What happens after the Profile?
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Transcript of What happens after the Profile?
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What happens after the Profile?
How fundraisers use your research
Mena GainpaulsinghInternational Fundraising
Consultancywww.ifc.tc
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Key reasons for research Identification
Who are the wealthy? Growing your major donor
supporter base Evaluating &
Prioritising Who’s the strongest? Who first? Wealth,
influence etc…. Working out your best
approach strategy When? How? Who? What
for?
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The Ask
Helping to identify: The right project The right amount The right person The right place The right time
AND builds confidence in the Asker
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Stewardship Ways to keep involved Reaching their
contacts Reach into further
wealth eg trusts, companies
Other forms of support eg host events, Gifts In Kind, volunteering
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USING YOUR PROFILES! Wealth of information in your research (pun
intended!) Informs all aspects of the approach strategy Refresh regularly, particularly before/as
contact is made (in either direction)
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Address details Personal address; company addresses etc Indication of wealth Proximity to project (home and business) Proximity to other wealthy people
(neighbours?) Number of homes Home or business? (protecting privacy) Venue?
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Family details Connections to family wealth Wealth indicator Titles Family with interest in the
cause Indication of financial
obligations Types of activity that might
interest them eg family events
Motivation for giving Giving through their children
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Business Interests Wealth indicator Influence Connections to company wealth Connections to others with wealth or influence Connections to corporate trusts Possible support in kind Line of business might provide additional
motivation (eg CRM; customer interests)
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Wealth Info Establish donation level
(0.5% of overall wealth; 5% of annual salary)
Are they currently giving the most that they can?
Public information to give indication of time to give, in terms of wealth, accessible wealth (have they just retired, are children at university etc)
Fountain of Wealth, Singapore
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Charitable Interests Trusts and foundations Are they already heavily involved in another
charity? Public face or donor? Have they shown previous interest in similar
cause Have they publicly stated an interest? Eg news
report Personal experience regarding the cause? Connections to other philanthropists
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City Livery Co’s/Clubs Donations
(company’s charitable giving)
Connections Venues Indication of
wealth?
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Leisure Interests Can indicate
disposable wealth (eg yachting, vintage cars!)
Can give an indication/way of bringing a donor in eg golf event, literary event etc
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Biographical/recent news “Soft” information about your prospect,
including: concern re your cause, interests, passions Your prospect’s own words ie quotes personal circumstances that may indicate
wealth connections religion (NB sensitive data) Getting a “feel” for a person
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Connections Personal Intelligence Gathering
(trustees, staff, supporters, patrons)
Finding the best contact Growing your rich list Reaching celebrities Finding venues Connections to other wealth eg companies,
GIK etc
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Internal research Log of all correspondence, phone calls, events
attended, who they know, what said, when and who to
Donations received, when, what for, how much Other forms of involvement eg volunteering, gifts
in kind, through their trusts/companies, introductions etc
Detail, and accurate records, are important!
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Pulling it all together… Finding the right people Gaining a picture of a person before you
meet them Getting a foot through the door Helping the fundraiser to make the right
approach Enabling & supporting a true charity/donor
partnership
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Thanks for your time!
Feel free to ask questions
Mena GainpaulsinghInternational Fundraising Consultancy
www.ifc.tc