The Language of Annual Giving: Finding The Poetry That Leads To Philanthropy. Bob Burdenski

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1 The Language of Annual Giving: Finding The Poetry That Leads To Philanthropy Bob Burdenski Erie Nonprofit Day October 24,

2 Bob Burdenski is an internationally-recognized expert in membership and annual giving program strategies. He is a frequent speaker and published author, and has served numerous times as faculty member for the Association of Fundraising Professionals (AFP) First Course on Fund Raising in the U.S. He is a regular presenter for the Association for Healthcare Philanthropy (AHP), and he often appears in Currents, the magazine of the Council for the Advancement and Support of Education (CASE). He is the author of three CASE books: Innovations in Annual Giving (2004), More Innovations in Annual Giving (2008) and Online Innovations in Annual and Regular Giving (2015), all of which profiled case histories of advanced annual giving fundraising strategy. He serves as the moderator of FundList, the annual giving profession s oldest and largest online discussion listserv, with more than 3,000 subscribers worldwide. Mr. Burdenski has nearly 30 years in fund raising serving a variety of not-for-profit organizations. He has served as director of annual giving and then director of university development at Cleveland State University, and as vice president for development at Catholic Charities Corporation. He has served as an annual giving consultant since 1996, and has worked as a member of several internationally-known consulting firms, including six years as managing associate with Bentz Whaley Flessner. In 2003 he established his own practice, Robert Burdenski Annual Giving, and he s assisted more than 200 institutions in 11 countries since that time. His present and past clients served include: American Architecture Foundation Catholic Relief Services Carnegie Mellon University Central Institute for the Deaf (MO) Chinese International School (HK) Children s Hospital of Atlanta Children s Hospitals and Clinics (MN) George Washington University Grant Riverside Hospital (OH) Hong Kong University (HK) International School of Brussels (BE) INSEAD (FR) The Mayo Clinic National University of Singapore New York University New York Presbyterian - Weill Cornell Medical Center North Carolina State University Stanford Graduate School of Business Toledo Museum of Art King s College London (UK) University of California, Berkeley University of Colorado Foundation University of Maryland University of Reading (UK) University of Rochester University of Sydney (AUS) Wellesley College Wayne State University Mr. Burdenski is a BS graduate of Miami University in Oxford, Ohio. He resides in Chicago, Illinois.

3 The Language of Annual Giving: A Study In Poetry Bob Burdenski A Message From The Oakwood School COUNCIL FOR ADVANCEMENT AND SUPPORT OF 1

4 A Message From The Oakwood School COUNCIL FOR ADVANCEMENT AND SUPPORT OF Which Is Compelling? Gratitude - We Taught You Well Tradition - We Taught You (To Give) Well Nostalgia - Wasn t That A Great (4,5,6) Years? Needs - Our Students/Faculty/Researchers Deserve Your Support Specificity - You Can Direct Your Gift To A Very Specific Project or Purpose (Positive) Urgency The Clock Is Ticking Peers - We re (I m) Giving, How About You? Affinity - Don t You Like To Be Seen With Us? Stewardship - We Made You Glad You Gave Before Transaction - We ll Make It Worth Your While Novelty - We Otherwise Caught Your Attention 2

5 Don t Give The Bad Economy Is No Excuse One Person Can Make A Difference Don t Put It Off Give Now Endowment Isn t Sexy, But Important You Care About Children, Families, Teachers and Education It s Easy To Give We re Not Asking For a Lot It Makes You Feel Good We re All Giving The Annual Giving Paradox We love the technical side of annual giving, but we often don t think about messages (or don t want to) We like tracking who, when, how long, and how often, but we re less sure of why 3

6 Bernard Ross s Reasons To Give The Present The Future The Positive Opportunity Vision The Negative Crisis Risk 4

7 The Problem With Guilt 5

8 The Problem With OUR Metrics Need www 6

9 University of Queensland www 7

10 www University of South Carolina 8

11 Whitworth University Affinity www 9

12 UC Berkeley Gratitude www 10

13 Middlebury College 21 Truman State University 11

14 Nostalgia www Boston College 12

15 Calvin College Sponsor a square inch 13

16 University of Dayton The Sage Colleges Mascot Madness is a RSC alumnae participation challenge between the Blue Angels, Purple Cows, Golden Horseshoes and Red Devils. 14

17 Specificity www 15

18 Wilbraham Monson School 16

19 Heifer International www Culinary Institute of America 17

20 Positive Urgency www 18

21 Peers www 19

22 University of Vermont College of Medicine 20

23 Tradition www 21

24 To help protect your privacy, PowerPoint has blocked automatic download of this picture. 10/28/2017 Princeton! University of Minnesota, Duluth 22

25 To help protect your privacy, PowerPoint has blocked automatic download of this picture. 10/28/2017 Saint Edward High School (OH) UC College of Pharmacy 23

26 Stewardship www Australian National University Phonathon 28/10/

27 25

28 Transaction www Villanova s Pemium Appeals 26

29 Transaction 27

30 Novelty www Michigan State University 28

31 Michigan State University Stats Mailed 6,844 households 7% response rate $ average gift (DM average gift otherwise is $112) So far brought in over $206,000 29

32 Buena Vista University Wesleyan University 30

33 Woodstock School - India 31

34 For More Bob Get Bob books at CASE.org Download articles and subscribe to Bob s e newsletter at BobBurdenski.com Subscribe to the FundList annual giving discussion listserv at Bob@BobBurdenski.com 32