https://bloomerang.co/resources/webinars/ Join fundraising master trainer, Chad Barger, CFRE, for a workshop focused on finding potential supporters for your nonprofit organization. Chad will review the best practices in fundraising prospect identification and provide practical tips for how small nonprofits can maximize their network.

1. @fundraiserchad
Where to Find
Potential Donors to
Support Your Cause

3. Credit: Campbell & Company
the donor pyramid

4. Credit: GoalBusters Consulting (Alice Ferris, CFRE, ACFRE)
the asking cycle

7. Who is this guy?
And why does he think
he knows what he’s
talking about?

8. career
fundraiser

10. #productivitynerd

11. Raising funds for causes you care about shouldn’t
mean working 60+ hours per week, forever.

12. @fundraiserchad
Where to Find
Potential Donors to
Support Your Cause

13. @fundraiserchad
AGENDA:
1. Introductions
2. Who Are We Looking For?
3. Seven Places to Find Them
4. Where Not to Look
5. The Next 50 Plan: A Plan for
Identifying & Prioritizing Your Next
50 Prospects
6. Q&A

14. @fundraiserchad
SLIDES +
RESOURCES
productivefundraising.com/resources
RECORDING

15. Who Are We
Looking For?
@fundraiserchad

16. FLUFFY

19. DON’T CHASE
FUNDRAISING
UNICORNS

20. So who should you
chase?
Err, with whom
should you seek to
build a relationship?

21. Image Credit: imarketsmart.com

22. characteristics of high net worth individuals
• $1M+ assets & $200k
annual income (earned or
investment)
• 1.4% of US population
• Make 72% of all gifts to
charity from individuals
• 50% are also volunteers
(and those that do
volunteer give 56% more
than those who don't)
• Less than 50% have a
strategy or budget for their
philanthropy
• Most frequent reason for
stopping support = too
frequent solicitations
(without communication of
impact)
• Preferred form of
introduction to a charity =
small, exclusive event in the
home of someone they
trust
Source: Insights on Wealth & Worth, US Trust, 2016

23. Seven Places to
Find Them
@fundraiserchad

24. location #1
from your database

25. Top Factors for Identifying a
Good Major Gift Prospect
• Donor-Nonprofit
Connections
– Past donations (RFM)
• Recency of giving
• Frequency of giving
• Monetary amount
– Volunteerism
• Multiple capacities
• Leadership levels
– Former service
recipients
• Alumni
• Grateful patients
• Research
– High net worth (wealth
screening)
– Support of related
charities
• $100,000 = 32x
• $5,000 = 5x
– Political giving
• $2,500 = 14x
• $500 = 5x
– Property ownership
• $2M+ = 17x
• $1M+ = 4x
• $750k+ = 2x
Credit: DonorSearch
record everything & become a query master

26. CAPACITY SCREENING
productivefundraising.com/resources

27. work affiliations
• Business Owners
• Senior Level Employees
• Employers of Board Members
productivefundraising.com/resources

28. location #2
from your bookkeeper

29. vendor list
Review a list of payables
- Sorted largest to smallest
- From the last 12 months
- Who isn’t currently a donor?
- Who should be a bigger donor?

30. location #3
from current donors

33. Donor Profile
• Attribute 1
• Attribute 2
• Attribute 3

34. prospect brainstorming
• Who were the last 5 people you’ve
gone out to dinner with?
• Who do you send holiday cards to?
• Who do you exercise with?
• Where do you go to have ___ done?

35. productivefundraising.com/resources

37. location #4
from grant research

38. 3 options …
3 price points

39. productivefundraising.com/resources

42. location #5
from other nonprofits

43. Who seems to support
every other nonprofit in
town, but doesn’t
support you (yet)?
[especially within your focus area]

45. alright stop,
COLLABORATE, and
listen …

46. location #6
from customers

47. sell something
• Something fun / different / edgy
(but still mission focused)
• Designed to attract customers that care
about what you care about
• Goal is NOT to make $$$
(just cover your costs & make it an easy “YES!”)
• Goal = put your organization on their
radar & capture contact info

49. location #7
from special events

50. What should be the
primary purpose of
a fundraising
event?

51. And what type of donor?

52. Image Credit: imarketsmart.com

53. The primary purpose
of fundraising events
should be to find new
individual donors.

54. Hi, my name
is Jane.

55. relentless contact info capture
(pre-event)
• Online forms with required fields
(name, address & email)
• Ticket purchase form
• Table / foursome registration form
• Email follow up forms (jotform.com)

56. relentless contact info capture
(at the event)
• Auction bidder pre-registration
• Sign in sheet
• “We mail a formal receipt for tax
purposes & send auction item
redemption instructions via email.”

57. 7 places to find
prospective donors
1. Database (current donors)
2. Vendor lists
3. Donor referrals
4. Grant research
5. Supporters of other nonprofits
6. Customer lists
7. Event attendees

58. Where Not to Look
@fundraiserchad

59. where not to look
• Acquisition Lists
• Social Media Ads
• Facebook Fundraisers
• Billboards / Print Advertising
(at least not until you’ve exhausted these other options)

60. The Next 50 Plan
A Plan for Identifying &
Prioritizing Your Next 50
Prospects
@fundraiserchad

61. The Next 50 Plan
1. Brainstorm / Find
2. Identify Connections
3. Prioritize / Rate
4. Set Goals / Act

63. 7 places to find
prospective donors
1. Database (current donors)
2. Vendor lists
3. Donor referrals
4. Grant research
5. Supporters of other nonprofits
6. Customer lists
7. Event attendees

64. 7 places
x 7 ideas from each
49 prospective donors

66. “Who do we/you know
that knows someone at
______________?”
• Board
• Full Staff
• Volunteers

67. ASSIGN SIMPLE
RATINGS

68. L = linkage (1 to 5)
A = ability (1 to 5)
I = interest (1 to 5)

70. monthly / weekly goals
contact log
what gets measured gets managed
time blocked to make it
happen

71. SOURCE NAME
KNOWN
CONNECTIONS
LINKAGE
(1-5)
ABILITY
(1-5)
INTEREST
(1-5)
LAI
RATING
CONTACT
DATE NOTES
1 Database 0
2 Database 0
3 Database 0
4 Database 0
5 Database 0
6 Database 0
7 Database 0
8 Vendor 0
9 Vendor 0
10 Vendor 0
11 Vendor 0
12 Vendor 0
13 Vendor 0
14 Vendor 0
15 Referral 0
16 Referral 0
17 Referral 0
18 Referral 0
19 Referral 0
20 Referral 0
21 Referral 0
22 Grant Research 0
23 Grant Research 0
24 Grant Research 0
25 Grant Research 0
26 Grant Research 0
27 Grant Research 0
28 Grant Research 0
29 Nonprofit Supporter 0
The Next 50 Plan Template
productivefundraising.com/resources

74. further learning

75. 5/26 @ 1pm (eastern)

76. @fundraiserchad
questions
productivefundraising.com/resources