Engaging New DonorsMonday, March 24, 2014

12pm – 2pmPeirce College

1420 Pine Street, College Hall

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James MergiottiPresident & CEO Peirce College

• Urban Affairs Coalition Board Member

• Became President and CEO of Peirce in 2009

• Made Peirce the first choice for career oriented, non-traditional college students seeking high quality teaching and service.

Moderator

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Lynn Marie Johnson-Porter Executive Development, Major Gifts & Clinical Support

Children’s Hospital of Philadelphia

• More than 15 years of experience in development, annual giving and corporate/foundation relations

• Previously worked as Vice-President of Philanthropy for Presby’s Inspired Life

• Has a background in Journalism; former news writer and producer at KYW – TV3

Panelist

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Aimee MillerSenior Vice President and PartnerFairmount Ventures

Follow Aimée and Fairmount @FairmountV

• Over 18 years of experience in program design and assessment, development and business planning, and fundraising

• Focus includes developing and executing strategies to increase revenues from a range of private, public and earned income sources.

• Extensive background in media and cultural criticism

Panelist

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Ina Lipman, Esq.Executive DirectorChildren’s Scholarship Fund Philadelphia

• Formerly Executive Director of The Peggy Browning Fund, a nationally based non-profit organization

• An attorney with an extensive background in educational advocacy and organization building

• Worked for groups such as the Greater Philadelphia First’s Children Achieving and Health Partners

Panelist

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TOPIC #1Prospecting for New Donors

• Engage your base!

• Recognize previous support to increase loyalty.

• Secure a fundraising board to look for new board prospects if your current board is not focused on fundraising.

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TOPIC #2Ways to Engage New Donors

• Consider a monthly sustainer campaign starting at a barrier-free price point

• Create activities/events that allow donors to directly experience your mission

• Make a short, compelling video telling your organization’s story from the clients’ perspective

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TOPIC #2Ways to Engage New Donors

• Remind people that you rely on donations!

• Remember: the “best prospects” vary from organization to organization

• Design fundraising activities to nurture the relationship and foster involvement

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TOPIC #3Cultivating Relationships with

Existing Donors

• Have regular non-solicitation updates and communication

• Your Board members are your best organizational ambassadors

• Show your donor respect—it demonstrates the importance of their gift

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TOPIC #3Cultivating Relationships with

Existing Donors

• Demonstrate good ethics—it will build trust and confidence

• Your Board members are your best organizational ambassadors

• Ask your donor meaningful questions

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TOPIC #4Closing the Deal/Securing Funding

• Don’t be afraid to ask

• Follow your instincts

• Be an active listener

• Understand “why people give”

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TOPIC #4Closing the Deal/Securing Funding

• Have a team of two solicitors

• Be quiet after the ask…listen

• Verbally outline next steps

• Send thank-you note for their time and consideration

Thank You!!

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