KEY DEFINITIONS

CULTIVATION – the process of getting donors ready to make a financial gift

CURRENT GIFTS – charitable gifts that are received now (or pledged over a period of years). These gifts are cash, cheques, securities, credit card donations, gifts of products.

DEVELOPMENT – creative process of building and facilitating relationships, encouraging donors to invest through volunteerism or philanthropy.

ANNUAL GIVING – a fundraising program that uses mail, email, telephone, website or special event to ask for annual donations.

DONOR – a person, corporation, estate or foundation that has made a charitable gift

KEY DEFINITIONS

DONOR RECOGNITION – how we recognize donors who make a charitable. This can be done by a donor listing in a publication or a naming opportunity or simply through a thank you letter.

DONOR STEWARDSHIP - is showing the donor the impact of their investment. It confirms that their gift is being used for the purposes that they had intended. This can be done through impactful reporting, annual reports, personal letters, donor visits and other activities.

KEY DEFINITIONS

GIFT OF SECURITY – Donor donates gifts of stocks/securities to charity and not pay the capital gains tax.

PROSPECT LIST –list of donors and prospective donors

THE ASK - the action of meeting with a prospective donor to make a formal request for a specific amount of money to support a specific program or project.

PHILANTHROPY – voluntary giving and receiving of time and resources, frequently within an organizational context, directed toward charitable purposes and/or betterment of quality of life.

• Manitoba has a community of philanthropy that is deeply rooted in the history of philanthropy in our province.

• We have diverse communities who have a culture of philanthropy and volunteerism:

• We are a community of relationships where people can engage those they know in causes they believe in

• We have a strong culture of philanthropy from how we socialize to how we work

• Our province was built on the tradition of looking out for one another

• Of the 191 Community Foundations in Canada, 55 are in Manitoba

MANITOBA

“Fundraising

Is the gentle art of showing the joy of giving.”

Henry Rosso

EVERYONEIS A FUNDRAISER

Fundraising is facilitating a donor who wants to make an investment to your Foundation

There is a role for everyone:

• Ask your for support• Tell your Foundation’s story• Identify prospects• Provide feedback on materials• Host an event

www.yourwebsite.com

YOUR ROLE Helping Others to Fundraisw

• Provide leadership• Collaboration • Education & training

G E T T I N GS TA R T E D

Goal Breakdown$2,500 – 10 donors of $250

$5,000 - 10 donors of $250, 5 donors of $500

$10,000 – 30 donors of $100, 10 donors of $200, 6 donors of $500, 2 donors of $1000

$20,000 – 30 donors of $50, 40 donors of $100, 20 donors of $250, 11 donors of $500, 5 donors of $1,000

$30,000 –40 donors of $50, 30 donors of $100, 40 donors of $250, 20 donors of $500, 5 donors of $1,000

$50,000 Breakdown15 donors @$1,000 = $15,000

10 donors @ $500 = $5,000

20 donors @ $250 = $5,000

50 donors @ $200 = $10,000

100 donors @ $100 = $10,000

100 donors @ $50 = $5,000

$50,000

Over 3 years….

$1,000 = $334/year or $28/month

$500 = $167/year or $14/month

$250 = $83/year or $6.94/month

$200 = $67/year or $5.55/month

$100 = $34/year or $2.77/month

$50 = $16.67/year or $1.38 month

STAGES OF ASKING -IDENTIFICATION

Prospects have capacity and connection but have not yet had a cultivation strategy developed or implemented.

Prospects should not stay in this list (without moving up to cultivation) longer than 3-6 months.

STAGES OF ASKING -CULTIVATIONProspects have been qualified as having capacity, an assigned solicitor and an interest. Cultivation strategy is developed and implemented and organization is moving to prospect appropriately to the solicitation stage.

This process can take 12- 18 months (for major gift solicitation).

OUTREACH ANDCULTIVATION EVENTS

Outreach and donor cultivation events are designed to advance an organizations fundraising efforts. A way to creatively engage identified prospects who may have never visited your museumin a bid to spark their interest and donate!

STAGES OF ASKING -SOLICITATION

Active Ask has occurred. This may include a proposal being submitted, a face to face solicitation or a direct mail appeal.

• Face to Face (peer to peer)

• Proposal

• Presentation

• Letter

STAGES OF ASKING -SAYING THANK YOU

Donor has confirmed gift and is being recognized for their support. This phase also “cultivates” donors for their next phase of giving either at the same level or (ideally) migrated to a new gift range.

