Resulted in a $1.5M Gift!
It’s About Your Donor and What He Wants to Accomplish!
Tellmeaboutyourinterest
in...
People understand
smart fundraising = friendmaking
Donor Experiences = Engagement = Cultivation
Events
Awesome Donor Experiences
Open Doors With Porch Parties!
HURDLE #4:
Need Structure
and Support 18%
Everybody wants to put the monkey on someone else’s back!
There IS a Structure for Major Gift
Success!
• Major gifts Team working together
• $ Goal
• List of Projects to Fund
• Major Gift Prospect List
• Written Cultivation Plans
• Monthly Meeting of Team: Strategy Sessions
Your Major Gift Success Structure Who, What, When, Where!
Sample Prospect List w Ratings Capacity: A: $1 million D: $25k –99K Interest: 1 = high
B: $500k–1 mil E: 10K –25K 2 = medium C: $100-500k F: $1k -10k 3 = low
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Find a Prospect Rating System That Works for You
1 - Hot 2 - Warm 3 – Cold
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Rating Your Prospects: Ability to Give
A: $1 million and up
B: $500k -1 mil
C: $100k - 500k D: $25k – 99K E: $10K – 25K F: $1k - 10k
Set a Major Gifts Fundraising Goal
• Add up your potential
• Cut it by 1/3 • That’s how much
you can raise
HURDLE 5:
Organization Doesn’t Support
Major Gift Fundraising
Internal Attitudes Toward Fundraising?
�
�
Board members and leaders try to dictate fundraising strategy
based on personal opinions.
Good Fundraising is NEVER about MONEY
--Lack of funding --Lack of support
--Lack of participation
• Everybody has a role!
• Everybody understands fundraising and how it works.
• Your organization:
• sees fundraising as a means to engage supporters
• offers opportunities for donors to engage
• Fundraising is part of the whole effort to engage
supporters with the mission
Developing a Culture of Philanthropy
Needed: a long term approach to fund development.
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• Your organization honors your donors by asking
for more than just money – – you also ask for and
engage their help, support, ideas, skills, time.
• Your organization values listening to donors.
• You have a culture of terrific post-gift customer
service to donors.
Culture of Philanthropy: Your Organization Values Donors
What Would Help You The Most to Raise Major Gifts?
Major Gifts Coaching and
Mentoring
If you want some help setting up a systematic major gift program:
• 20 organizations who are ready to dive in and make it happen
• Have me as your coach and mentor for 10 months next year
• Get at least 10 asks on the table!
• https://www.gailperry.com/major-gifts-coaching/
Major Gift Coaching Curriculum
Month 1: Build a Culture of Philanthropy and Identify Your major gift prospects
Month 2: Research and Rate Your Prospects
Month 3: Create Systematic Cultivation Plans
Month 4: Getting Appointments with Prospects
Month 5: Preparing for the Ask Visit
Month 6 - 7: Coaching on asking
Month 8 – 9: Making Asks
Month 10: Wrap Up and Plan for the Future
What’s possible with a solid major gift program?
Six STEPS to the Perfect Ask
Join Us!
h=ps://www.gailperry.com/major-giDs-coaching/
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