small charity major gifts (c) paulett ramsay cfre + ann rosenfield mba cfre 2015
TRANSCRIPT
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No Time, No MoneyMaking Major Gifts Happen in a Small ShopPaulett Ramsey, CFREAnn Rosenfield, MBA, CFRE
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Session overviewWhen you are a one- or two-person shop, it’s challenging starting and maintaining a sustainable a major gifts program. This workshop will focus on helping you identify simple and practical steps to develop and move your major gifts forward.
• Learning Outcomes• Balancing major gifts activities with your other
duties• Achieving 100% board giving• How to get expert advice on a tiny budget
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Session AgendaQualities of a High Performing CharityBalancing Major Gifts with everything else100% Board GivingExpert Advice on a Tiny BudgetThe 3 idea challengeQ & A
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Qualities of a high performing charity
• A clear, achievable 3-5 year fundraising plan• A plan for educating and engaging the Board and
the Executive Director in Fundraising• Donor database• Sufficient internal capacity
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Balancing Major Gifts with everything else
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Time …
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Are you eating at your desk daily?
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Internal Meetings
Internal Meetings, data entry, prep for next week
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Philanthropy School Projects
• Suggested Rules• Send questions in advance• Instruct students to review your website• Answer questions over the phone• Do no more than two per month
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Just SayNo!
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Events
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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EventsIs it worth it?Is it worth it?Is it worth it?Is it worth it?Is it worth it?Is it worth it?Is it worth it?Is it worth it?Is it worth it?Is it worth it?
Is it worth it?Is it worth it?Is it worth it?Is it worth it?
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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EventsWhich event is likely to have donors and attendees who convert to donors?
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Making the most of events
Board Briefing Donor research Donor thank you calls – donors over certain
amount or top 10 donors Stewardship strategy Participants Team captains Donors over a certain amount
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Researching donors• Paid services• Hire a professional researcher for a few hours
o APRA Canadahttp://www.apracanada.ca/o Consulting firms
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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• Board briefing – assign specific guests for them to speak with
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Third Party Events• Great opportunity• Limit your participation
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Set targets
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Secret of 5
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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The Anthony Keating3 phone calls a day
approach
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Balancing Major Gifts with everything else
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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100% Board engagement
Identify
Qualify
[Ask]
ThankCultivate
Steward
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Sample Board Presentation
• Your logo here
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Culture of Philanthropy >Fundraising
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Where are you?
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Who’s your audience?Are they growing or shrinking?
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Key Fundraising Assumptions• Focus on individuals• Linkage, ability, interest• Cultivation/ask cycle• Cycle time for major gifts• Pledged giving• Case for support
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Key Fundraising AssumptionsFocus on individuals
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Key Fundraising AssumptionsFocus on individuals
72%
15%
7%6%
% Donation by Source
IndividualsFoundationsBequestsCorporations
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Key Fundraising Assumptions• Linkage – Connection to Charity or a person
associated with Charity• Affluence – Ability to make a significant gift• Interest – Interest in the work of Charity
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Cultivation cycle
Identify
Qualify
Ask
ThankCultivate
Steward
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Cycle time for major gifts
23 months from identification to ask
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Key Concepts - Focus on PledgesPrincess Margaret went from $18MM year to $30MM a year by moving to pledged giving
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Case for support Compelling reasons why to support Charity Answers the “So What” question Communicates degree of urgency Specific opportunities to fund
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Sources of individual names
Bequesters Intermediate Gifts Major Gifts(gifts in will) ($1000-9999 range) ($10,000+)Mostly mail, monthly, Includes some monthlyvolunteers
Annual giving (eMail, mail), events, Corporate volunteer program
Research,analytics
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WoodGreen Foundation
fill in your charity here
Industry Research
0
20
40
60
80
100
120
140
160
IdentifiedQualifiedCultivatedAskYes
# of donors
Major gift ratios
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Qualities of a high performing fundraising
charity
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Your Thank you slide here or next steps
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100% Board Giving
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Expert advice on a tiny budget
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Get schooled• Humber – Fundraising Management Program• Seneca – Fundraising Management Program• Ryerson – Fundraising Management (Some
faculty)
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Pro bono consulting
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
• Facilitation• Finance and Accounting• Fundraising• Governance and Board Development• Information Technology• Marketing and Communications• Strategic Planning
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(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
Networking• Formal networking• AFP involvement• LinkedIn Groups• Informal networking
o Pints Not Profitso Netwalking with Paul Nazaretho Be Good Be Social – York Region, May 28
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Hourly advice from expert
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Expert advice on a tiny budget
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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3 idea challenge
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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Q&A
(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015
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(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015