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The Why and How of Giving and Raising Money

Christine Graham cpgraham@sover.net. t. The Why and How of Giving and Raising Money. Critical Ideas. How does money get raised? Why do people give? How do donors vary? How to find and interest donors? How do you feel about giving? How will your attitudes affect your work?.

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The Why and How of Giving and Raising Money

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  1. Christine Graham cpgraham@sover.net t The Why and How of Giving and Raising Money

  2. Critical Ideas • How does money get raised? • Why do people give? • How do donors vary? • How to find and interest donors? • How do you feel about giving? • How will your attitudes affect your work?

  3. Study your gift chart • The Basics • Levels of giving • Upward movement • Ratios • Balance $$$$$$ Major Donors: 40-60% $$$ Transition donors: 20-35% $ Grassroots and Community donors 10-20 %

  4. Why Does Anyone Give….any amount • In thanks • To support the mission • To build community • To feel good • Because they can… • other reasons?

  5. Why do these people give? Higher Donors Lower Donors To repay To help someone needy To keep a community resource To feel part of a cause • To change the world • To affect policy • To achieve major goals • Psychic ‘return on investment’ • To acknowledge good, efficient business practice

  6. Donor stewardship cycle

  7. 1. Identify your prospect • Understand why people will give to you • Where are those people? • Get their names, info, connections • Prioritize: top, middle, bottom prospects • Focus on the top

  8. 2. Cultivate and Engage • Provide info • Educate • Offer hands-on experiences • Focus on their likely interests • Make it personal • Find the right social avenues

  9. 3. Ask for the gift • Not too early, not too late • Ask wisely, not too little, not too much! • Be personal • LISTEN • Respond non-defensively • Be specific • Think on your feet

  10. 4. Acknowledge and Engage • THANK! • Draw your donor into the organization • Ask for advice • Ask for help • Ask for time • Ask for introductions • Treat your donors like insiders • Always make it personal

  11. Building Relationships • Knowing the donor…not just the biographical data, but what makes him tick • Being sincerely interested • Understanding what will interest him • Finding interest points • Asking questions • If you don’t like people this isn’t for you!

  12. What methods can you use? • People • Paper • Phones • Parties • Proposals • Paperless • Planned Gifts • Which methods work for which donors?

  13. Some Good Skills • Think Creatively • Listen • Open your mind to new ideas…and not just your own! • Take criticism thoughtfully • Stick to values, not habits • Try to understand

  14. Look at the Life of your Organization • Consider the Life Cycle Pyramid: Planned giving Endowment Capital campaigns Special projects Annual giving and memberships

  15. Thanks for your participation! • I welcome your questions, so do be in touch: • Christine Graham • cpgraham@sover.net • www.cpgfundraising.com • 802-862-0327 • You are welcome to use my materials, but please request permission and acknowledge the source!

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