James Huitson Presentation Hitch Hikers Guide To Major Donors India 2008
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Transcript of James Huitson Presentation Hitch Hikers Guide To Major Donors India 2008
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Hitch Hikers Guide to Hitch Hikers Guide to
Major DonorsMajor DonorsMajor DonorsMajor Donors
© Pareto Fundraising 2008
Presented by James Huitson
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The Big PictureThe Big Picture
Overall Fundraising StrategyOverall Fundraising Strategy
GovernmentGovernment
Trusts & foundationsTrusts & foundationsConsiderConsider
Corporate &Corporate &
EventsEvents
ConsiderConsider
Associations, Associations,
groupsgroups
Individuals Individuals –– Long term growthLong term growth
Bequests / Bequests /
LegaciesLegaciesMajor DonorsMajor Donors Regular GivingRegular Giving
EventsEvents
The Giving ConstituencyThe Giving Constituency
groupsgroups
© Pareto Fundraising 2008
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Long Term GrowthLong Term Growth
Individual giving is currently the ONLY long term
solution for growth
Individuals Individuals ––
Donor care
Regular Giving
Individuals Individuals ––Long term growthLong term growth
* We are always looking for the next!
Major Donors
Bequests
© Pareto Fundraising 2008
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Growth from IndividualsGrowth from Individuals
$150,000,000
$200,000,000
$250,000,000
7,000,000 lakh rupees
© Pareto Fundraising 2008
$0
$50,000,000
$100,000,000
1998 1999 2000 2001 2002 2003 2004 2005 2006 2007
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2,000 lahk INR
1,200 lahkNR
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Capital Campaigns
Long term stewardship
program
Major Donors
Top direct marketing
donors
Major donors: Next week
Donors
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The Seven The Seven Steps or...Steps or...
Cultivation Cultivation
Involvement Involvement Recognition Recognition
Research and Research and Identification Identification
Evaluation Evaluation
Major Major Donors: Donors: Next YearNext Year
Involvement Involvement
Asking for Asking for the the
Investment Investment
AcknowledgAcknowledgement ement
Recognition Recognition
© Pareto Fundraising 2008
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Most major Most major donor donor programs programs
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programs programs don’t workdon’t work
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Because…Because…
Too busy to call…Too busy to call…
No suitable projects…No suitable projects…Don’t know how Don’t know how
No one on board will ask…No one on board will ask…
CEO should ask this one…CEO should ask this one…
We don’t know enough We don’t know enough about our prospects…about our prospects…
No suitable projects…No suitable projects…Don’t know how Don’t know how much to ask for…much to ask for…
Timing…Timing…
No major donor fundraiser…No major donor fundraiser…
Need to build a relationship…Need to build a relationship…
© Pareto Fundraising 2008
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© Pareto Fundraising 2008
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© Pareto Fundraising May 2008
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© Pareto Fundraising 2008
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PeoplePeople ProspectsProspects ProjectsProjectsPeoplePeople
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ProspectsProspects ProjectsProjects
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Key PointsKey Points
Understand the need
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Identify the prospects
ASK
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Identifying major donorsIdentifying major donors
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Produced by: Justine MathiesonDon’t chase them off!!Produced by: Justine Mathieson
Directed by: Christiana Stergiou
Narrated by: Sean Triner
Starring…..
© Pareto Fundraising 2008
Don’t chase them off!!
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Hot
• Top 100 current donors
• Have given < 18 months
Warm
• Lapsed top donors
• Other donors you know are rich
© Pareto Fundraising 2008
Cool
• Rich people with a connection
• Other charity top donors
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CommunicatingCommunicating
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Case for supportCase for support
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In what way/s this need is being addressed
The specific need your organisation addresses
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What happens if the work does not happen NOW
Why your organisation is best positioned to achievethis goal
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Effective communicationsEffective communicationsIt's all about the ask
50
60
70
80
90
100
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0
10
20
30
40
Cold
Cold
Warm
Swap
Cold call Warm
Warm
call
Face to
face
stranger
Personal
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© Pareto Fundraising 2008
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© Pareto Fundraising 2008
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© Pareto Fundraising 2008
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At
At a project
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At work
At home
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© Pareto Fundraising 2008
Photo (C) Community playthings
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© Pareto Fundraising 2008
Photo (C) BBC Online
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© Pareto Fundraising 2008
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AskingAsking
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WhoWhoWhenWhen HowHow
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WhoWhoWhenWhen HowHow
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Tell your storyTell your story
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Follow upFollow up
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In what way/s this need is being addressed
The specific need your organisation addresses
© Pareto Fundraising 2008
What happens if the work does not happen NOW
Why your organisation is best positioned to achievethis goal
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© Pareto Fundraising 2008
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Thank you!Thank you!© Pareto Fundraising 2008
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The Pareto Group exists to make the world a better place, by expanding the not-for-profit sector's capacity worldwide to ensure as many sector's capacity worldwide to ensure as many beneficiaries are helped as possible.
We encourage you to share this document but do ask that should you decided to use any of the information in a presentation beyond your organisation that you first email us on [email protected]
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