major donor fundraising tips - population council hiv/aids retreat
TRANSCRIPT
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FUND RAISING: TIPS AND GUIDELINES
HIV and AIDS Team Retreat
October 21, 2010
Kim Gerstman
© 2010 The Population Council, Inc.
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Session Outline
• Basic fundraising pointers• Discuss and practice role play• Role play demonstrations • Donor cultivation ideas
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Development Process
Donors and prospects:• Identify and qualify• Research • Cultivate• Ask• Thank and thank again (and again)
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Qualify Donors
Be smart about qualifying your donors
• Identify your universe of donors• Build a list of prospects• Utilize your funders, staff, contacts• Determine level of interest (low to high)
“Jane Doe Foundation” + grants
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Donor Profiling
• Biographical• Career• Financial• Family background• Philanthropic history• Personal interests
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The“Ask”
Six Steps for a “Model” Solicitation• Build rapport• State the case for support• Encourage involvement• Summarize benefits and close• Be quiet• Respond appropriately
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The “Ask:” Case for Support
• Stress importance of securing Council’s long-term future
• Focus on few key messages• Identify problem, why the Council is
qualified to address it, and benefits to population
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The “Ask:” Encourage Involvement
• Open with casual talk• Show you know them• Ask open-ended questions• Focus on PC strengths• Use success stories• Sell the vision• Be enthusiastic• LISTEN!!!
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The “Ask:” The Close
• Summarize case • Ask for contribution• Describe options to invest in future
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The “Ask:” Be Quiet
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Thank Donors
• Write thank you note• Call after gift received• 7 times a year• Thank again
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ROLE PLAYING
INSTRUCTIONS: • Divide into five groups. • Using Scenarios #1-5, one person plays prospect, two
solicitors and the rest are observers. Each team will construct their scenario with input from observers. (15 minutes)
• The prospect and solicitors should practice their role play in front of the group of observers. (15 minutes)
• Each team will role play their scenario in front of the entire audience. (30 minutes)
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ROLE PLAYING
As a prospective donor in each scenario, please evaluate:
• Strength of the case for request• Conviction to the cause by the solicitor• Solicitor’s ability to listen, answer
questions• What the solicitors did that made you
feel good about giving?
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ROLE PLAYING
• What worked and what didn’t?• How would you change your approach?
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Cultivation Ideas
• Social gatherings • Sending them publicity clippings • Special events • Asking them for advice • Asking them to volunteer • Asking them to be on a committee • Inviting them to a lecture • Inviting them to be on a panel • Calling them regularly to provide updates