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I need a fundraiser now! September 10, 2010 MDW Consulting: Comprehensive development services for nonprofits .

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Introductions <ul><ul><li>What you would like to learn? </li></ul></ul><ul><ul><li>What are your questions about hiring a fundraiser? </li></ul></ul><ul><ul><li>What’s your own experience with fundraising? </li></ul></ul>

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What we will cover? <ul><li>Overview of Philanthropy Today </li></ul><ul><ul><li>Where does funding come from? </li></ul></ul><ul><ul><li>How does an organization fundraise? </li></ul></ul><ul><li>Portfolio View of Revenue </li></ul><ul><li>Volunteer and Staff Roles in Fundraising </li></ul><ul><li>Planning </li></ul><ul><li>Case Study </li></ul>

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Sources of Philanthropy <ul><li>Americans gave $307.75 billion in 2009. Total giving, when adjusted for inflation, was down 5.7%, the largest drop since tracking began. Giving still totaled $307 billion! </li></ul><ul><li>Individual giving is 75% of total giving not including bequests. </li></ul><ul><li>Corporate giving increased 5.5% in 2009 to $14.1 billion. accounting for 4 percent of all charitable giving. </li></ul><ul><li>Foundations represent only 13% of giving or $38 billion - down 8.9%. </li></ul>

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Divide & Conquer <ul><li>Divide your fundraising efforts using a mix of tools: </li></ul><ul><ul><li>Giving pyramid </li></ul></ul><ul><ul><li>Philanthropic Sectors </li></ul></ul><ul><ul><li>Cultivation continuum </li></ul></ul><ul><ul><li>Stages of Board Development </li></ul></ul><ul><li>Identify areas for further growth </li></ul><ul><li>Create actionable and realistic framework for that area </li></ul><ul><li>Given that framework, what is the best staffing choice? </li></ul>

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Analysis <ul><li>What is your organization’s current revenue mix? </li></ul><ul><li>How do you compare with peer organizations? </li></ul><ul><li>What has been it’s traditional strengths? </li></ul><ul><li>How active are the Board and volunteers in fundraising? </li></ul><ul><li>How did a previous experience turn out with fundraising staff or consultant? </li></ul>

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Align with Mission <ul><li>Is the organization planning a major capital expansion in the future? </li></ul><ul><li>What can it do to build on current management and/or Board strengths? </li></ul><ul><li>How does fundraising and events enhance or detract from your mission? </li></ul>

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Donor Pyramid Planned Gifts Capital Donor Project Donor Renewed Donor Newly Acquired Donor Patrons & Board Contacts Planned Giving Capital Campaigns Annual Fund Personal Solicitation Phone Solicitation <ul><li>Mass Solicitation </li></ul><ul><ul><li>Special Events </li></ul></ul><ul><ul><li>Direct Mail </li></ul></ul>

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Prospect Migration Capacity Initial Relationship Education Solicitation Gift

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Campaign Gifts Amount Raised Cost Donor Direct Mail Acquisition: Low revenue comprised of many small gifts. Renewals, Phonathons: Many donors, slight increase in gift sizes. Upgraded Gifts: Selected donors upgrade gift sizes through one-on-one contact . Major Gifts: Gift size increases; cultivation time increases; number of donors decreases Campaign Gifts: Very few donors, very large gifts Comparative Costs and Returns of Interdependent Fundraising Methods

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Stages of Building a Philanthropic Board “ Giving is important.” “ I will give.” “ I will give again (annually).” “ I will be an ambassador… I will advocate the organization to others.” “ I will ask others to give.” “ I will ask others to become involved.” Ambassador Donor Advocate Volunteer

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Analysis Plan Implement Evaluate Ideal for Consultant Ideal for Staff Ideal for Consultant Planning Stages

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Consultant Outsource Staff Campaign Study Campaign Counsel Evaluation Grant Writing Interim Staffing Analysis & Planning Ongoing Board Development Donor Cultivation Gift Acknowledgement Corporate/Foundation Relations Small Events & Appeals Direct Mail Telemarketing Galas Fundraising Tactics

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Board and Staff Relationship Staff: Transactional Fundraising Board: Relationship Fundraising

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Cost Estimates by Activity Cost Spectrum High ($1.50) Medium Low ($.12) Acquisition Mailings Special Events Telemarketing Direct Mail (Existing Donors) Sponsorships Planned Giving Major Gifts Capital Campaigns

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Cost Estimates by Staffing Model

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Case Study <ul><ul><li>Break-up into groups of 4-5. </li></ul></ul><ul><ul><li>Discuss the case for 15 minutes. </li></ul></ul><ul><ul><li>Select leader to present your ideas. </li></ul></ul><ul><ul><li>Questions: </li></ul></ul><ul><ul><ul><li>How would you analyze the situation? </li></ul></ul></ul><ul><ul><ul><li>Would you hire a full-time fundraiser? If so, when? </li></ul></ul></ul><ul><ul><ul><li>How realistic are the financial goals? </li></ul></ul></ul><ul><ul><ul><li>What would you focus on? </li></ul></ul></ul>

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Free Initial Consultation <ul><li>Receive a no-cost 45-minute consultation on any aspect of development - from capital campaigns to staffing. </li></ul><ul><li>Learn how you can overcome obstacles and improve your fundraising performance. This offer is transferable so feel free to forward it to a colleague. </li></ul>

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Thank you!