From "Rainmaking: The Fundraisers Guide to Landing Big Gifts" on page 112... [Save 10% by ordering here: http://t.co/ZESuoSHy92 ] The best fundraisers know that relationships are never about money. By the same token, successful major gift officers make sure the...
Fund development
Get Your Charity a Ladder… Please!
Donors move up the ladder from one year to the next as you ask for more and demonstrate that you have been a good steward with their previous gifts.
The Ask… Is it your “spot on the wall”?
Of the 2.1 million charities doing business in the United States, most enter the new year without an ask strategy. We don’t take the time to develop our 7-figure, 6-figure and 5-figure asks. We don’t have a case for support. We don’t even have a needs list. We get sloppy with our research and do not determine our supporters “donative intent” and giving capacity.
4TH Quarter Checklist – LYBUNTs: Are you making your list and checking it twice?
LYBUNT is an acronym that stands for “last year, but unfortunately not this year.” This is a term used frequently in the fundraising world to represent donors who gave your organization money last year but, who have not given you money yet this year. Fundraisers typically target this group of last year’s donors differently than people who haven’t made a gift at all.
Are You Building Trust With Your Major Donors?
If you want to see your donors step up and start making major investments in your charity or non-proft, then start treating them like you would a business partner or major investor. Meet with them, talk with them, but most importantly listen to them.
Tipping Points in Fundraising
When you have a donor who upgrades their giving, especially those that move dramatically to the 5-figure level, do not just put them through your normal thank you receipting process. Get out of your office and go see them. Get face to face with that donor and thank them. Ask them to explain the decision making process and their trusted advisers that helped them with the decision. Before you know that single gift will blossom into five or six major gifts, but only if you take the time to meet and cultivate real friendships.
A Check Up From the Neck Up
over time, fundraising procedures stacked one on top of another, can place an organization in a box that it cannot get out of.
Where Do You Find New Major Donors?
Major donors NEVER (or rarely) begin by making 5-figure and 6-figure gifts to your non-profit organization. Remember, major donors are NOT donors at all. They are investors! Major donors expect (some will even demand) to see a return on their investment before they increase their giving.
Major Gifts and Painting Porches
When I called the major gift officer to check on how his visit went with the donor, a dear older lady answered the phone. She said that “her friend was helping her paint the front porch right now and could he call me back in an our our so?”
Put Your Board of Directors to Work!
As the chief development officer you must empower your board with the knowledge to raise funds (even if they think they already know it all). You must create an environment that is focused on creating new revenue, instead of simply cutting the old spending.