#SSIRInstitute

Perfect PowerPoint NMI Presentation

September 12-13, 2017

Heather McLeod Grant Cofounder Open Impact Twitter: @hmcgrant

#SSIRInstitute

Alexa Cortés Culwell Cofounder Open Impact Twitter: @alexaculwell

The Giving Code: Understanding and Bridging the Gaps Between New Philanthropists and

Community-Based Nonprofits

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Review of Findings: The Giving Code

The New Philanthropists & Implications for Nonprofits

Core Elements of an Effective Pitch Deck

Audience Q&A/Reflections

Table Work: Assessing Your Readiness to Pitch

Share out, Closing

Disconnect Between New Philanthropy and Nonprofits

SUPPLY SIDE

•  Growing wealth: 76,000 Millionaires •  Giving has doubled in last decade •  Not enough going locally •  Donors disconnected from CBOs

DEMAND SIDE PHILANTHROPY NONPROFITS

•  Growing need: prosperity paradox

•  Nonprofits struggling; costs rising

•  CBOs can’t connect to new donors

THE BARRIERS TO CONNECTION

KNOWLEDGE & INFORMATION

NETWORK & EXPERIENCE

MINDSET & LANGUAGE

EMPATHY & INSIGHT

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Review of Findings: The Giving Code

The New Philanthropists & Implications for Nonprofits

Core Elements of an Effective Pitch Deck

Audience Q&A/Reflections

Table Work: Assessing Your Readiness to Pitch

Share out, Closing

THE GIVING JOURNEY Formative experiences shape giving The wealth event and “pause” Getting unstuck & starting to give Ramping up - accelerators Actualized philanthropy

AN IMPLICIT GIVING CODE IS DEFINED BY 5 KEY MINDSETS

PERSONAL

1 CONNECTED

2 HIGH IMPACT

3 INNOVATIVE

4 PORTFOLIO

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Personal

DONOR BEHAVIOR

•  Shaped by personal experiences &

beliefs

•  Gratitude, family, faith and work

motivate their giving

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•  Start with the donor and their interests

•  Understand their giving journey/stage

•  Ask them reflective questions: why?

ADVICE

Connected

DONOR BEHAVIOR

•  Want to build relationships with

leaders

•  Learn by doing, give beyond the

dollar

•  Highly networked; prefer peer-

learning

2

•  Allow enough time to build a

relationship

•  Find variety of ways to engage them

•  Use your board to activate networks

ADVICE

High-Impact

DONOR BEHAVIOR

•  Focus on root causes, not band-aids

•  Systems-thinkers, obsessed with

scale

•  Want to hear about outcomes/ROI,

not activities

3

•  Lead with impact and the money

follows

•  Simplify the complexity, reduce jargon

•  Learn to tell a story with numbers

ADVICE

Innovative

DONOR BEHAVIOR

•  Focus on issues not organizations

•  Challenge traditional ways of thinking

•  Focus on reinventing existing systems

4

•  Emphasize social innovation on the

issue

•  Highlight what differentiates you

•  Link direct impact with systems

change

ADVICE

Portfolio

DONOR BEHAVIOR

•  Approach giving as “investing”

•  Use multiple vehicles & wealth

advisors

•  Diversified across issues,

geographies, and organizations

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•  Understand what they give to and

why

•  Offer multiple options for investing,

including an easy “yes”

ADVICE

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Review of Findings: The Giving Code

The New Philanthropists & Implications for Nonprofits

Core Elements of an Effective Pitch Deck

Audience Q&A/Reflections

Table Work: Assessing Your Readiness to Pitch

Share out, Closing

CRAFTING A “PITCH DECK”

Two ways to create a strong narrative: •  Develop a three year strategic plan written for staff and

donors

•  Repackage core elements of an existing strategic plan

FUNDRAISING IS ONLY AS GOOD AS YOUR STRATEGIC THINKING

10 CORE ELEMENTS OF A NONPROFIT PITCH DECK

MISSION + "WHY” PROBLEM SOLUTION IMPACT STRATEGIES BUSINESS MODEL DIFFERENTIATORS MILESTONES THE ASK BACKGROUND INFO

1. 2. 3. 4. 5. 6. 7. 8. 9.

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1. CORE ELEMENTS: MISSION + WHY

2. CORE ELEMENTS: PROBLEM

3. CORE ELEMENTS: SOLUTION

4. CORE ELEMENTS: IMPACT

Key Metrics:

•  220 Paid Internships in 2017

•  ~250 hours of program services per youth

•  933 youth employed 2012 – 7/2017

5. CORE ELEMENTS: STRATEGIES

6. CORE ELEMENTS: BUSINESS MODEL

7. CORE ELEMENTS: DIFFERENTIATORS

8. CORE ELEMENTS: MILESTONES Milestones

•  Typically a three-year timeline with metrics

•  Core operational & program milestones

9. CORE ELEMENTS: THE ASK

10. CORE ELEMENTS: BACKGROUND INFO

Background Info: Appendix Key analysis that informed your plan, such as:

•  SWOT •  Market analysis •  Evaluation data, evidence base

And other items that inspire confidence: •  Media articles •  Link to 990 financials •  Executive team and board bios

WHO SHOULD YOU BE LOOKING TO FOR INSPIRATION?

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6.

Review of Findings: The Giving Code

The New Philanthropists & Implications for Nonprofits

Core Elements of an Effective Pitch Deck

Audience Q&A/Reflections

Table Work: Assessing Your Readiness to Pitch

Share out, Closing

1.

2.

3.

4.

5.

6.

Review of findings: The Giving Code

The New Philanthropists & Implications for Nonprofits

Core Elements of an Effective Pitch Deck

Audience Q&A/Reflections

Table Work: Assessing Your Readiness to Pitch

Share out, Closing

31

Element

What it Entails

1. MISSION + WHY §  What you believe – your “why”

2. PROBLEM §  Explain the problem you are addressing; Use compelling data; State the market size

3. SOLUTION §  Describe your intervention as a key piece to the solution

4. IMPACT §  Cite core metrics, for ex: How Many? How Deeply? How $$? §  Explain impact, e.g., Cost savings to tax payer

5. STRATEGIES §  Cite the organization’s strategic priorities for funding

6. BUSINESS MODEL §  Explain sources of revenue and key expenses (one time and ongoing) §  Describe plan to sustain work §  Include three-year projection of cost and key metrics

7. DIFFERENTIATORS §  What makes your model unique, ex: Key capabilities, Staff and Board, Partnerships

8. MILESTONES §  Typically a three-year timeline with operational and fundraising milestones + program milestones (activities, outcomes, impact)

9. BACKGROUND INFO §  Key analysis that informed your plan + items that inspire confidence (financials)

10. THE ASK §  An “ask” could be the total campaign goal with a specific proposal for the prospect §  If it’s too soon for an ask, a next step could be to invite them to an event or site visit

10 CORE ELEMENTS OF AN EFFECTIVE PITCH DECK

Element

Readiness Rating Low – Medium - High

For lower areas, what is a next step?

1. MISSION + WHY

2. PROBLEM

3. SOLUTION

4. IMPACT

5. STRATEGIES

6. BUSINESS MODEL

7. DIFFERENTIATORS

8. MILESTONES

9. BACKGROUND

10. A CLEAR ASK

TABLE WORK: HOW READY ARE YOU TO PITCH DONORS EFFECTIVELY?

Where are you strongest? Why?

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Review of Findings: The Giving Code

The New Philanthropists & Implications for Nonprofits

Core Elements of an Effective Pitch Deck

Audience Q&A/Reflections

Table Work: Assessing Your Readiness to Pitch

Share out, Closing