Philanthropy a.k.a. fundraising, development, advancement
description
Transcript of Philanthropy a.k.a. fundraising, development, advancement
Philanthropya.k.a. fundraising, development, advancement
Fundraising is the gentle art of teaching the joy of giving
You knew what you knew how to do, and when you knew better, you did better.
Maya Angelou
Experts in the room?
Raise your hand if you have participated in a fundraising ask.
Raise your hand if you are or have been a fundraising professional (marketing, admissions?)
Raise your hand if you have personally asked for a gift in either a volunteer or professional capacity.
Raise your hand if you have a fundraising horror story.
At the risk of offending...
There is a very easy technical formula:
The Right Person asks
the Right Prospect
for the Right Amount
in the Right Way
at the Right Time
for the Right Cause
with the Right Follow-up
Why is fundraising perceived as challenging?
An art and a science
It requires relationship building skills and technical expertise
It is about the power of storytelling and number crunching smarts
It is about the pitch and the research
There are resources galore on the technical elements…
Legal realities
IRS regulations
Planning essentials
Research
Social Media
Fundraising Vocabulary
Staffing
However, the technical landscape changes radically and quickly…
And it is complicated….
IFA: Prudent Management of Institutional Funds Act (managing underwater funds)
SARBANES-OXLEY trickledown impact on donor relations and stewardship
Tax Code changes
IRS: the 990
New Planned Giving Strategies /Opportunities
Blended professional roles in advancement/marketing
The changing fundraising pyramid: 90/10 as the new 80/20
And, yes, emerging trends require close monitoring…
Intergenerational transfer of wealth
Technology: Social media, segmented asks
International philanthropy
Women’s philanthropy
Entrepreneurial donors are your new nightmare
Increased demand for talented professionals
Increase in restricted gifts
Annual fund needs a modernized argument
However, there is very good news:
The critical constants are skills you can master and retain forever.
People will always give to people
Relationship building
Communication skills
Communication strategy
The dance of the ask
The art of recognition
Creative stewardship
What else won’t change?
The Head of School is the Chief Advancement Officer
1/4?
1/3?
Ten Maxims that Still MatterPhilanthropy at Independent Schools, NAIS
Leadership gifts are essential to the success of every fundraising campaign
People give to people
The best prospects are almost always previous donors
Major donors usually make their largest gifts to organizations they serve as trustees
Donors respond to exciting plans and ideas more generously than to timetables or deadlines
Fund raising formulas and strategies must be appropriate for your school culture
Set your sights high when you solicit a major gift
Always bring a personalized written version of the specific gift request
Every major gift solicitation is, by definition, a success
You can never say “thank you” too often
You Will Always Have to Know the Basic Vocab(no excuse)..
Annual Fund – An annual campaign for annual gifts (generally expended in the year received) that strives to raise unrestricted gifts. Unrestricted money is utilized to benefit student financial aid, technological improvements, excellent faculty and many other college needs. Goals stem �from the strategic plan, but the ultimate goal is to further the culture of philanthropy even as individual sights are raised. Serves as foundation and platform for all major giving efforts.
Comprehensive Capital Campaign - An organized, intensive fundraising effort on the part of an institution or organization to secure extraordinary gifts and pledges, for capital and annual fund, for a specific purpose during a specified period of time.
with credit to www.franklincollege.edu
Annuity
Beneficiary
Bequest
Charitable Gift Annuity
Deferred Gift
Designated Gift
Endowment
Endowment Distribution Policy
Gift in Kind
Matching gift
Pledge
Unrestricted gift
Planned Gift
The right director of advancement will always be critical, not just nice
Creativity Flexibility Superb communicator Eager to learn Able to lead, but a team
player, too Deep commitment to the
school A passion for the details Roll their sleeves up type Works hard…and long…
Partnering with a consultant really does make sense.
Match is everything; consider the contact person and the project
Find someone who understands and knows how to assess the value of hard data.