W R I T I N G A P L A N

Developing a PlanHelp organizations by facilitating the following assessments:

1. How much did you raise from each of your donor activities?

2. What were your biggest successes? 3. What were your biggest challenges?

Developing a Plan

Step 2: Help to identify resources

•Do they have any staff resources?•Do they have volunteer resources?•What is their budget?•How can you use your communication tools (social media, website, newsletters) to help them? •How can you use existing events, meetings, etc to help them?•Are there any other opportunities for collaboration?

Developing a Plan

Step 3: How do you engage donors? How can you share messages with your donor base?

1. How do you engage your current donors?2. How do you ask new donors? 3. How do you ask for their support (Mail, Email,

Event, etc)?4. Are there opportunities for collaboration? Is it

appropriate?

Developing a Plan

Step 4: Help to Confirm Goals & Objections

1. How much money do they want to raise? Any advice or assistance you can provide

2. How much do they want to raise per activity (by event, from volunteers, by mail). Any opportunities for collaboration?

3. How many donors do they want to engage? Based on your knowledge of the community, is this realistic?

Developing a Plan

Step 5: Help to identify their focus goals by year:

(example):

Year 1: Launch pledge program (over 3 years)Year 2: Launch monthly giving programYear 3: Confirm final gifts and reach $50,000 goal

Developing a Plan

Step 6: Helping to plan their activities

1. Activity Report (timelines)2. Solicitation Tracking Report3. Any other templates they may find beneficial?

Developing a Plan

Step 7: Recording Results

1. Tracking donor information • Names• Contact information• Recognition preference (ie anonymous?)• Gift information (amount, payment

options, payment type)• Reporting requirements

Developing a Plan

Step 8: Sharing your knowledge on protocols and policies:1. Recording donor and gift information2. Filing protocols3. Thanking process (Standards)4. Receipting process5. Campaign reporting 6. Gift Announcements (when appropriate)

Grant Requests Special Events Individual Donors Communication pieces

Marketing Other

January Foundation X Cultivation Event

Joan SmithGordon Taylor

February Sunshine Foundation grant

Cultivation Event

Monthly donor appealPhyllis Smith

Museum newsletter

Breakfast pres Chair Vacation – 3 - 27

March Happy Foundation grant

Open House Kristie LambertPhil Smith

Facebook article

SAMPLE ACTIVITY REPORT

Donor Volunteer Stage Ask

Amount

Timeline Decision

Timing

Amount

Confirmed

Status Notes

Joe Taylor Nancy Chapman Solicitation $1,000 Tour -

March

May $1,000 Confirmed

Miller Fdn Anne McFadyen Solicitation $5,000 Letter - April June Verbal Acceptance Will send

in pledge

card

Totals $6,000 $1,000

SAMPLE SOLICITATION TRACKING REPORT

F I N D I N G D O N O R S

www.yourwebsite.com

FINDING THEBEST PROSPECTS

INDIVIDUALS • Annual Giving• Special Event• Major Donors

CORPORATES • Philanthropy • Social Responsibility• Employee Engagement

FOUNDATIONS• Family Foundations• Corporate Foundations

TYPES OFDONORS

WAYS TO GIVE

• Online Donations

• Repeat gifts

• Monthly gifts

• Gifts of Securities/Gifts of Shares

• Events• Face to Face donations

• Momentum Campaigns

www.yourwebsite.com

DISCUSSION

Can you name a time when you were asked to give to an organization in an inspiring way? What made it special?

Can you tell us about a time when an organization thanked you and you truly felt appreciated?

T E L L I N G Y O U R S T O R Y

STORYTELLING

Storytelling integral to fundraising. Telling an effective story is the best method to inspire a donor to support your cause. As more and more charities look to newer donors for support those who tell their stories well will engage more listeners…and more donors.

STORY Collection

• Stories are integral to fundraising• They are the heart of the

prospect identification• Stories connect everything• Help identify themes, feed into

proposals…

DISCUSSION

Pretend you had the opportunity to do 3 things differently to raise funds for your Foundation. What would they be? What advice would you provide if you had the chance to do it all over again?

DISCUSSION

How do you thank your donors? What advice do you wish you had received when you began your donor relations activity?

www.yourwebsite.com

What fundraising activity has been your most successful? Why?

What piece of advice would you provide to another organization beginning their fundraising activity?

DISCUSSION