Philanthropy … fundraising, development, advancement. Giving. Know your audience Tailor your approach Have your case for support ready to go. I have found that among its other benefits, giving liberates the soul of the giver. Maya Angelou. Experts in the room?.
I have found that among its other benefits, giving liberates the soul of the giver.
The Right Person asks
the Right Prospect
for the Right Amount
in the Right Way
at the Right Time
for the Right Cause
with the Right Follow-up
An art and a science
It requires relationship building skills and technical expertise.
It is about the power of storytelling and number crunching smarts.
It is about the pitch andthe research.
IFA: Prudent Management of Institutional Funds Act (managing underwater funds)
SARBANES-OXLEY trickledown impact on donor relations and stewardship
Tax Code changes
IRS: the 990
New Planned Giving Strategies /Opportunities
Blended professional roles in advancement/marketing
The changing fundraising pyramid: 90/10 as the new 80/20
The critical constants are skills you can master and retain forever.
The rest of the team:
Director of Advancement
Development Committee Chair
Annual Fund – An annual campaign for annual gifts (generally expended in the year received) that strives to raise unrestricted gifts. Unrestricted money is utilized to benefit student financial aid, technological improvements, excellent faculty and many other college needs. Goals stem from the strategic plan, but the ultimate goal is to further the culture of philanthropy even as individual sights are raised. Serves as foundation and platform for all major giving efforts.
Comprehensive Capital Campaign - An organized, intensive fundraising effort on the part of an institution or organization to secure extraordinary gifts and pledges, for capital and annual fund, for a specific purpose during a specified period of time.
Head of School
Set clear development priorities—share vision
Establish reasonable, stretch goals
Supply sufficient resources for a successful fundraising team
Provide ample one on one time to partner with the director
Invite the director to board meetings
Ensure the director is in the inner circle
Permit director to make presentations to faculty
Let director manage her own time
Director of Advancement
Prepare head fully, orally and in writing, for donor meetings and key fundraising events
Provide timely drafts of gift acknowledgments and stewardship letters for head’s signature
Share all constituency rumors or concerns
Manage budget and staff competently
Use head’s fundraising time wisely
Operate with the highest of personal and professional standards
Know everything possible about the institution, its goals, its vision, its programs.
Make certain you are completely committed to the worthiness of the ask, project, etc.
Learn everything you can about the prospects before you call on them. (Research, research, research)
Take a deep breath.
Empathy: You need to truly listen
Energy: The most powerful weapon on earth is the human soul on fire (sparks!)
Enthusiasm: unbridled, contagious
Integrity: never tamper with the truth
A general rule: Talk about 25% of the time during a fundraising presentation
And then be open to the possibilities for the conversation. Set your brain on “nimble.”
Research indicates that this is the about the length of time you have before you will be tuned out:
They were not asked.
Be comfortable with the silence.
Don’t fill it, no matter how tempting.
Just sit there.
Is it the institution?
Is it the project?
Is it the amount I requested?
Is it the timing?
Say thank you again and again and again and again….