1/23/2014. Learn to Say "No" and Other Uncommon Skills in Annual Fundraising. What was your first philanthropic gift?

Transcription

1 Learn to Say "No" and Other Uncommon Skills in Annual Fundraising January 2014 What was your first philanthropic gift? What are your Annual Fund Challenges? 1

2 About Philanthropy The work of philanthropy is to help individuals become more fully human; to actualize, realize their true human potential; to be people of care for others. When we look at philanthropy, it is not about single acts; it is about fostering a way of life in which people give to care for others. When we ask for money, we are friends, not adversaries. We are counselors, not salesmen. It s not a game of predator and prey. We are trying to help the donor to do something significant for the community and for society. - James Gregory Lord The Annual Development Plan The goal of an annual giving effort is to provide opportunities for donors to give philanthropic support to a mission that matches their interests, needs, or values. 2

3 Annual giving is the primary fundraising method used to broaden support, upgrade levels, and provide operating support for ongoing programs. - Association of Fundraising Professionals Fundraising Cost per $1.00 Raised Solicitation Method Cost Direct Mail Acquisition $ $1.50 Special Events $.50 - $1.00 Direct Mail Renewal $.20 - $.25 Corporate Gifts $.20 Foundation Gifts $.20 Volunteer-led Personal Solicitation $.10 - $.20 Source: Fundraising Cost Effectiveness: A Self-Assessment Workbook by J.M. Greenfield Development Building Blocks Annual Development Plan Strategic Plan Annual Operating Plan Mission Vision Values 3

4 The Purpose of the Annual Development Plan 1. Help foster an organization s Culture of Philanthropy 2. Roadmap for Development priorities 3. Help staff and board set realistic income goals 4. Outline strategic steps to reach goals 5. Delineate staff and board responsibilities 6. Create a timeline for implementation Pop Quiz Does Your Annual Development Program Attract new donors to the organization? Yes No Renew donor support annually? Yes No Steward donors to increase their giving levels? Build donor loyalty and broaden constituency? Yes Yes No No Identify major gift prospects? Yes No 4

5 Does Your Annual Development Program Identify and involve volunteer leaders? Yes No Provide operating and program support? Yes No Drive and organize fundraising efforts into clear priorities? Provide clear lines of communication and define responsibility? Yes Yes No No Help prevent haphazard efforts? Yes No Annual Development Plan - Key Elements 1. Overview of Goals and Previous Year s Numbers 2. Fundraising Division Goals and Strategies Individual (Grass Roots and Major Gifts) Foundation Grants Corporate Special Events Government Other (Capital Campaign, Endowment, etc) Annual Development Plan - Key Elements (cont.) 3. Organizational Chart (Development Staff and Volunteer Leaders) 4. Calendar of FY 20XX Development Activities by Month 5. Staff and Volunteer Leadership Roles and Responsibilities If you want to predict the future, create it! Peter Drucker 5

6 The Fundamentals A Culture of Philanthropy Unified affirmation that: philanthropy is key to accomplishing our mission All staff and volunteers should be trained in the principles that define a culture of philanthropy A Culture of Philanthropy Do You? View philanthropy as a positive value? Believe that giving reflects both abundance and sacrifice for the cause? When asking for a gift, connect mission to donor values? Allow strategic vision and goals to drive the fundraising agenda? 6

7 A Culture of Philanthropy Do You? Focus fundraising efforts on action and results within the mission? Give attention to donors from prospecting to thanking to ongoing stewardship? Possess shared goals by staff and volunteers? Have communications that are governed by clarity, transparency and continuity? The Ideal Fundraising Cycle Identification Stewardship Activity Cultivation (3 to 10 times) Stewardship Activity Stewardship = Meaningful Communication Stewardship Activity Solicitation Receive Gift! Solicitation Types of Individual Solicitations Face to Face Phone Call Direct Mail $$$$$ $$$ $ 7

8 Importance of Individual Donors $9 out of every $10 donated in the U.S. Operating and program support Repeatable Unrestricted and restricted gifts Broadens constituency Increases organizational stability Principles of Fundraising Giving flows through involvement People give to people People follow a personal example Enthusiasm and honesty inspire giving Principles of Fundraising (cont.) Success breeds more success People give from different motivations Increased personalization of an ask increases the likelihood and size of a gift Communication with donors is CRITICAL! 8

9 The Development Team Your Development Team ED Dev Staff Boar d Fundraising Success Necessary Resources Full involvement by Development Team ED/CEO Development Staff Board Database and institutional knowledge Funds for donor cultivation and stewardship Time for donor visits Passion, training, and action 9

10 Executive Director Roles and Responsibilities Actively support Development Staff and organizational fundraising activities Lead by example in creating a positive, organization-wide culture of philanthropy Direct involvement in solicitation help to tell the story and/or make the ask Direct involvement in cultivation and stewardship of major donors Development Staff Roles and Responsibilities Actively support Development Staff and organizational fundraising activities Create and maintain a well-directed and managed plan of action (Annual Development Plan) Monitor progress by maintaining clear records of donors/prospects, regularly reconcile income/expenses, and update reports Actively support the fundraising efforts of the Board and Executive Director As appropriate, direct involvement in cultivation, solicitation, and stewardship of donors Volunteer Leaders Roles and Responsibilities Serve as Ambassadors, Advocates, and/or Askers* Oversight of fundraising operations and process Actively participate in: Identification Cultivation Solicitation Stewardship Communication with donors Follow-through on accepted tasks and action items, and report back to staff * Source: Kay Sprinkel Grace, Creating a AAA Board, September

11 Participants in Creating the Annual Development Plan Volunteer Leaders Development Committee Other Board Leaders Staff Development Director/CDO Other Development Staff Executive Director/CEO Finance Director Program Director Steps for Creating the Plan Share draft with Development Committee to ensure buy-in and assign responsibilities ED, DD, and Development Staff create draft Other key staff review, revise, and agree to strategies and goals Review, refine monthly and use to evaluate success at close of the FY Present final plan to full Board for understanding and ownership Make revisions and submit for Development Committee approval Capital Campaigns, Endowment, and other Special Fundraising Initiatives 11

12 Thank you!! Sally Blue Chief Development Officer National Domestic Violence Hotline