CEOs and boards of non-profit organisations can add great value to the fundraising process but many are unsure what their role is and how to get started. These slides which follow show some of the messages we use in our seminars with CEOs and Boards.

1. TOP 10
FUNDAMENTALS
IN FUNDRAISING
FOR CEOs & BOARD MEMBERS

2. 1
Know yourself

3. Fundraising
is a process
2

4. What Are We Trying To Accomplish?
Bob Burdenski, “Obama and the Internet”, Nov 2008
Qualified Major Gift Prospects
Increased Donor Value
A Sustained Giving Relationship
Initial Gift Support
A Learned Organisational Culture
Ongoing Organisational Affinity

5. Investing your resources
Least
important
group of
donors
Smallest
portion
of Solicitation
resources
Most
important
group of donors
Greatest
portion
of Solicitation
resources
Donor Pool

6. Philanthropic Income
75%
20%
5%

7. Fundraising Time-use
50%
30%
20%

8. Aligning Time-use To Potential Revenue
50%
30%
20%
75%
20%
5%

9. Philanthropy
is based on
3
exchange of values

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Motivators for Giving
Values Driven Responses

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Barriers to Making a Gift
Mean scores responses for all respondents
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Variances are not dramatic
It doesn’t matter how you aggravate or irritate a
donor, they general respond the same degree.

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Motivators to Stop Giving
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~GuyMallabone&TonyMyers~

13. Uncontrollable
Influence
Control
You
Advancement Resources, 2012

14. Fundraising Principles
~Kay Sprinkel Grace~
People give to you
because you meet needs
not because you have needs.

15. Fundraising Principles
~Kay Sprinkel Grace~
A gift to your organisation is
a gift through the organisation
into the community
- you are not the end user of the gift (it is not about you)

16. Fundraising Principles
~Kay Sprinkel Grace~
Fundraising is
not about money,
it is about relationships
based in shared values

17. 4
Opportunity Offerer

18. 5
Get Closer

19. High Value Activities
Do not assume you know the donor’s
interest. People’s life experiences affect
their interests.
Learn the donor’s interests and passions –
their reasons for supporting your cause.
The most valuable time that you can spend
is focused on connecting the donor to their
passions.
Help donors see how their contributions
are making an impact.
Advancement Resources, 2012

20. 6
Making the Case

21. Developing the Case
The Case for Support is your story. It’s who you
are, why money is needed and how you will
meet that need with the money you raise.
The Case for Support is written from the donor’s
perspective – not the organisation’s.

22. The Golden Circle

23. What’s makes your story unique?

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Next to the human face, hands are our
most expressive feature. We talk with
them. We work with them. We play
with them. We comfort and love with
them. An injury to the hand affects
people professionally and personally.
At Vector Health Programs, we give
people back the use of their hands.”
“
Betsy Chapin Taylor, Healthcare Philanthropy

25. Personally I am very fond of
strawberries and cream; but
I find that for some strange
reason fish prefer worms.
So when I go fishing, I don't
think about what I want. I
think about what they want.”
7
“
Dale Carnegie
Donor Centered Relationships

26. The Donor’s Perspective
Life changing experiences may be positive
or they may be negative.
People are motivated to contribute for their
own reasons – those reasons are not always
obvious.
Advancement Resources, 2012

27. The Personal Story
What in your
personal
background
would make this
project important?
their

28. The goal is not to do business with
everybody who needs what you have,
the goal is to do business with people
who believe what you believe.”
Simon Sinek
“

29. 8
Five Moons
1. Amount
2. Timing
3. Project
4. Who’s Asking?
5. Who’s Being Asked?

30. 9
Stay Focused

31. MONEY = MISSION

32. 10
Everyone’s Responsible

33. 10 Top Fundamentals
1. Know Yourself
2. Fundraising is process
3. An exchange of values
4. Offer opportunities
5. Get closer
6. Make the case
7. Donor centred relationships
8. Five moons
9. Stay focused
10. Everyone’s responsible

34. We choose to go to
the moon in this
decade and do the
other things. Not
because they are
easy, but because
they are hard.
“
John F. Kennedy
There will never be a perfect time to begin

35. We provide advice and information
to non-profit organisations
to raise more money for their work.
Connect with us
for more resources:
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