FUNDAMENTALS OF FUNDRAISING. Randolph L. Clour, AEP, CFP, CFRE Executive Director AtlantiCare Foundation

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1 Randolph L. Clour, AEP, CFP, CFRE Executive Director AtlantiCare Foundation

2 Comprehensive Development 2008

3 Comprehensive Development Definitions Trends / Donors Case for Support Face to Face activity Stewardship Mission infused Special Events 3

4 Comprehensive Development Definitions Trends / Donors Case for Support Face to Face activity Stewardship Mission infused Special Events 4

5 Development - The synchronized utilization of all parts of a fundraising program (face to face, telephone, direct mail, special events) to all the constituencies of an organization (individuals, corporations, foundations and public sector). Philanthropy goodwill toward man; voluntary actions for the benefit of the common good Culture of Philanthropy???? 5

6 Four stages we progress through in the development process (verses transaction): Identification Cutlivation Solicitation Stewardship 6

7 WORLD CLASS Development program W = WORTHINESS D= DONOR CENTRIC C = CLARITY L = LEADERSHIP A = ASKING (where many otherwise good program fail) S = STEWARDSHIP 7

8 Comprehensive Development Definitions Trends / Donors Case for Support Face to Face activity Mission infused Special Events Stewardship program Centralize Fundraising 8

9 Giving in America/ Review of Giving USA 2006 charitable giving = $ billion Individuals $ % Corporations $ % Foundations $ % Bequests $ % Source: Giving USA Foundation / Giving USA 2007

10 Types of recipients of contributions, 2006 International Arts, culture, affairs and humanities $11.34 $ % Public-society 4.2% benefit $ % Health $ % Human services $ % Environment and animals $ % Foundations $ % Education $ % Religion $ % Unallocated giving $ % Source: Giving USA Foundation / Giving USA 2007

11 Total giving by source Five-year spans, adjusted for inflation Giving USA uses the CPI to adjust for inflation. $ in billions 1, , Individuals Bequests Source: Giving USA Foundation / Giving USA 2007 Foundations Corporations

12 The number of 501(c)(3) organizations 964,418 1,010,3951,045,9791,064, , , , , , , , Source: Giving USA Foundation / Giving USA

13 Comprehensive Development Definitions Trends / Donors Face to Face activity Case for Support Stewardship program Mission infused Special Events 13

14 Sources of contributions, 2006 Individuals are the single most important source. Individuals + charitable bequests = 83.3 percent. Source: Giving USA Foundation / Giving USA

15 Given that individuals are the most generous constituent, we are going to focus on these resources. Special Events Personalized Direct Mail Phone Face to Face 15

16 Community Prospects Donors MG Prospects MG Donors Community at large People interested in AtlantiCare; People impacted by health issues; Engaged volunteers Supporters any level Philanthropists; Long time donors ; High Capacity individuals Special Gift Donors 16

17 People give to People The way we ask matters Research shows that: 2% of mail solicitations result in a YES 25% of phone solicitations get a YES 75% of face-to to-face solicitations result in a YES Source: The Osborne Group 17

18 Your organization s differentiating factor is your team s collective ability to passionately engage our community via face to face (F-F) interactions. 18

19 Reasons for a F-F Meeting Advice on a specific challenge Getting reaction on case for support Seeking input on strategic plan Asking advice within their area of expertise Reporting on a program they supported 19

20 True Donor story A donor had given $50,000 to an organization on which he served as a Board member And $1,000,000 to two local colleges. When the CEO of the $50,000 recipient asked him where on his list of priorities the CEO s organization stood You re number one. I don t understand, asked the CEO, You give others so much more. You never offered me a $1,000,000 reason to give you more. 20

21 This is a TEAM effort Board members, have a power that staff just doesn t bring to a solicitation. They can say: I believe! I support! Please join me! Those three statements are the best route to a successful solicitation!!! 21

22 Comprehensive Development Definitions Trends / Donors Face to Face activity Case for Support Mission infused Special Events Stewardship program 22

23 CASE FOR SUPPORT Rationale for philanthropic investment Community needs / goals Community benefit (opportunities) Define impact Unique ability to achieve vision Personal stories 23

24 CASE FOR SUPPORT Dispels Misperceptions & Myths We don t need philanthropy My $xx gift doesn t matter You re not a $xxxx charity You only help / serve 24

25 Comprehensive Development Definitions Trends / Donors Face to Face Activity Case for Support Stewardship program Mission infused Special Events 25

26 STEWARDSHIP Begins w/ prompt TY Impact on individual Donor Centric Feeling of an Insider Involve Board & CEO Make it a joyful experience First move to next gift 26

27 STEWARDSHIP - Examples Handwritten note from beneficiary Personalized photo Breakfast with CEO Insider newsletter / Involve in day to day Scrapbook 27

28 Comprehensive Development Definitions Trends / Donors Case for Support Face to Face activity Stewardship program Mission infused Special Events 28

29 MISSION INFUSED SPECIAL EVENTS Opportunity to draw closer to mission Educate while entertaining Personal stories Cultivation / engagement Stewardship 29

30 CALL TO ACTION : Steps you can take tomorrow Create / refine case for support INCREASE face-to to-face solicitations Create / execute cohesive written cultivation strategies Execution of donor centered stewardship plan 30

31 Apply to all those whom you know will give something; next to those whom you are uncertain whether they will give anything or not, and show them a list of those who have given; and lastly, do not neglect those who you are sure will give nothing, for in some of them you will be mistaken. - Ben Franklin 31

32 Questions? 32

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