maximising major gifts: the art & science for what & why ...€¦ · you brought along?...
TRANSCRIPT
1
Maximising Major Gifts: The Art & Science
For What & Why? The Case for Support
Ann Badger & Clare Pullar
22
• People give to people
• People give money because they want to
• People don’t give unless they are asked
• People give money to opportunities, not to needs
• People give to success, not to distress
• People give money to make a
change for the good Members Guide
Photo by OK Media
3
A refined set of arguments that serve as a foundational
document and core reference point to translate the
organisation’s strategic vision into discrete and achievable
objectives and
to guide the philanthropic strategy
to achieve those objectives.
What is a Case for Support?
44
The Case for Support helps:
Establishes agreement inside the
organisationEnlists leadership
Provides informational backdrop for
developing fundraising materials
Creates basis for institutional evaluation,
priority setting, and decision
Value of the
Development Case
Internally
55
Some Reasons Why People Give…
• To make a difference
• Right thing to do
• Show gratitude
• Alignment of values and interests
• To be accepted/to become an insider
• To honour / recognise someone
• Believe in excellence
• Respect for leadership
• Engaging with others in a common cause
• Repaying a debt of honour…
• Tax reasons
6
https://www.communitybusinesspartnership.gov.au/wp-
content/uploads/2017/04/giving_australia_2016_fact_sheet_philanthropy_accessible.pdf
77
Building a Case: The Impact of the Arts
http://www.australiacouncil.gov.au/research/connecting-australians/
88http://www.philanthropy-impact.org/sites/default/files/downloads/Arts_Philanthropy_report_FINAL.pdf
Building a Case: The Impact of the Arts
99
Q. What is the problem here?Arts Organisations Seek Funding for:
http://www.philanthropy-impact.org/sites/default/files/downloads/Arts_Philanthropy_report_FINAL.pdf
1010
Some Answers? What Philanthropists are Funding
http://www.philanthropy-impact.org/sites/default/files/downloads/Arts_Philanthropy_report_FINAL.pdf
11
• This is not about needs
• This is not about money
• This is not about today
• The best fundraising is above all else a
conversation about ideas, ideas that lead to
opportunities
• The best fundraising is a conversation about the
future – the future of your organisation
The Case
12
Think impact, not income
It’s not about you – what do the donors want to hear?
People give to excellence
It’s a journey
People give to what they create…
Some tips
13
The Case for Support – avoiding the laundry list
The Shop Window
• Your top priority/selling
focus
• A short and compelling case
S
Image courtesy of Simon Pennington More Partnerships
14
The Case for Support
The Shop Floor
• Primary goals/projects that are
aligned with the vision
• Projects that are measureable
and deliverable
• Compelling and prioritised
programs
S
15
The Case for Support
The Warehouse
• Institutionally important…but
not top priorities
• Offer the potential to be of
interest to a much broader
audience
• Often donor driven
S
1616
The Temple of Ideas Example
Nirvana’s Future
Nirvana history…
EducatePerform
Access for
all
Global
Cultural
literacy
Regional
engagement
Innovate
Create high
impact new
work
Address
contemporary
issues
Take works
beyond the
theatre
Engage
Contribute to
strong local
communities
Focus on
youth
engagement
Honour our
heritage
Advance
community
Young
Players
program
Community
outreach/sc
hools etc
Enriching
indigenous
knowledge
1717
Create your high level pillars and philanthropic priorities
Using the Temple of Ideas, populate the future vision of your
organisation, label the philanthropic pillar headings and
underneath each pillar the potential philanthropic priorities.
Q. How does the Temple compare with the Case/material that
you brought along?
Remember!! The case outlines why benefactors should invest in
this project/s; why it matters and what difference it will make
(it’s not the project but what it does…)
For 10 minutes…
1818
Build Your Temple
The Future
History…
1919
Or for What?
People Places (Facilities) Programs
2020
Now, how will you persuade us to give? Your best pitch…
Image: MagabalaBooks
