fundraising for nonprofit arts organizations, getting started
TRANSCRIPT
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CREATING & DIVERSIFYING REVENUE:
CREATING A FUNDRAISING PLAN TO DO IT
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You’ve gotta move fundraising from
a technical, administrative function
to a central, leadership priority.
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80% 20% EXECUTIVE
DIRECTOR
DEVELOPMENT
STAFF
FEWER
RESOURCES,
GREATER NEEDS
EVENTS
TRANSACTIONS
REPORTS
EXPLANATIONS
CHIEF EVERYTHING
OFFICER
MORE RESOURCES,
DIFFERENT NEEDS
HIGHER GOALS, EVEN
HIGHER
EXPECTATIONS
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OVERLAYING NAT’L AVERAGES
YEAR DONORS AVG GIFT REVENUE
LAUNCH 10,000 $200 $2,000,000
2015 4,100 $224 $918,400
2016 1,681 $251 $421,931
2017 689 $282 $194,298
2018 281 $315 $88,515
ATTRITION: 59% & GIFT INCREASE: 12%
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CONSEQUENCE
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ALTERNATIVE
PLAN
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BEFORE AFTER
INC
OM
E
$335K
$518K
COMING FROM
GRANT
SPECIAL EVENTS
DIRECT MAIL
GIVING TUESDAY
COMING FROM:
BOARD ENGAGEMENT
SIGNATURE EVENT
MAJOR GIFTS
ANNUAL FUND
FOUNDATIONS
PEER-TO-PEER GIVING
PLANNED GIVING
RETAINED DONORS
SUPPORT TO DIVERSIFY REVENUE
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Understand the elements of a case for
support in the Post-Art for Art’s Sake Era
Understand how to assess fundraising
potential to set realistic goals + get buy-
in.
Understand how to create a fundraising
plan and why it is important
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EFFECTIVE CASE FOR
SUPPORT
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HOW IS IT USED
1. Recruit + align board members
2. Question No. 1 in grant proposals
3. Basis of individual appeals
4. Context of annual report + program eval
5. Personal frame of reference + gut check
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YOUR HISTORY
Why and how did you come into existence?
What issues caused your formation?
What is your incomparable mission?
Remember, you are making the case for
your future and your dreams – not your
distinguished past.
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YOUR ARTISTIC PURPOSE
What happens when you fulfill your purpose?
Who benefits and how do you know?
Who are the stakeholders in your purpose?
Why do they care if you’re successful?
What do you do that can be applied
elsewhere?
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YOUR UNIQUE ROLE
Why are you best qualified to do it?
Who is leads your art + your admin?
On what will you spend + leverage funding?
Do you have a track record, if not who does?
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YOUR PLAN + GOAL
Who will help you fulfill your goal?
Why will or do they support you?
How will you know it’s working, succeeding?
How will you communicate progress?
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CREATE YOUR STORY OF US
We are the only _________________________ that(WHAT ARE YOU?)
can_____________________________ for _________________________ in our
(DO WHAT?) (WHO?)
____________________________. Last year, we _______________________
(WHERE?) (DID WHAT?)
for ______________________________ which means ___________________
(HOW MANY?)
___________________________________________
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FIRST TAKEAWAY
YOU GOTTA BE ABLE TO ADDRESS
A CREATIVE NEED, NOT JUST A
DREAM
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SECOND TAKEAWAY
EVERYONE IN YOUR
ORGANIZATION NEEDS TO BE
ABLE TO KNOW IT AND SAY IT.
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ASSESSING POTENTIAL
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Want to enhance their performance
experience
Want recognition from community and
desired peer group
Want access to those that are
performing and creating
UNDERSTAND WHY THEY
GIVE
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BACK OF NAPKIN
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DIVERSIFICATIONTop Line Fundraising Question Answer
How many households bought ticket in the last fiscal year? 200
How many made a gift in the same period in addition to buying a ticket? 30
How many gifts did you receive in the previous fiscal year from:
Board members 10
Individuals 45
Sponsors 4
Small businesss 6
Private foundations 2
Government 1
Special events 80
What is the total amount of dollars you raised in the previous fiscal year? $65,000
How much did you spend on fundraising in the previous fiscal year (not including staff/time? $20,000
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DIVERSIFICATION
What are the primary sources of your funding
What is the current diversification ratio?
Where are our growth areas?
Given existing time and resources, where
should we focus?
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GROWTH
What is the year-over-year rate of growth?
What has and will impact that growth rate?
At what rate does that need to grow to achieve
our goals?
How long does it take for any investment in
growth to become cash?
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ASSETS
What do patrons (not you) love about our
organization?
What do these patrons say to the friends and
family about us?
What can we say we’ve truly accomplished?
Who can help us credibly make the case?
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PERFROMANCE
How many ticket buyers come back for every
performance?
How many of those ticket buyers give?
How many do both?
How many do both every year?
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CREATING THE PLAN
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HOW IS IT USED
1. Align resources to what works + is
possible
2. Create culture of managing, not reacting
3. Focus + inspire board of directors
4. Instill confidence in funders
5. Provide rigor + structure to ideation
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THE SMART & EASY PLAN
1. Identify goals & accompanying metrics
2. Pair goals with tactics, strategies
3. Collaborate on one calendar
LET’S BUILD ONE!
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TERMS TO KNOW
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TEMPLATE