Carol Weisman, , Carol@ Fundraising in Uncertain Times May 20, 2009 Presented By: Carol Weisman

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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com Fundraising in Uncertain Times May 20, 2009 Presented By: Carol Weisman Produced By: Society for Nonprofit Organizations
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com Fundraising in Uncertain Times Im so pleased you are going to bring your bridge group on our special behind the scenes tour! Of course your Argentinean uncle can make a donation in honor of your sons graduation on our website! Of course we take Credit cards. Wed be glad to put $50/month on your card to help our cause.
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com My goal for today is for you to leave with a clear strategy on how to keep the money flowing.
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com Fund raising isnt easy in the best of times. (But you already knew this!) In uncertain times, you need to go back to the basics, but you might have to change the mix. Its a little like high altitude baking.
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com Do not make assumptions! With 8-10% unemployment, that means 90-92% employment. Also, many people are reprioritizing and reconsidering how they use their discretionary income. That might be good news for your organization!
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com What are uncertain times? Uncertain times are when people either have less money to give or perceive themselves to be economically vulnerable.
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com The Big Picture 1. We are a global community. This is true for the spread of disease and for philanthropy. You need to think of your organization as global. 2. More nonprofits-more than twice the number in 15 years. 3. Churches still get the largest percentage of our charitable giving. 4. Misfortune comes in many forms Communities can be devastated by natural disasters such as the fires in California and Melbourne, Australia or the Tsunami in Asia. Individuals and foundations can be taken unawares by crooks like Bernie Madoff. Decline can come slowly as with the economies of Detroit and other manufacturing cities 5. While there is bad news, there is also good news. Chattanooga has a new Volkswagen plant. Jobs are being created and capital is going into the community. With the sale of Anheuser Busch to InBev, hundreds of millions of dollars were paid out to shareholders. If youre are in the repo or bankruptcy biz, you are doing well.
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com The latest stats on giving in America From the Association of Fundraising Counsel: $260 Billion Given Corporations gave 5% Individuals gave 75% Foundations gave 12% Bequests resulted in 7%
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com Lets say a donor lost 50% of a 2 million dollar portfolio. Your donor now has 1 million. You might think this is a lot of money, and it is. However, if she but plans to live off the interest for the rest of her life, at 5%, she is looking at $50,000 a year and might be scared. It will take a while before she starts giving again. If she has isnt employed, the thought of losing even more might be paralyzing. The old lightning might strike twice, or three times, theory. What it means to be a millionaire.
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com If you dont have a strategy that involves soliciting individuals, why not? An individual approach should have a heart and head component
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com Buying has changed We buy on credit. We will also give on credit. The wealthy will give on a credit card and so will those of modest means. If you cant take credit cards, you need to make it happen NOW.
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com Question and hopefully answers!
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com How are you training your board in fundraising?
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com Make fundraising part of every board meeting by having a mission moment, celebrating a victory, sharing a need etc. Be deliberate.
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com Make fundraising training a part of your annual board retreat!
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com What kind of continuing education is your staff getting in fundraising? For board members listening to this webinar, training such as this should be a part of your annual budget. For staff, dont forget to include it!
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com Avoiding the Amway School of Governance
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com Board Commitment Letter Attendance policy Financial expectations Committee assignment Role in special events Send two copies, one for board member, one for office
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com Remember the checkers versus chess school of board management !
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com Question and hopefully answers!
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com The three steps in fundraising: 1. Cultivation 2. The Ask 3. Stewardship
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com Cultivation in uncertain times People are wary. They need to know more about your organization. It takes longer to cultivate your donors now. You have to spend more time letting your potential givers get to know what you do and how you do it. The exception is nonprofits with well known brands who are responding to a specific crisis.
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com Web based cultivation 1. Sending a news clipping to friends, donors and supporters 2. Researching a potential donor 3. Looking for funding sources 4. Creating an e-zine or blog 5. Putting event photos on your web site 6. Writing informational articles for your web site 7. Writing e-books that can be sold
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com High touch cultivation 1. Invite a friend, relative or business associate to the agency 2. Have a meeting of a group you are involved in at the charity and organize a tour 3. Have an at home and have a rep from the organization tell the story 4. Initiate a lunch, dinner or other visit with a closer and a potential donor 5. Invite a potential donor to a special event
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com Mass Market Cultivation 1. Write an article for publication. Dont forget the national media and the web based media. Connect your organization with breaking news. (Remember Carol & Warren) 2. Go on the speaking circuit. Rotary, churches, temples, Junior League etc. NEVER leave without getting their contact info including e-mail address. Remember to ask for more than moneytime, volunteers, clients.
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com The ask in difficult times Keep asking. Stress that others are having a rough time. Talk about building a bigger pie, digging deeper. Another point that will resonate is good stewardship of funds. Dont gang up on donors. This is time for a velvet touch, not a hammer.
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com The Ask 1. The folks who ask for money need to study the case and know how to overcome objections. There is a different rhythm to development than other sales processes. 2. Set up meetings with clients, friends and other potential donors with someone who can fill in pieces of the case that you dont know.
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com 1. Work with someone who knows the case and then close the sale at speaking events. Create a powerful tag-team approach. Tell your story and ask the audience to get involved. 2. This works in person, on video, can be on the web, sent to TV stations, DVD, shown by others at home events and in offices etc. Mass Market Ask
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  • Carol Weisman, www.BoardBuilders.com, Carol@BoardBuilders.comwww.BoardBuilders.com Stewardship 1. Thank people often, creatively, graciously and ch