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Transcript of Joss Presentation
Managing Relationships:Donors, Development, and Data
By Caroline H. Joss
November 14, 2008
Why I consider myself the Generational Bridge to somewhere…..
• We have to continue integrating new technology into our relationship building: to manage donors, to maximize revenues, and to make our organizations more effectively serve our constituents.
• It’s old school combined with new school.
• We have to build that support, that platform, that relationship which is part of our responsibility to our donors and supporters.
• One way to build it is with data.
• The other way is development.
What’s the point?
• We have to do what we do, in order for our donors and supporters to do what they need to do - give money and resources - in order to meet the needs of our constituents, the people you and I serve. Your specific mission, whatever it may be.
Specifically I will address
• How the economic downturn will affect your organization, with information gleaned from the Center for Non-Profit Advancement, as well as the Foundation Center, and Washington Regional Grantmakers.
• I will concentrate on Foundation and Individual donors.
What I will address (cont.)
• I will make the case for why individual donors matter (most).
• Explain a bit about data management.
• Give some suggestions for taking care of your donors and continuing to make a case for your organization.
• Address other fundraising avenues to consider.
What I will not address:
• Where to get tickets to the Inauguration.
• How you can get a job in the Cabinet.
What’s going on?Data from the Washington Grantmakers
October 2008 survey to members:
• Four out of five respondents (80%) experienced a drop in assets from 2007-2008.
• More that half (57%) anticipate that their 2009 grants will be the same or only a bit less that ‘08.
• Nearly half (47%) anticipate making fewer but larger grants in 2009.
• Half plan to increase funding for general operating support.
Giving in 2009
• Some grantmakers are considering refocusing or reviewing their giving strategies by:
• Focusing more on their core issues. Increasing multi-year commitments, and advocacy efforts.
• Scaling back (regrouping) is occurring. • Weinberg Foundation = example.
What’s the bottom line?
• Grantseekers will find the funding environment increasingly more competitive.
• Grantmakers are re-thinking their priorities and giving practices as well:
• Some foundations are allowing grantees to convert restricted grants to general operating funds…
Of those that will continue to give the same or more grant money in 2009:
• They will be giving fewer grants but those that are given will be higher dollar amounts.
• They will probably concentrate on those organizations they have funded previously.
• Good news if you are already receiving money, challenging if you are trying to get new foundation grants.
The game has changed.
• There will be changed circumstances for non-profits as a result of the financial shake-down of the last month(s).
• Will not be able to rely on some previous players in the equation - like Fannie and the Freddie - whose combined giving to the Washington area was about $47 million.
• Who else? Banks and other financial services which are gone or have been re-shaped.
Any Good News here?
• The good news is your base of individual donors.
• Why? Ordinary Americans are generous and will continue to give (especially those that give in the mid-range.)
• Individual donors are the foundation of your giving program…..
However….
• The key to any good development program is to diversify, diversify, diversify.
• Don’t have all your eggs in one basket.
• Current donors v. new donors. (Retention v. Acquisition.) They already support your mission, and will continue to make a difference.
How data management is key to your relationship with donors and
part of the life cycle of an organization
These are the stages of data management in an organization:
• None
• Some
• One
Why is data organization so important?
• Consolidates information in one place.
• Data is relational (all things are related and can be cross-referenced.)
• Everything is documented: donations, events, volunteering, visits, etc.
• Can be used to track very specific things.
Why is that good?
• Report capabilities give you abilities to look at the data quickly.
• Interface with other software for ease - word-processing, accounting, and on-line.
• Data can then be used as a tool to evaluate and track the effectiveness of your fundraising program.
• Make changes, keep on the course...
The new economic reality dictates our needs
• We need to get and keep our data in order.
• We need to continue to work with our donors.
• Relationship Building has to get stepped up another notch in times like this.
• How do we do that?
How do we do that?
• Letting donors feel ownership of the mission and a connection to the organization.
• Providing a platform for success. • Involving the donors in being part of the solution.• Being positive overall. No “sinking ship”
mentality. • Keeping your donors informed.• Using effective and compelling language in your
communication and outreach, especially now.
Thank your donors.
Quickly but correctly
Nicely
Profusely
Expanding your donor vision:Other avenues to consider
• Planned giving
• Multiple year pledges
• Collaboration with others: local and federal government agencies, other non-profits.
• Corporates and special events.
• Acquiring donations using new technologies.
Keep informed and active
• Don’t sit back and roll over. Become aware of the issues and take a stand.
• Join others in similar organizations and form coalitions.
• Take an advocacy role - be vocal.
• Be available to step up to the plate.
The Transformative Power of continuing to do the Right Thing even in hard times.
• “Conscience do Cost.” It may not be easy or feel good all the time.
• Remember this is a symbiotic and collaborative relationship, between the organization, the donors, and the people that you serve.
• Your organization is merely a conduit between the donors and your constituents.