thank you! - ignited fundraising · imagine what’s possible fundraising workshop – november...

Imagine What’s Possible Fundraising Workshop

– November 2015

© 2015 Ignited Fundraising. 1

Presenter: Lori L. Jacobwith, Founder, Ignited Fund raisingPresenter: Lori L. Jacobwith, Founder, Ignited Fund raising


Thank You!

Welcome & Introductions

In 30 Seconds or Less:Share your name, organization and title.

Share one word to describe the work of your organization.


– November 2015


30 years in the social sector.

Since 2001 - helped organizations raise $300 million from individual donors. And counting.

Master Storyteller and Fundraising Culture Change Expert.

Recognized as one of the top 40 Most Effective Fundraising Consultants in U.S. by The Giving Show & Wall Street Network

Lori L. Jacobwith

LJacobwith

@LJacobwith

www.ignitedfundraising.com

Tweeting?

Lynn Twist


– November 2015


Where We Are Heading

Board Challenges?Biggest Fundraising Challenges?

Today

� Clear, Bold Communication

� Sharing Your Mission Powerfully

� Toxic Myths & Talking About $

� Asking For Gifts & Staying Relevant

� Fundraising & Development


– November 2015


Today

� Ways to Support Development Without Asking For Money

� Using Visual Displays & Tracking Data

� Create a Mini-Action Plan

Clear, Bold Communication

What Do You Want Supporters To Do?


– November 2015


Does Your Community Pay Attention To What You Want Them To Do?

How Can You Stand Out?

Talk About The Impact I Help Cause


– November 2015


Where To Focus Your TimeOn a plan that causes you to:

• Really know key supporters

• Share clear messages

• Hold yourself & others accountable

• Continually invite participation

Clear, Bold Communication is The Secret to Success

1. Tell Your Story - Introduce

2. Asking - Invite Action

3. Maximize Relationships - Stay Relevant

4. Managing Data - Success Measures

Image source: Bloomerang.co website


– November 2015


Communication

More than 50% of your donors stop giving for reasons

connected to a “failure to communicate.”

~ Penelope Burk & Cygnus Applied Research

Clear, BoldCommunication







– November 2015


Be Clear & Bold

In Pairs

• Introduce the work of your organization.

• You may use up to 3 sentences.

• Do this without using the name of your organization.

Support Moves TowardBoldness & ClarityOf Communication

Words Create Experiences


– November 2015


It Takes Only 4 Seconds To Make An Impression

Stay Away From Long History Lessons

Utilitarian Communication


– November 2015


Utilitarian Communication

Attend our event!

We need your help.

Give now!Buy a raffle ticket!

Volunteer today.

Scarcity Communication

Scarcity Communication

People don’t understand.

Too hard/confusing/difficult.

We can’t do that.

That won’t work.

Our services/stories don’t inspire.


– November 2015


Clear, Bold Communication

Clear

Clear Adjective

1. Free from doubt or confusion

2. Certain in the mind; sure

3. Easy to see or hear; distinct

4. Evident or obvious

Collins Essential English Dictionary2nd Edition 2006 © HarperCollins Publishers 2004, 2006

Bold

Bold Adjective

1.Courageous, confident, fearless

2.Immodest

3.Standing out distinctly, conspicuous

Collins Essential English Dictionary2nd Edition 2006 © HarperCollins Publishers 2004, 2006


– November 2015


Craft One Phrase for EachClear Bold

Be Clear & Bold

Use this clear value statement & introduce again: [different partner]

We are _________________

We specialize in working with (or serving)

We help them (to do what?)

Sharing Your Mission Powerfully


– November 2015


Stories of Your Impact

Create unforgettable emotional connections

and Empathy

Remember This

Sympathy creates distance

Image Source: Crusty Dolphin, Flickr

Remember This

Empathy creates connections

Image Source: Liesl Marelli, Flickr


– November 2015


Mission MomentsLori’s Definition:

“Any short, inspirational, example of how your organization is making an impact.”

Must be about a real person.

Could be a donor, client, staff, volunteer, board member or others.

Mission Moments

http://bit.ly/MissionMomentsFromLori

Your Mission Moment


– November 2015


Knowledge Alone Doesn’t Cause People to Take Action

Toxic Myths About Money

The Flow of Money

Source: Giving USA 2015 Highlights, June 2015

Individuals + Bequests = 80% of charitable giving


– November 2015


“Fundraising consistent with the mission, will always produce enough money.”

~ Lynne Twist

Three Toxic Myths of Scarcity

There’s Never Enough


– November 2015


More is Better

That’s Just The Way It Is

The Question is Not: “How Do We Get Money?”


– November 2015


The Question IS: “What Is our Relationship With Money?”

Fundraising

Is a call to conversation andto relationship.

Not just a transactional action.

Need = Something Missing


– November 2015


Funding Gap

What you project in expenses minus what you receive from gifts you’ve received, government, fees for service, United Way and other known

sources.

Funding Gap

Money Conversation

Successful individual fundraising programs keep the “money” conversation visible to allow transparency & encourage widespread participation.

Tickets cover less than ½ of production costs. Thank YOU, our donor partners, who help close the gap so we can deliver more fabulous performances!

