SIX LINKS TO MAJOR DONORS

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SIX LINKS TO MAJOR DONORS MAJOR FUNDS for
LIBERTY FREE MARKETS "A people...who are
possessed of the spirit of commerce, who see and
who will pursue their advantages may achieve
almost anything. George Washington, 10
October 1784
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SIX LINKS TO MAJOR DONORS MAJOR FUNDS for
LIBERTY FREE MARKETS Link 1 10
Characteristics High Dollar Donors Look For Link
2 Products Services Link 3 Products
Services Delivery Link 4 Marketing Link 5
Markets Link 6 Personal Relationships
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• FREE MARKET ORGANIZATIONS THINK TANKS Link 1
• 10 Characteristics High Dollar Donors Look For
• VISION (Belief)
• MISSION (The Cause)
• OBJECTIVES, GOALS, STRATEGIES (Effective
  Achievement)
• LEADERS TAKING CHARGE (Quality Leadership
  Management)
• CALENDAR TARGETS BENCHMARKS (Planned
  Effective Delivery)
• COSTS, UNIT COSTS (Economic Planning, Financial
  Management)
• CASH FLOW, INCOME vs. EXPENSE (Budget
  Management)
• EDUCATION MARKETING (Increasing Client
  Numbers, Expanding Services)

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• FREE MARKET ORGANIZATIONS THINK TANKS Link 2
• Products Services
• Ideas, actionable ideas
• (problem statements, solutions, analysis,
  recommendations)
• Ideas acted out
• (programs)
• Outcomes
• (something new, better, great, larger, more
  important, world-changing, society helping,
  family building, and income producing and
  increasing will result)

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WHO YOU ARE Young, Dynamic World
Leaders Working For Freedom, Free Markets and
Peace In the World A world-wide association of
young leaders who see free market principles as
the primary engine to drive increased freedom for
societies around the globe. You have the
contacts and the ambition to expand your efforts
many times over in the next decade, working
outwardly from your three major geographic
vantage points (1) A wide swath of nations
stretching from Scandinavia at the north to
northern Africa on the south, and most points in
between (2) Central and northern South America
(3) Eastern Asia
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• FREE MARKET ORGANIZATIONS THINK TANKS Link 3
• Products Services Delivery
• Published
• Aired
• Electronically Represented
• Distributed Gratis to
• Sold and Used
• Used but not Sold
• Sold but not Used
• Taught
• Lectured
• Performed
• Consulting Conferences

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Your PRODUCTS Services Delivery Effectiveness
Measures (USED? UNUSED? How Many? By Whom?
How Long?) 75 COMMUNICATIONS Articles,
Books, Newsletters, Papers, Publications, Blogs,
Websites 63
COMMUNICATIONS Events Conferences, Debates,
Forums, Lectures 54 COMMUNICATIONS
Education Schools, Training, Workshops,
Consulting 33 INFORMATION Research,
Analysis 13 END PRODUCT Policy,
Legislation 13 INFORMATION Translations
13 COMMUNICATIONS Information, Resources
for Press Electronic Media 13 SERVICE,
INFORMATION Surveys 13 ADVOCACY Adoption
of Legislation Taxpayer Protection Pledges
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• FREE MARKET ORGANIZATIONS THINK TANKS Link 4
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• Marketing
• Focus on a discrete group of people (market) with
  identifiable characteristics, interests, and
  needs
• Create services and manufacture products to meet
  groups needs
• Present products and services in terms most
  familiar to individuals in the group.
• KNOW THE NUMBERS MAKE THEM GROW

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FREE MARKET ORGANIZATIONS THINK TANKS Link 5
Markets Users, Insiders, Donors Top
Donors USERS Target Market Payers,
Non-Payers INSIDERS Marketing Fundraising is
Everyones Job Development Manages, Directs,
Coordinates, Plans, Strategizes, Implements,
Measures DONORS TOP DONORS Third Party
Payers, Subsidizers INVESTORS
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FREE MARKET ORGANIZATIONS THINK TANKS Link
6 PERSONAL RELATIONSHIPS WITH TOP
DONORS There will always, one can assume, be
need for some selling. But the aim of
marketing is to make selling superfluous. The
aim of marketing is to know and understand the
customer so well that the product or service fits
him and sells itself. Ideally, marketing should
result in a customer who is ready to buy. All
that should be needed then is to make the product
or service available.
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• FREE MARKET ORGANIZATIONS THINK TANKS Link 6
• PERSONAL RELATIONSHIPS WITH TOP DONORS
• Know and Understand your donor
• Create, build Profile through personal
  relationship, available background, general
  knowledge
• Understand his life situation business, family,
  hopes, dreams, commitments
• Base contacts on his calendar and needs, not
  yours
• Discuss your organization, products, services in
  his context learn his points of interest
• Understand his context, language, and use it
  simple, complex, educated, regional, familial,
  friendly, and so on
• Understand his needs and interests fit your
  case into fulfilling them

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• FREE MARKET ORGANIZATIONS THINK TANKS Link 6
• PERSONAL RELATIONSHIPS WITH TOP DONORS
• MAKE YOUR PRODUCTS SERVICES AVAILABLE AT THE
  RIGHT TIME
• Donor asks to see, meet, experience, know a key
  person or facet of your business donor asks
  details of people or programs in your
  organization.
• Donor tells you the things most important to him
  which are key to your operations?
• Donor recommends ideas to enhance your work.
• Donor recommends others to become interested or
  to give.
• Donor asks you the value of other conservative
  organizations.
• Donor invites you to come to his location.

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• FREE MARKET ORGANIZATIONS THINK TANKS Link 6
• PERSONAL RELATIONSHIPS WITH TOP DONORS
• Signing the Order
• You have honored us with your friendship,
  interest, ideas, annual support, major gifts. We
  know you are with us for the long term.
• We hope you will want to join us in this effort
  with your (increased gift) (major campaign gift)
  (annual gift) (leadership gift, spread over a
  ___-year period in ____ annual increments)
  (consideration for a legacy plan).

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• FREE MARKET ORGANIZATIONS THINK TANKS Link 6
• PERSONAL RELATIONSHIPS WITH TOP DONORS
• Honoring the Order Continuing Your Relationship
• Coordinated acknowledgements
• Periodic Reports
• Visits, meetings at your home base, newsletters,
  alerts to special events and milestones of your
  organization
• Occasional contacts by your top leadership
• Continuing communications from you, seaming the
  relationship
• I have always believed that personal
  relationships are vital in business and that
  people should be directly accountable for their
  actions. Richard Branson

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• FREE MARKET ORGANIZATIONS THINK TANKS Link 6
• PERSONAL RELATIONSHIPS WITH TOP DONORS
• Planning for Marketing, Fundraising, and Donor
  Relationships Success
• Involve Board, Senior Management, Staff in your
  Efforts
• Create and Maintain Internal Communications about
  your Plan and Implementation
• Ensure that all Board, Staff, and Volunteers are
  Donors
• Assign Relationship Builders and Representatives
  to Each Top Donor and Potential Top Donor Guide
  Measure Their Efforts

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• Thank You!...
• Robert E. Russell, Jr.
• President
• 12 South Fifth Street
• Geneva, IL 60134
• [phone] (Voice)
• [phone] (Fax)
• RRandA_at_RRandA.com
• www.rranda.com