Grinspoon Institute Webinar

Stewarding Your Donors

October 27, 2009

David Sharken Kevin MartoneMentor Technology Program Manager

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Agenda: Welcome and Introduction (Kevin) Technology Overview (GoToWebinar) (Kevin) What is Stewardship? (David) Stewardship Best Practices (David/Group Discussion) Donor Conversations (David) Feedback/Questions

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A) Grab Tab – Click double-arrows to open/close Control Panel. Click square to toggle Viewer Window between full screen/window mode. Click mic icon to mute/unmute your audio

B) Audio Pane – Select audio format. Click Audio Setup to verify Speakers & Microphone.

C) Questions Pane – Attendees can submit questions and review answers.

D) Type your question and click Send to submit it to the organizer.

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Interacting with Presenters & Participants During the Session

Ask Questions Share Your Experiences

Use the Questions Log to post questions and share comments throughout the session.

After the Session Please join the discussion on this topic in our Discussion

Forums at http://forum.gijptech.org Please find all materials from this session (including a recording

of the presentation) on our Webinar page at http://webinar.gijptech.org

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Notes on Today’s Session Why Stewardship?

All nonprofit organizations can improve their fundraising processes, especially Stewardship

Each camp can take one or many of these techniques to improve their donor relationships and fundraising results

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What is Stewardship? Major Donor Fundraising is a straightforward, five-step

process: Plan Prospect Cultivate Solicit Steward

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Stewardship Goal: Retain the relationship with a donor and show

appreciation

Not just “thank you” Although timely, personal acknowledgements are part of

stewarding donors

Ongoing process Keep donors regularly apprised of the value that their gift adds to

the organization Offer donors regular opportunities to be involved in the

organization

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Thank You! Acknowledge gift immediately

Not 3 ½ months later Includes organizational thank you (standard letter/receipt) AND

personal notes from solicitor and Executive Director or Board President

Transparency Clearly describe to the donor the value of the gift

Where did my money go? What did it do? Brief description of program impact Annual reports

Include photos, newsletters, personal letters from organizational “clients” (i.e., campers themselves).

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Stewardship Takes the Next Step Past the Thank You

Lets the donor know how their gift has made a difference Connects the donor’s values and the camp’s values

Need to “know your donor”

Demonstrates respect for the partnership between camp and donor

Is the underpinning for the long-term relationships that lead to increased financial support and personal advocacy

Engages the donor in the life of the camp in a first-hand, ongoing way

Result? Shared aspirations and long-term commitments

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What does it take to do effective stewardship? Staff and Board involvement

Scheduling/planning stewardship actions Implementing – do it!

Good data maintenance structures/processes Track gifts, donor interests, contact history, future schedule See blog post about utilizing Technology to support Stewardship

plan (in latest eNewsletter) Direct link: http://gijptech.org/?p=1386

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What Are Stewardship Actions? Make “Thank You” phone calls and emails Make personal visits with donors

At least once per year

Host donors for on-site tours Personal invitations to camp events Invite donors to appropriate social/community

events Be attentive to individual donor interests

It’s all about the relationship.

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You can also find this document on the Resources page on our website http://grinspooninstitute.org/uploads/5068Sample_Stewardship_Chart.pdf

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Best Practices/Examples - Discussion Amy Glazer, Director of Development,

Camp Ramah in the Berkshires Other ideas? Questions?

What are YOU doing regarding Stewardship?

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Donor Conversations What Do I Talk About? Get Your Donors Talking!

Listen

Friendly, Purposeful Discussions Goal: Build Relationship, Increase Engagement List of sample questions in our latest eNewsletter

Thanks to the Osborne Group You can also find this document on the Resources

page on our website http://grinspooninstitute.org/uploads/5068Stewardship_-_sample_questions_Osborne.pdf

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Donor Conversations - Categories About Your Organization

Mission, Vision, Work, and/or Project

Personal and Lifestyle

Philanthropy and Giving Interests

Involvement

Attitude and Values Questions

Follow-up Questions

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Stewardship is Forward Thinking Shows appreciation for current gifts

But also…

Enables the organization to clearly establish its position to ask for additional and larger gifts in the future

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Grinspoon Institute Webinars – Feedback/Questions

How did we do? How was the level of detail? What topics would you like to learn about in this format? Is there a topic you’d like to share in a future Webinar? Any other suggestions?

A brief (4-5 question) survey will pop up as you leave the Webinar. It will take less than 2 minutes to complete!

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For More Information

This presentation and recorded session will be available in our Webinar archives by the end of the week: http://webinar.gijptech.org

GIJP Blog: http://blog.gijptech.org

GIJP eNewsletter Archives: http://enewsletter.gijptech.org