Tragically, clinical research empirically proves that the nonprofit sector has also been a non-growth sector since early 1970. If there was ever a time to rethink philanthropy it’s now. This session takes you on a wild ride into the upside down world of nonprofit management using an “emperor has no clothes” approach to confront the fallacies that have paralyzed the charitable sector for the past fifty years. Relying on humor and vivid story-telling RE-IMAGINING PHILANTHROPY “challenges the existing order of things” inspiring philanthropists to solve global problems by transforming the nonprofits in whom they invest.
Establishing or Energizing a Major Gifts Program That Works
This session will demonstrate to board members, executive directors, and development directors the importance of creating a defining philosophy of development that contributes meaningfully to the raising of major gifts. Understand the different elements of a successful philosophy that will dramatically effect how you respond to your existing friends as well as prospective supporters.
Major Gifts Ramp-Up…The Model
For decades NONPROFITS have been branded as “do-gooders”, CORPORATIONS as ATM machines and GOVERNMENT as unreliable when in fact the “Common Good” has never been significantly advanced without a meaningful collaboration between all three sectors. Corporations prosper, nonprofits flourish and government becomes effective when they work together to accomplish a mutual goal. Nonprofit leaders who implement strategies that involve all three sectors experience big wins. How can we, as accomplished practitioners, move nonprofits into this global intersection to create new business eco-systems that dramatically increase our fundraising success.
Case, Case, Case…The Most Important Part of Your Campaign
Making the case is the quintessential development task for any non-profit agency. The process of determining the elements of this public portal into your ministry must reflect the unified vision of all the individuals responsible for institutional stewardship. When this process is complete the case statement can then be created. This document and/or documents give a board member, administrator, volunteer, or donor the confidence that the institution and current project is worthy which in turn allows them to advocate on your behalf. Come to this session and receive the training that will allow you to lead your non-profit through this critical process.
Organizational Development…The Heart of Case for Support
The most important factor leading to success in major gift planning is that your agency have a clearly articulated mission. Money “chases after ideas” and there will always be generous people who will amply support a great dream backed by a sound plan. Where is your organization going to be in five years? What are the elements of the strategic plan that show a donor that your leadership has positioned the organization to meet the expanding needs of the community, the nation, or the world? Donors making large investments want to know the ways in which the organization will remain significantly productive.
Boards…New Structures That Work & Really Raise Money
The number one stumbling block to self-development is…self-deception “As goes the Board, so goes your campaign!” Are you deceiving yourself about your Board’s ability to ever raise the support you need? Now is the time to develop standards that ensure Board Members succeed while simultaneously creating new structures that allow the “right” leadership to rally around your financial cause.
Your Written Fundraising Plan…Do You Actually Have One?
What’s wrong with this picture? Nationwide, 99% of nonprofits have a mission statement (overviewing what they intend to achieve); 72% have a vision statement (that describes what they are going to do to realize their goals); only 48% have a strategic plan (that outlines the specific processes for success); unfortunately a mere 36% of nonprofits have an actual funding plan in place (that ensures they can pay for it.) How does your organization score?
Truth-In-Fundraising…What We All Know But No One’s Talking About
How could you write a review of a restaurant before dining there? How can you form an opinion of a movie before seeing it? So why in the world conduct a Feasibility Study without first introducing your case for support to a fully cultivated constituency? Help formulate new accountability standards for consultants that ensure nonprofits are provided services that produce measureable results and safeguard the needs of donors who participate in the process.
The Three-Part “Ask”…Comprehensive Campaign
Does your “case for support” reflect every dollar that your organization oversees over the next thirty-six months including operations, capital projects and endowment? Donor-centric, permission-based fundraising must be continually refined. Work with your fellow practitioners to refine “The Three Part Ask” so that field officers learn to invite donors to underwrite operations, a one-time project and a legacy gift, all at the same time.
Top Twenty-One Reasons Donors Give…Find Their Need Then Meet It
What do donors want? How can we help a donor achieve their personal goals by participating philanthropically with our organization? What tasks must we then adhere to so as to put into place a system that builds meaningful relationships with existing friends and potential supporters? This is the way we “earn the right” to invite a prospect to invest in a cause that ensures they accomplish their personal goals.
Profile, Rating, and Individual Plans of Care
Relationship building is based on true cultivation and maintenance. Profiling is the process of gathering information about existing and prospective supporters. The Rating System determines in a consistent manner where a donor is in the cultivation process. Based on profiling and rating an Individual Plan of Care (IPOC) can then be created consisting of Multiple Points of Contact (MPOC) which move a donor through the Relationship Cycle. Come to this session and receive all the necessary tools to make this stewardship responsibility a reality for your institution.
The One to One Ask: Going Head to Head, Toe to Toe for Your Cause
With the aforementioned processes completed a donor will then be at the point where the right to ask has been earned. This session will demonstrate how to use your case statement to create personal presentation manuals, how to write donor driven gift prospectuses, and the elements of meeting with the donor to present your proposal. Come prepared to role-play.
Securing Referrals from Major Donors
This session will demonstrate how to use special events, receptions, targeted mail, personal presentations, etc. to introduce your agency to the friends and family of existing supporters. Learn the process of getting your donors meaningfully involved as an advocate who brings their personal network to bear for your cause. Peer-to-peer solicitation is the ultimate goal in the cultivation process.
The Role of Field Reps in Major Donor Cultivation
Development staff can stay extremely busy doing noble tasks and never raise a nickel. You can’t be a correct steward of your supporters sitting behind a desk. Learn about the Role of Field Representatives with Major Donors by becoming one yourself. This session will deal with all the elements of a successful Field Program and will provide the necessary tools to get you up and running.