The Development Cycle

Share your Boys & Girls Club story

Learn about the donor

Cultivate & EngageSolicitation: Ask for a specific amount based on mission

Donor Recognition: Say Thank You

Provide Stewardship

The Donor Pyramid

Personal

Contact

& Involvement

Amount of Gift

Planned

Gifts

Capital Gifts

Major Gifts

Renewed Donor

Newly Acquired Donor

The Universe

0

5

10

15

20

25

Diverse Revenue Streams

Dollars Given in 2007$306.39 Billion

$15.69Corporations

(5.1%)

$38.52Foundations

(12.6%) $23.15Bequests

(7.6%)

$229.03Individuals

(74.8%)

Source: Giving USA Foundation™ – AAFRC Trust for Philanthropy/Giving USA 2007

Fundraising Principles that Impact your Plan

Principles1. Money follows involvement2. Board Giving = 100%3. Best strategies are sequential4. Case5. Value leadership6. Meet donor expectations7. Fundraising is not logical

Money follows involvement!

1. Researching foundations that give to youth services and writing targeted proposals based upon their guidelines to request funding.

2. Asking a potential major donor to serve on a planning committee.

3. Getting a list of wealthy people in your community and sending them an appeal letter

5. Asking board members to have breakfast/lunch with people who you have identified as potential major donors.

4. Having a place on your Web site for visitors to sign up for an e-newsletter

Board Giving = 100%

• Demonstrates commitment to plans

• Motivates others to give

• Focuses board on their role

• Avoids failure

Sequential Fundraising

Means

• Big gifts first• Largest sponsors solicited first• Most interested and able first• Challenge gift

Case for Support...

is more than “We work with kids and need money.”

Value Leadership!

In real estate, it’s location, location, location.

In fundraising, it’s leadership, leadership, leadership.

What All Donors Want(BEFORE you ask them again!)

•Prompt acknowledgement that the gift was received

Two days from receipt of the gift

Confirmation that the money was used in the way they intended it to be used

Updates on progress made because of the Donation

Donor-Centered Fundraising – Penelope Burk

Fundraising is not logical!

Closing the Gift

Importance of Personal Solicitation

Results?

• Saw a TV ad• Heard a radio ad• Saw a newspaper ad• Received a letter in the mail• Asked by someone you respected to make a

gift

Presenting Opportunities

Obstacles to Asking

• Don’t like to “beg”• Fear

Begging vs. Asking

• “We need $” vs. “Your $ will produce results”

• “We need to pay our bills” vs. “You can help change the life of a child”

• “You don’t think you can give anything, do you?” vs. “I know you will want to give all you can to help our kids”

• “We need anything you can spare” vs. “I’ve personally invested $10,000 for this year and I would like you to consider doing the same”

Begging vs. Philanthropy

Begging• Asks for what they

can spare• Presents a hopeless

or helpless cause• Creates no

expectation of ROI• Focuses on Club’s

needs

Philanthropy• Asks for a specific

considered amount• Presents a solution to a

problem• Expects a ROI• Helps the donor satisfy

a need

Steps for Successful Solicitations

Make Your Own Gift

• It is too hard to ask someone else to do something you are not willing to do

• It shows you are committed

• It will make you a much better solicitor

Think About the Kids

• Don’t think about the “money”

• Think about the kids, their future, and the impact they have on our community

Choose “Good Prospects”

• You know you can get a meeting

• You know they have a connection to the Club

• You will feel comfortable asking to do what you have done

• Take a little advice from Ben Franklin…

Call to Meet in Person

Prepare for Meeting

• Assemble Your Materials– Case Brochure– Letter with “ask amount”– Pledge Card

• Review the Case• 2nd person• Outline presentation• Let staff know

1. Connecting with your Donor

• Express Thanks

• Discuss the purpose of the meeting

2. Personalizing your Case Statement

• Introduce the Case for Support

• Talk about the Kids

• Share your Own Commitment

3. Making the Ask

• “Will you consider investing $____ to support the BGC of ____ this year?”

• Be SILENT

4. Answer Questions

• Answer questions

• Complete the Pledge card or schedule a follow-up.

Stewarding the Donor

• Send a hand written thank you

• Note any areas of donor interest

11. Follow Up

• Schedule a “next step”

• Take “next step”

• Get signed pledge card

• Report to Club staff

• Your job is not done until the pledge card is signed and delivered to Club

12. Express Gratitude

• Personal

• Club

Practice

Thank You