This is the first of a two-part series on the dynamics of fundraising by industry professionals Sarah Koski (Oregon) and Erin Patton (Maryland) for the Forbes Fund's “Emerging Directors of Development," sponsored by the Segal Family Foundation. Together, Sarah and Erin bring over half a century of combined nonprofit and corporate leadership experience. Download this presentation guide to get a glimpse into their deep-dive on donor engagement and procurement. More about this program: Segal Family Foundation and The Forbes Funds developed and launched “Emerging Directors of Development,” a learning program that will recruit and train local young professionals, specifically black, indigenous, people of color (BIPOC) in nonprofit development & fundraising. Graduates will be placed in a full-time development role at a participating local 501c3 organization, which will also receive ongoing support and assistance during and after the program. Fewer than 1% of executives at Allegheny County-based corporations and nonprofit organizations are people of color. The co-developed program seeks to increase the representation of black and brown professionals in these executive roles immediately. The program will recruit and enroll ten early-career professionals that are outgoing, entrepreneurial, and hard-working in a four-month intensive course. The course will immerse participants in learning the technical and people skills necessary for becoming a high-level development professional. The professionals will be paired with a participating nonprofit organization that is currently hiring for the position. The program is open to local 501c3 organizations challenged with hiring qualified high-level development professionals and/or looking to hire a first-time well-trained development professional. Organizations will receive ongoing support services as participants are trained and through the first six months of employment. Participating organizations will receive Greater Pittsburgh Nonprofit Partnership membership, development coaching in the interim stage, and sustained capacity-building resources & opportunities beyond the conclusion of the program. Slide Design: Sarah Koski

1. THE ART AND
SCIENCE OF
FUNDRAISING
EMERGING DIRECTORS OF DEVELOPMENT
Erin Patton and Sarah Koski
PRESENTED BY

2. MEET THE
PRESENTERS:
ERIN PATTON
Erin O. Patton is the Founder of New Birth Institute. As an author, teacher, and
counselor, he is passionate, divinely purposed and driven toward maximizing
God-given human potential. His work fosters thriving cultures within
communities, organizations and family structures with an emphasis on
leadership development.
After forging a successful path as a C-Suite Executive for global corporations
including Nike, In. and launching a series of start-up businesses driving social
impact, he answered the call to ministry. Erin graduated from Northwestern
University's Medill School of Journalism and received his MBA from the Cox School
of Business at Southern Methodist University before pursuing his Masters of
Divinity (MDiv) with a concentration in Leadership from the Fuller Theological
Seminary.

3. SARAH KOSKI
Sarah Koski is an internationally recognized narrative strategist and
professional fundraiser, with over a decade and a half of experience in major
gift solicitation. Sarah has consulted for a variety of organizations ranging
from the local to global levels, including Doctors Without Borders, The
American Red Cross, The Missing Maps Project, and Volunteers in Medicine.
Her passions include supporting causes pertaining to innovation technology,
humanitarian aid, and disaster response.
Recently, Sarah was awarded the 2023 Oxford University / Global Thinkers
Forum "Top 40 Women in Social Entrepreneurship" and Estee Lauder's "Top
100 Global Women Leaders" in partnership with Vital Voices -- both for her
work supporting homeless initiatives in her hometown of Eugene, Oregon.
MEET THE
PRESENTERS:

4. Pulling the right levers Understanding the multiple facets of fundraising
Finding your personal compass
Navigating your way to alternative revenue streams and
various paths to sustainability
Right brain / Left brain solutions
Learning the difference between the "art" and "science"
of nonprofit fundraising
OBJECTIVES:

5. WHAT IS AND ISN'T
FUNDRAISING
PREPARING
YOUR GARDEN
TO GROW.

6. GENERATIONAL
TRANSFER OF
WEALTH
NEW FOCUS

7. GENERATIONAL
TRANSFER OF
WEALTH
FROM COUNTRY
CLUBS TO
CASHAPP
NEW FOCUS
NEW MONEY

8. GENERATIONAL
TRANSFER OF
WEALTH
FROM COUNTRY
CLUBS TO
CASHAPP
CULTURAL SHIFTS
IN FUNDRAISER &
FUNDER ROLES
NEW FOCUS
NEW MONEY
NEW RULES

9. THE FACETS OF
FUNDRAISING
WHAT TO
KNOW ON YOUR
FIRST DAY.

10. WHAT TYPES OF
FUNDING
SOURCES
DOES YOUR
ORGANIZATION
FOCUS ON?

11. WHAT TYPES OF
FUNDING
SOURCES
DOES YOUR
ORGANIZATION
FOCUS ON?
• FOUNDATIONS
• CORPORATIONS
• INDIVIDUAL GIVING
• ESTATE PLANNING
• DIGITAL/ONLINE

12. WHAT ARE
YOUR FUNDING
LEVELS?

13. WHAT ARE
YOUR FUNDING
LEVELS?
• ANNUAL GIVING
• MID-MAJOR
• MAJOR
• ONLINE

14. WHAT CAN BE A
GIFT?

15. WHAT CAN BE A
GIFT?
• CASH
• STOCK
• CRYPTO
• LAND/ART/ETC
• IN-KIND
• TIME
• ______________

16. THE SCIENCE OF
FUNDRAISING
KNOW THE
FORMULA. . .
GET THE FUNDS

17. • DONOR PROSPECTING
• Research
• Capacity Scoring
• Social Listening
• Referrals
• Cultivation
• “The Golden Rule”
• What are Donor Touchpoints?
• TRACK EVERYTHING
• “The Ask”
• Donor Stewardship

18. THE ART OF
FUNDRAISING
LEARNING HOW
TO READ THE
ROOM.

19. Donor Personality Types
• The Altruistic / Faith Giver
• The Social Butterfly / Partier
• “What’s in it for me”
• The Accountant
• Anonymous
BUILDING A LASTING DONOR PIPELINE
STORYTELLING

20. Q&A
FIND US ON
LINKEDIN:
ERIN PATTON
SARAH KOSKI