creative case statements
DESCRIPTION
Every organization has a unique story. When a potential donor asks: 'Who are you? Why should I support you?' does everyone in your organization tell the same story? Can you anticipate the key questions? Is your (volunteer) leadership and staff well equipped to answer these questions? This webinar provides practical and creative, low cost tips for developing an effective case. We will show how it can become the single most important communication document in your development toolbox.TRANSCRIPT
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Creative Case Statements:
Tell Your Story Effectively
Griet Dehandschutter
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Today’s Speaker
Griet DehandschutterPrincipal,
Dehandschutter & Associates Hosting:
Sam Frank, Synthesis PartnershipAssisting with chat questions: April Hunt, Nonprofit Webinars
Creative Case Statements:
Tell Your Story Effectively
Griet Dehandschutter, Principal
Dehandschutter & Associates, Acton, MA
www.dehandschutter.com
Nonprofitwebinars, June 8, 2011
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Agenda
• Philanthropic fundamentals
• The key ingredients for a compelling story
• The value of the drafting process
• Inspiring your leadership to share your story
• Adapting your case
• Now what?
• A real case: the power of images
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Philanthropy is …
connecting with your DONOR’s dreams
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Key principle: people give to people!
Build meaningful and value-based relationships
Connect mind & soul
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Why do people give?
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Why?
• Why did you join your organization?
• Why are you engaged as a Board member?
• Why are your volunteers involved?
• Why would major donors give?
• Why did you choose to be involved?
The key question of motivation needs to be
addressed throughout your organization!
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Any questions?
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Your case statement
1. Who are you?
2. What do you want it for?
3. How much do you want?
4. Why should I give?
5. Why now?
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Is your case compelling?
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The power of storytelling
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Tell it from the donor’s perspective…
Tom Ahern, Seeing through a Donor’s Eyes,
Emerson & Church Publishers, 2009
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Are your key messages a SUCCESS?
Simple
Unexpected
Concrete
Credible
Emotional
Story-containing
Simple
Source: Bernard Ross, The Management Centre, UK
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Do you bring a sense of urgency?
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Any questions?
The value of the drafting process
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Commit
• Agree on process
• Decide who to involve
• Recruit volunteer leadership
Gather
• Facts & figures, stories, images
• Trim to distill key messages
• Choose a flexible format
Test
• Internally & externally
• Adjust
• Train leaders & staff to use the case to tell your story
Use
• Externally, as door opener or focused conversation starter with critical few
• Internally, strive for consistency in messaging
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It all starts with your leadership team
Adapting your case
• One case, but multiple statements for different purposes
• Different donor prospects (I, F, C) => Different needs
• Choose a flexible format
• Ensure that the design reinforces your branding
• The production does not need to be expensive
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Now what?
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Presenting your case
Sell
Need
Our Goal
Pressure
Persuasion
Pitfalls Right Approach
Listen
Opportunity
Donor’s aspiration,
hopes, dreams
Engagement
Inspiration
Source: Janet B. Cady, Children’s Hospital Trust
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Focus on cultivating the “critical few”
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Giving increases with involvement
Source: The Tarnside Curve of Involvement
The Osborne Group
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How to reach us?
Griet Dehandschutter, Principal
Dehandschutter & Associates
102 Davis Road, Acton, MA 01720 USA
T: + 1(978) 835.3480; F: +1(978) 378.4073
www.dehandschutter.com
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Embark with confidence!
Sponsored by:A Service
Of:
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