Fundraising and Moving Your Mission Forward

Fundraising Moving Your Mission Forward Presented by: Si Frost Steensma President CEO, Kennari Consulting MARO Spring Leadership Conference June 2018

Who is Kennari Consulting Founded in 2007 One of the largest full service firms in Michigan Collectively over 100 years of experience Smart strategic approaches to philanthropy Unique Annual Fundraising Model that works for nonprofits of all sizes types Specializing in annual fund, planned giving capital/endowment/comprehensive campaigns KENNAR CONSULTNG

Who We Serve We serve clients in six pillar areas: Arts Culture Healthcare Education Social Service Faith based Greenways We have served over 150 clients since 2007 Clients range from $60,000 annual budget to multi million dollar budgets KENNAR CONSULTNG

Move Your Mission Forward Nonprofits achieve their mission by developing their capacity to build relationships with a universe of inclined donors. ntentionally growing relationships over time moves the organization s mission forward. KENNAR CONSULTNG

What Has Changed Since 2008, has changed dramatically. Prior to 2008: Organizations ran events Organizations sent direct mail Organizations wrote grants Today: Donors seek missions that match their values Donors want to make an impact Donors wants to know how their gifts are utilized KENNAR CONSULTNG

Closed System of Fundraising n a closed system of : Fundraising events activities are held for the net of the event, rather than for their ability to build inclination Non inclined donor prospects make gifts at events that are unrelated to the mission Non inclined donors are added into the database Non inclined donors receive appeals other mail asks but do respond A repeating loop is created, which leads to fewer fewer donors over time KENNAR CONSULTNG

Open System of Philanthropy n an open system of philanthropy: nclined donor prospects are identified by the organization Donor prospects make their first gift through a strategic, mission based point of entry Donors are stewarded on a planned cultivation path designed to create donors passionate about the mission Passionate donors provide ever larger gifts eventually legacy gifts KENNAR CONSULTNG

The Formula t is simple. Resources nclination the Gift KENNAR CONSULTNG

Why Focus on ndividuals? Giving USA Foundation Report Findings n 2016, total annual giving rose to more than $390 billion 80% of gifts came from individual 5% from corporations 15% from foundations To be successful, nonprofit organizations need to recalibrate their efforts to seek gifts primarily from individuals. KENNAR CONSULTNG

Focus on Three Things Renew Recruit Cultivate KENNAR CONSULTNG

Renew Donors renew at a predictable rate depending on the number of times they have made a gift. 1 st time gift renewal rate is 25 50% 2 nd time gift renewal rate is 50 75% Consistent giver renewal rate is 75%+ Donors tend to renew the way they came into the organization. KENNAR CONSULTNG

Recruit Every organization needs to acquire new donors. Doing hing means that donor bases shrink. Strategies to recruit new donors include: Deliberately intentionally identifying donor prospects nviting them to mission centric point of entry activities designed to attract first time donors ncreasing efforts to include donor prospects into existing efforts KENNAR CONSULTNG

Cultivate Cultivation is an event, even a series of events. Cultivation is a process. Cultivation consists of all the relationship building steps that lead to donorship cultivation continues as part of a stewardship program once gifts are made. Through cultivation, trained staff volunteers can garner ever larger philanthropic gifts for the organization. KENNAR CONSULTNG

The Cultivation Path Paths created to take inclined donor prospects donors from their current level to fully cultivated gifts. From Point of Entry to Mission Based Touch Points: Tours Special Events Bred Major Gift Events At each of these steps, it is important to have staff, volunteer, support infrastructure to manage the system. KENNAR CONSULTNG

Volunteer Engagement Volunteer engagement is the missing link for most organizations. Volunteers create the connectivity, passion ability to create action to move donors from their current level of inclination to ever greater inclination in the process, towards ever greater gifts. They engage in the donor cultivation process by: Providing donor information Engaging with donors in cultivation activities Making the ask Thanking donors Strong training in all of these aspects creates strong boards strong committees prepared to move donors on their cultivation paths. KENNAR CONSULTNG

t s a Process Moving from a model to a philanthropic model doesn t happen overnight. t takes: A change of internal culture thinking about the philanthropic process Taking smart sensible steps to identify inclined donor prospects dentifying meaningful point of entry opportunities Providing systematic cultivation paths that move donors to their highest potential KENNAR CONSULTNG