Select someone who has walked the walk; you need a professional fundraiser
Use a professional to assess your fundraising operation and climate
The best consultants have the best to offer in the planning phases of a campaign—don’t wait too late.
The best/most effective consultants will put every effort into helping you discern what you really need
Know your role in the partnership
Head of School
Set clear development priorities—share vision
Establish reasonable, stretch goals
Supply sufficient resources for a successful fundraising team
Provide ample one on one time to partner with the director
Invite the director to board meetings
Ensure the director is in the inner circle
Permit director to make presentations to faculty
Let director manage her own time
Director of Advancement
Prepare head fully, orally and in writing, for donor meetings and key fundraising events
Provide timely drafts of gift acknowledgments and stewardship letters for head’s signature
Share all constituency rumors or concerns
Manage budget and staff competently
Use head’s fundraising time wisely
Operate with the highest of personal and professional standards
The board’s role hasn’t changed either……..
APPROVE FUNDRAISING GOALS
BE LEAD GIVERS
SOLICIT (BE SURE TO ADD TRAINING TO BOARD MEETING)
IDENTIFY SOLICITORS AND MAJOR DONORS
PROVIDE RESOURCES TO ADVANCEMENT TEAM
AMBASSADORS FOR THE CAUSE
The starting point will always be the same.
Know everything possible about the institution, its goals, its vision, its programs.
Make certain you are completely committed to the worthiness of the ask, project, etc.
Learn everything you can about the prospects before you call on them. (Research, research, research)
Fundraising will always be a process not an event.
We have to talk about the ask.
Really, we do.
The ask is an art…
Empathy: You need to truly listen
Energy: The most powerful weapon on earth is the human soul on fire (sparks!)
Enthusiasm: unbridled, contagious
Integrity: never tamper with the truth
Questions you should have answers to before an ask…don’t skip this step
How did you happen to go to Miss Nancy’s Fancy School? How was the experience for you?
How are Jim Bob junior and little Mary Pat doing at Ojai Country Day?
How do you feel about the strategic plan we mailed to the school community last month?
What has you excited/concerned about Happy Valley Community School?
Before the ask…
Rehearse with a partner—say the amount out loud
Write out all the reasons you may get a no
Practice responses to the resistance
If possible, go in pairs
Signal when the ask may occur
Focus on open ended questions
No one ever “listened” themselves out of a gift. (Jerold Panas)
A general rule: Talk
about 25% of the time during a
fundraising presentation
Dreams typically open wallets…before needs do.
No one wants to save the sinking Titanic; they want to know you have a bona fide plan to sail through choppy waters.
Donors like bold, heroic, visionary programs that make a difference.
No one wants to hear that they owe you for an experience they had years previously.
The reality that tuition doesn’t cover the full cost is a tired, unexciting, overused tale.
Tell a compelling story about your reality that fits this mold.
The setting matters—remember, this is art
Where is the ask going to occur? Why?
Who is along on the ask? Why?
Who makes the ask? Why?
You need a plan, a script and a timeline.
And then be prepared to fly by the seat of your pants.
11 minutes to present your case
Research indicates that this is the about the length of time you have before you will be tuned out:
Be straightforward
Be compelling
Be inspiring
Create a sense of urgency
In 11 minutes. Or 11 minute segments.
The number one reason why most people say they did not give a gift….
They were not asked.
I would like you to consider a gift of….
What do you do after you make the ask?
Nothing.
Nada.
Be comfortable with the silence.
Don’t fill it, no matter how tempting.
Be Quiet.
Just sit there.
Don’t talk.
Wait.
The Four Magic Questions
Is it the institution?
Is it the project?
Is it the amount I asked for?
Is it the timing?
Get them to say yes…to something.
Another visit
A gift to the annual fund
A visit to campus
Contacting a classmate, prospective parent
Volunteer for an upcoming assignment
An article in an upcoming newsletter
The deepest principle in human nature is the craving to be appreciatedWilliam James
You can probably never be grateful enough often enough...
SMALL GROUP DISCUSSION AND Q&A