Getting the Team Ready for Fundraising

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Getting the Team Ready for Fundraising
Linda Lysakowski, ACFRE CAPITAL VENTURE
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The L-A-I Principle

• LINKAGE - Who knows whom makes it possible to
  arrange an appointment to discuss the potential
  gift
• ABILITY - Through research, it can be determined
  if a particular prospect has the capability to
  make a major gift.
• INTEREST - Interest dictates the size of the
  gift.

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Find the Right Linkages
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The Role of the Board Staff
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The Role of the Staff
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Role of the Development Director

• Plan and coordinate all fundraising activities
• Research donors and prospects
• Prepare all fundraising materials
• Implement fundraising plan
• Monitor fundraising activities and report to
  Board
• Provide good stewardship

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Fundraising Staff Responsibilitiesin Developing
the Prospect List

• Review the current donor databaseyour best
  prospects for a major gift are those who already
  support the organization
• This gift-making process forges a strong bond of
  the constituency to the nonprofit organization
  and its mission.
• Select the top 5 of your donors for the major
  gift programremember the 95/50 Rule

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Fundraising Staff Responsibilitiesin Developing
the Prospect List

• Research your Loyal Donors
• Research your volunteer base
• Ask staff for input-The Time Talent and Treasure
  Hunt
• Develop a list of likely prospects

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The Role of the Board in Fundraising
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The Board Should Drive the Fundraising Process

• Identifying Prospects
• Cultivation Events
• Opening Doors
• Making the Ask

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Brainstorming with Board
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Cultivation Events

• Location
• Invitees
• Agenda

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Opening Doors

• Sphere of Influence
• Peer to Peer Contacts
• Corporate and Foundation Contacts

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The Role of Volunteers
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Role of the Development Committee

• Assist with preparing the development plan and
  present plan to the board
• Assist with the identification, cultivation and
  solicitation of donors
• Lead the fundraising efforts of the Board
• Make a financial commitment to the organization

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Position Descriptions

• What are the qualities you would look for in a
  board member? In a development committee member?
• How would you translate these qualities into a
  position description?

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Developing a Board/Development Committee Position
Description Using It to Recruit Members
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Making the Ask
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Things You Should Know Before Making the Ask

• Be selective in your constituencies.
• Make your outreach as personal as possible.
• Focus on the success of your programs, not your
  financial needs.
• Convey the sincere belief that if this is not a
  good time for them to renew or upgrade their
  support, you will be there when they are ready.

High Impact Philanthropy and Beyond Fund Raising
New Strategies for Innovation and Investments in
Nonprofits from The Chronicle of Philanthropy
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The Psychology of Philanthropy

• Why do people give? Not give?

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Screening Sessions
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Prospect Screening/Rating

• Committee Membership
• key development staff members include staff
  researcher w/donor records
• board chair other key board members
• consultant to lead discussion
• friends from the community w/influence or
  affluence, ex bankers, corporate CEOs, etc.

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LADDER OF SOLICITATION EFFECTIVENESS
1. Person to Person - Team of 2 calling on 1 2.
Person to Person - 1 calling on 1 3. Telephone -
after a letter - personal handwritten letter 4.
Personal letter without the phone call -
handwritten 5. Telephone then send a follow-up
letter 6. Phone without letter for follow-up 7.
Special Event Benefit - selling tickets 8.
Direct Mail - Impersonal letter mass produced 9.
Door to Door (March of dimes, etc.) 10.
Impersonal telephone (citywide canvas) etc. 11.
Media Advertising Designs for Fund-Raising by
Harold J. Seymour - 1966 1988
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11 STEPS TO SUCCESSFUL PROSPECT SOLICITATION

• Make Your Own Pledge First
• Start Immediately
• Consider a Team Solicitation
• Call on your Best Prospect First
• Prepare for Your Meeting
• Arrange to Meet With Your Prospects in Person
• (Continued on Next Page)

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11 STEPS TO SUCCESSFUL PROSPECT SOLICITATION
(Continued)

• Be Able to Articulate the Case
• Explore Various Ways of Making a Gift
• Ask for a Specific Gift Amount
• Encourage a Pledge But Do Not Leave the Pledge
  Form
• Take Your Time and Follow Up with Your Prospects

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• Finally
• Select the right person,
• to ask the right person,
• at the right time,
• for the right amount,
• in the right way,
• for the right reason.

Source AFP
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Seven Stair Steps in Relationship Building

• RECOGNITION
• ACKNOWLEDGMENT
• ASKING FOR INVESTMENT
• INVOLVEMENT
• CULTIVATION
• EVALUATION
• RESEARCH IDENTIFICATION

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Thank You
CAPITAL VENTURE www.cvfundraising.com