Small charity major gifts (c) paulett ramsay cfre + ann rosenfield mba cfre 2015

No Time, No MoneyMaking Major Gifts Happen in a Small ShopPaulett Ramsey, CFREAnn Rosenfield, MBA, CFRE

Session overviewWhen you are a one- or two-person shop, it’s challenging starting and maintaining a sustainable a major gifts program. This workshop will focus on helping you identify simple and practical steps to develop and move your major gifts forward.

• Learning Outcomes• Balancing major gifts activities with your other

duties• Achieving 100% board giving• How to get expert advice on a tiny budget

(c) Paulett Ramsey, CFRE & Ann Rosenfield MBA, CFRE 2015

Session AgendaQualities of a High Performing CharityBalancing Major Gifts with everything else100% Board GivingExpert Advice on a Tiny BudgetThe 3 idea challengeQ & A


Qualities of a high performing charity

• A clear, achievable 3-5 year fundraising plan• A plan for educating and engaging the Board and

the Executive Director in Fundraising• Donor database• Sufficient internal capacity


Balancing Major Gifts with everything else


Time …


Are you eating at your desk daily?


Internal Meetings

Internal Meetings, data entry, prep for next week

Philanthropy School Projects

• Suggested Rules• Send questions in advance• Instruct students to review your website• Answer questions over the phone• Do no more than two per month


Just SayNo!


Events


EventsIs it worth it?Is it worth it?Is it worth it?Is it worth it?Is it worth it?Is it worth it?Is it worth it?Is it worth it?Is it worth it?Is it worth it?

Is it worth it?Is it worth it?Is it worth it?Is it worth it?


EventsWhich event is likely to have donors and attendees who convert to donors?


Making the most of events

Board Briefing Donor research Donor thank you calls – donors over certain

amount or top 10 donors Stewardship strategy Participants Team captains Donors over a certain amount


Researching donors• Paid services• Hire a professional researcher for a few hours

o APRA Canadahttp://www.apracanada.ca/o Consulting firms


http://www.apracanada.ca/



• Board briefing – assign specific guests for them to speak with


Third Party Events• Great opportunity• Limit your participation


Set targets


Secret of 5


The Anthony Keating3 phone calls a day

approach


Balancing Major Gifts with everything else


100% Board engagement

Identify

Qualify

[Ask]

ThankCultivate

Steward


Sample Board Presentation

• Your logo here


Culture of Philanthropy >Fundraising


Where are you?


Who’s your audience?Are they growing or shrinking?


Key Fundraising Assumptions• Focus on individuals• Linkage, ability, interest• Cultivation/ask cycle• Cycle time for major gifts• Pledged giving• Case for support


Key Fundraising AssumptionsFocus on individuals


Key Fundraising AssumptionsFocus on individuals

72%

15%

7%6%

% Donation by Source

IndividualsFoundationsBequestsCorporations


Key Fundraising Assumptions• Linkage – Connection to Charity or a person

associated with Charity• Affluence – Ability to make a significant gift• Interest – Interest in the work of Charity


Cultivation cycle

Identify

Qualify

Ask

ThankCultivate

Steward


Cycle time for major gifts

23 months from identification to ask


Key Concepts - Focus on PledgesPrincess Margaret went from $18MM year to $30MM a year by moving to pledged giving


Case for support Compelling reasons why to support Charity Answers the “So What” question Communicates degree of urgency Specific opportunities to fund


Sources of individual names

Bequesters Intermediate Gifts Major Gifts(gifts in will) ($1000-9999 range) ($10,000+)Mostly mail, monthly, Includes some monthlyvolunteers

Annual giving (eMail, mail), events, Corporate volunteer program

Research,analytics


WoodGreen Foundation

fill in your charity here

Industry Research

0

20

40

60

80

100

120

140

160

IdentifiedQualifiedCultivatedAskYes

# of donors

Major gift ratios


Qualities of a high performing fundraising

charity


Your Thank you slide here or next steps

100% Board Giving


Expert advice on a tiny budget


Get schooled• Humber – Fundraising Management Program• Seneca – Fundraising Management Program• Ryerson – Fundraising Management (Some

faculty)


Pro bono consulting


• Facilitation• Finance and Accounting• Fundraising• Governance and Board Development• Information Technology• Marketing and Communications• Strategic Planning


Networking• Formal networking• AFP involvement• LinkedIn Groups• Informal networking

o Pints Not Profitso Netwalking with Paul Nazaretho Be Good Be Social – York Region, May 28

Hourly advice from expert


Expert advice on a tiny budget


3 idea challenge


Q&A


Small charity major gifts (c) paulett ramsay cfre + ann rosenfield mba cfre 2015

Government & Nonprofit

Transcript of Small charity major gifts (c) paulett ramsay cfre + ann rosenfield mba cfre 2015