Do you know? Share it if you do.

Your Funding Gap


– November 2015


Message Pyramid

Why you exist: The need for your organization

Your Money Story

Program messages

One Person Example

Understanding comes from the

top down

Conversations come from the

bottom up

Other “Gap” Messages

Volunteers?

Board members?

Materials or equipment?

Visibility?

Yours?

Sharing Your Funding Gap = Sharing Your Money Story


– November 2015


Sharing People Stories

Blend Your People & Money Story

Ste

p 1

Learn Your People Story

Ste

p 2

Learn Your Money Story

Ste

p 3

Combine Both Stories & Tell Others

Asking For Gifts & Staying Relevant


– November 2015







Powerful Contributions Are Made

Image Source: Center for Victims of TortureImage Source: Beyond the Square – Iowa River Hospice Quilter

…When people see that the work you are asking them to fund really

makes a difference.~ Lynne Twist: Fundraising From the Heart

Communication Must Share

How Money Given Brings Joy


– November 2015


70% of Donors Say*

The value of their 1st

gift is considerably less than could have made at the time you asked.

For 2 reasons.

* Source: Penelope Burk, Donor-Centered Fundraising

1. I didn’t know enough about what you would use the money for…or why you really need it.

2. That’s all you asked for.

Donors Give Less Because

1. Includes listening.

2. It’s personal.

3. Provides meaningful feedback both ways.

4. Shares messages others will want to share.

Communication


– November 2015


Treat Supporters Insiders

Increased Giving from Individuals

1. Ask for larger gifts

2. Visit donors in person to find out more about them & their giving capacity.

3. Ask – in person.

4. Throughout the year: show the impact of a larger than average gift.

Fundraising & Development


– November 2015


Fundraising

The raising of assets and resources from various sources for the support of an organization or a specific project.

~ Source: AFP Fundraising Dictionary,

(Association of Fundraising Professionals)

The total process by which an organization increases public understanding of its mission and acquires financial support for its programs.

~ Source: AFP Fundraising Dictionary, (Association of Fundraising Professionals)

Development

7 Ways To Participate In Fund Development

Without Asking For Money


– November 2015


Ways to Participate in Development

1. Make a personal financial gift.


2. Invite others TO GIVE time, talent, or stuff. And for some, even money.


3. Act as an ambassador & advocate. Really.


– November 2015



4. Thank recent happy donors

Thanking: Timing is Critical

Board Thank You Calls

Source: Donor Centered Fundraising, Penelope Burk & Cygnus Research


– November 2015


2 years later...70% retained

Source: Donor Centered Fundraising, Penelope Burk & Cygnus Research

Create a simple system to make thank you calls & know your donors.

You WILL raise more money & create loyal donors.

Build A Relationship for Loyalty


5. Raise awareness: Share a people story that paints a clear picture about your impact.


– November 2015



6. Raise awareness: Share updates about your money story. Explain how a gift makes a difference for one person.


7. Create a culture where peers hold each other accountable

Visual Displays & Dashboards


– November 2015







Accountability = Success

Accountability

“…being held responsible for one's actions…by others or yourself.”


– November 2015


Four Necessary Ingredients for Holding People Accountable:

1. Establish clear expectations;

2. Prepare people to meet those expectations with needed training and support;

3. Monitoring performance , and

4. Attach consequences to the results

Make It Easy To See What To Discuss and Where to Take Action

Source: Blue Avocado A Nonprofit Dashboard & Signal Light for Boards

Your Organization Name HereGovernance Scorecard

What else?


– November 2015


Donor Data Updates

Donor Data Updates

Donor Retention

It takes 4 ½ times the resources, staff and effort to get a new

donor as it takes to get a renewal.


– November 2015


Fundraising

Deep, profound, relatedness

Impossible


– November 2015


Imagine What’s Possible

Identify one fundraising or communication goal you are certain it is impossible to accomplish this year.

Impossible

Cass Wheeler, CEO American Heart Association,

From 1997 – 2008

Author of You’ve Gotta Have Heart: Achieving Purpose Beyond Profit

in the Social Sector

Create Your Mini-Action Plan


– November 2015


Create HealthyHabits That To Cause Donor

Engagement and more Fundraising

Dollars

Where To Focus Your TimeOn a plan that causes you to:

• Really know key supporters

• Share clear messages

• Hold yourself & others accountable

• Continually invite participation

Sample Goals


– November 2015


Create Your Action Plan

In Pairs Share

• The one or two strategic goal & actions you chose to work on back at the office.

• By when do you plan to begin?

• Who is the team leader?

• Be sure the target and measures are clear.

LJacobwith

@LJacobwith

Fire Starters Blog:http://bit.ly/blog-ignitedfundraising

Free Resourceshttp://bit.ly/freeresources-if

Resources & Staying Connected

Lori L. JacobwithMaster Storyteller & Fundraising

Culture Change Expert


– November 2015


“Greatness is not a function of circumstance. Greatness,

it turns out, is largely a matter of conscious choice

and discipline.”

Moving Forward

Share:

One thing you learned

One next step or action

Thank You!Thank You!


thank you! - ignited fundraising · imagine what’s possible fundraising workshop – november...

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