Download - Creative Case Statements
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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!
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