rising costs. frozen bottom lines. let’s raise money and have fun

Rising Costs. Frozen Bottom Lines.

Let’s Raise Money and Have Fun

Barbara Draimin, Haydee Bulos and Maleka Covington

The Family Center in New York City

Today’s Agenda

• Who you are

• How you sell yourself and your cause

• Strategies for specific buyers - government, foundations, corporations, individuals

• 36 slides check ins at # 14 and # 24

Fundraising is fun because:

1.

2.

3.

4.

Some reasons it is fun:

• It is a chance to socialize

• You are helping the donors

• You can be funny and positive - – Most donors don’t like tragedy and desperation

• You are taking risks

Is it true that people give money to

people and not to causes????

Sticking Out Your Neck

• Reach for the high fruit - others are bottom pickers

Risk it!

• Stick out your hand. So what if you are left with it wagging in front of you?

“What do you do?”

• Less than 20 words• Easy to remember• Works in an elevator• No one has a glazed

look after you finish• They ask you a

question about it!!

Focus on the Positive

• “Your work must be so sad”

• What do you say…………..?

• Especially to the media….

Find an answer that fits for you.

• I feel blessed to have a job with so much meaning.

• It puts my “small stuff” in perspective.

• It is an honor that consumers invite us into their lives at times of such difficulty.

What four things make your work or agency unique?

• 1.

• 2.

• 3.

• 4.

Examples

• Lawyers, Social Workers, Researchers & Mediators all in the same office

• In-home Services

• Services Provided Both Pre & Post Death

• We Serve All Illnesses

How will a person who meets 10 people like you a day remember

you and your cause?

Check in Slide…...

• On the right track?

• Too fast, too slow?

• Volume?

Selling - How important is P.R.?

• Pro-bono Advertising agency

• Materials: clean and clear

• Simple is better

Web Sites

• Critique your own site• Look at other sites• Is it easy and quick to make a donation on-

line?

Materials

• Consistency - photos, color, logo, font etc

• Clean, clear and polished

• Striking, yet humble ….

Consumers

• Clients are the best sellers of your service

– People are interesting, organizations are usually not.

– A clients experience with donors and foundations

Staff Ambassadors

All staff are development stafftrain them in standing, handshakes, eye contact and “relationship”.

Buyers with Strings

• Government - Federal, State, Local• Foundations• Corporations• Individuals

Relationship is Everything

• Face to Face means everything

• Reduce or eliminate shot gun approach

Investing in Donors

• It’s like planting a tree - the gains are for your successors

• Keep them up to date on good and bad news

• Donors are like parents. They want to give money AND advice

How to evaluate a connection

Assign 25 points each time they talk

Subtract 10 points every time you talk

Seventh Inning Stretch

Government

• There are not less funds - there are new recipients

• Wine and dine - or cook and carry

• Need new partnerships

Partnerships

• Partnerships are challenging

• Partnerships are essential

• Partnerships = $$$

Hedging your bets

• You will lose money

• You will gain money

• You cannot always control which will happen or when.

Quiz ?• If you invite a donor for lunch who should

pay?

• Do you have logo products for sale or give them away? What is your experience?

• What kind of presents should donors get if any?

Foundations and Corporations

• Which ones to target?

• Look at Annual Reports of Your Competitors

• How much should I apply for ? – Research the 990 on Guidestar.com

• For how long?

Individual Giving

• You can never thank donors enough or too personally

• Can you ask them for $$$ too often?

Role of Board of Directors

• How involved is your Board?• How involved do you want them to be?• Do you have multiple Boards?

– Advisory– Young Executives– Consumers

Young Executives

• What they want

• What they need

• What I’ve learned

You are not perfect

• Ask your donors for advice

• Share your challenges and mistakes

• Donors want to give advice and $$$

Next Steps

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What do you want to start or change about your current fundraising

strategy?

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barbara@draimin.com

Cell Phone 917 515-4948