james huitson presentation hitch hikers guide to major donors india 2008
DESCRIPTION
This cheeky, irreverent session is very practical, direct and sets out the key aspects to get a major donor program up and running. It will challenge contemporary thinking and, whilst not contradicting the books and works of the great major donor masters, it pushers major donor fundraising into the grasp of any committed fundraiser. It will include barrier busting sessions, how to ask and how much to ask for. And importantly, it will focus on the absolute importance of asking… next week! Prestented by James Huitson at the 19th SAFRW conference 23 - 26 August in India.TRANSCRIPT
Hitch Hikers Guide to Hitch Hikers Guide to
Major DonorsMajor DonorsMajor DonorsMajor Donors
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Presented by James Huitson
The Big PictureThe Big Picture
Overall Fundraising StrategyOverall Fundraising Strategy
GovernmentGovernment
Trusts & foundationsTrusts & foundationsConsiderConsider
Corporate &Corporate &
EventsEvents
ConsiderConsider
Associations, Associations,
groupsgroups
Individuals Individuals –– Long term growthLong term growth
Bequests / Bequests /
LegaciesLegaciesMajor DonorsMajor Donors Regular GivingRegular Giving
EventsEvents
The Giving ConstituencyThe Giving Constituency
groupsgroups
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Long Term GrowthLong Term Growth
Individual giving is currently the ONLY long term
solution for growth
Individuals Individuals ––
Donor care
Regular Giving
Individuals Individuals ––Long term growthLong term growth
* We are always looking for the next!
Major Donors
Bequests
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Growth from IndividualsGrowth from Individuals
$150,000,000
$200,000,000
$250,000,000
7,000,000 lakh rupees
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$0
$50,000,000
$100,000,000
1998 1999 2000 2001 2002 2003 2004 2005 2006 2007
2,000 lahk INR
1,200 lahkNR
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Capital Campaigns
Long term stewardship
program
Major Donors
Top direct marketing
donors
Major donors: Next week
Donors
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The Seven The Seven Steps or...Steps or...
Cultivation Cultivation
Involvement Involvement Recognition Recognition
Research and Research and Identification Identification
Evaluation Evaluation
Major Major Donors: Donors: Next YearNext Year
Involvement Involvement
Asking for Asking for the the
Investment Investment
AcknowledgAcknowledgement ement
Recognition Recognition
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Most major Most major donor donor programs programs
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programs programs don’t workdon’t work
Because…Because…
Too busy to call…Too busy to call…
No suitable projects…No suitable projects…Don’t know how Don’t know how
No one on board will ask…No one on board will ask…
CEO should ask this one…CEO should ask this one…
We don’t know enough We don’t know enough about our prospects…about our prospects…
No suitable projects…No suitable projects…Don’t know how Don’t know how much to ask for…much to ask for…
Timing…Timing…
No major donor fundraiser…No major donor fundraiser…
Need to build a relationship…Need to build a relationship…
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PeoplePeople ProspectsProspects ProjectsProjectsPeoplePeople
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ProspectsProspects ProjectsProjects
Key PointsKey Points
Understand the need
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Identify the prospects
ASK
Identifying major donorsIdentifying major donors
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Produced by: Justine MathiesonDon’t chase them off!!Produced by: Justine Mathieson
Directed by: Christiana Stergiou
Narrated by: Sean Triner
Starring…..
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Don’t chase them off!!
Hot
• Top 100 current donors
• Have given < 18 months
Warm
• Lapsed top donors
• Other donors you know are rich
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Cool
• Rich people with a connection
• Other charity top donors
CommunicatingCommunicating
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Case for supportCase for support
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In what way/s this need is being addressed
The specific need your organisation addresses
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What happens if the work does not happen NOW
Why your organisation is best positioned to achievethis goal
Effective communicationsEffective communicationsIt's all about the ask
50
60
70
80
90
100
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0
10
20
30
40
Cold
Cold
Warm
Swap
Cold call Warm
Warm
call
Face to
face
stranger
Personal
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At
At a project
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At work
At home
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Photo (C) Community playthings
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Photo (C) BBC Online
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AskingAsking
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WhoWhoWhenWhen HowHow
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WhoWhoWhenWhen HowHow
Tell your storyTell your story
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Follow upFollow up
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In what way/s this need is being addressed
The specific need your organisation addresses
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What happens if the work does not happen NOW
Why your organisation is best positioned to achievethis goal
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Thank you!Thank you!© Pareto Fundraising 2008
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