https://bloomerang.co/resources/webin... Richard Perry will show you how to build a donor centered budget, what is needed to support it, and a clear description of every program category to put into proposals and present to donors.

1. Packaging Program
Into Donor Offers
The presentation will begin shortly.

2. 3
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Before we get started »

3. 3
https://bloomerang.co/demo/video

4. 3
Our guest presenter »
Richard Perry
• Founding Partner of
The Veritus Group
• 35+ years experience
• Helped raise over $500 million
• Co-founded The Domain Group
• 8 years as Director of
Development for a US-based
relief and development
organization, increased donor
list from 16k to 350k, income
$600k to $15 million

5. PACKAGING PROGRAM INTO DONOR OFFERS
Building Authentic Donor Relationships

6. Richard Perry

7. What We Will Cover
Principles
Change
Belief
System
About
Overhead
The
Process
How To
Use It

8. The Warehouse

9. Why Are We Telling YOU about Program Packaging?

10. The Old Way of Doing Things Is Changing

11. What Donors Want Is Changing

12. 3 Reasons for Program Packaging
¨ To present something of value to donors that
matches their passions and interests.
¨ To support the fund-raising, marketing and
communication functions and raise more money.
¨ To reduce donor value attrition.

13. Five Most Common Budget and Finance Problems

14. Principles

15. Program Packaging Based on 2 Principles
Current
Program
All Costs
Are In

16. 4 Elements of Program Packaging
Program
category
People
group
helped
Location
Price
point

17. Change Belief
System About
Overhead

18. 1. Non-profits & watch-dogs
have perpetuated a
misconception of
overhead
2. Overhead is good
3. Overhead is necessary

19. Overhead & YOU
¨ Head & Heart Right
¨ Major Donors can & do
understand
¨ You can make a
difference

20. The Process

21. 1. Get People On Board
¨ Leaders
¨ Program
¨ Finance
¨ Get Commitment to
Allocating Overhead

22. 2. Create List of Program
Categories & Definitions

23. Example:
Salvation Army Greater New York Program Chart
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COORDINATING COUNCILS
BRONX / BRONX CITADEL
UPPER MANHATTAN BRONX TREMONT
HARLEM TEMPLE
MANHATTAN CITADEL
BROOKLYN / BAY RIDGE
STATEN ISLAND BEDFORD TEMPLE
BROWNSVILLE
BUSHWICK
SUNSET PARK
PORT RICHMOND
STAPLETON
LONG ISLAND FREEPORT
HEMPSTEAD CITADEL
WESTBURY
EAST NORTHPORT
RIVERHEAD
MANHATTAN CHINATOWN
NEW YORK TEMPLE
TIMES SQUARE
MID-HUDSON BEACON
KINGSTON
MIDDLETOWN
NEWBURGH
PORT JERVIS
POUGHKEEPSIE
SPRING VALLEY
SUFFERN
QUEENS ASTORIA
FLUSHING
JAMAICA CITADEL
QUEENS TEMPLE
RIDGEWOOD CITADEL
WESTCHESTER NEW ROCHELLE
PEEKSKILL
PORT CHESTER
TARRYTOWN
WHITE PLAINS
YONKERS CITADEL
BRONX CITADEL
BRONX TREMONT
HARLEM TEMPLE
MANHATTAN CITADEL
BAY RIDGE
BEDFORD TEMPLE
BROWNSVILLE
BUSHWICK
SUNSET PARK
PORT RICHMOND
STAPLETON
FREEPORT
HEMPSTEAD CITADEL
WESTBURY
EAST NORTHPORT
RIVERHEAD
CHINATOWN
NEW YORK TEMPLE
TIMES SQUARE
BEACON
KINGSTON
MIDDLETOWN
NEWBURGH
PORT JERVIS
POUGHKEEPSIE
SPRING VALLEY
SUFFERN
ASTORIA
FLUSHING
JAMAICA CITADEL
QUEENS TEMPLE
RIDGEWOOD CITADEL
NEW ROCHELLE
PEEKSKILL
PORT CHESTER
TARRYTOWN
WHITE PLAINS
YONKERS CITADEL
YOUTH PROGRAMMING ADULT PROGRAMMING
MARCH 2009
G
REATER
NEW YORK
D
IVISION

24. 3. Place Entire Budget Into Program Categories

25. 4. Allocate Overhead
ê

26. A Closer Look…

27. 5. Create Donor Offers
Program Program Program Program Program Program
1 2 3 4 5 6
Donor
Offer
ê

28. The Main Objective of a Donor Offer
To help a donor
make a difference.

29. How do you do that?
Two ways…
1. Matching donor interests and
passions to the needs of the
organization.
2. Creating real connections
§ Find out what the donor’s
deep gladness is.
§ Match it to an organizational
need that you have “packaged”.

30. How a Donor Offer Works

31. Compelling Need
¨ I.D. and define problem.
¨ Problem NOT process
¨ Donors want to solve problems with
their resources

32. No problem – no gift!
Without a societal problem to solve….
There is no compelling offer.
Without a compelling offer...
There is nothing to present to your donor.
With nothing to present to your donor...
There is no chance your programs will
match the donor’s interests and passions.
With no chance to serve your donor’s interests and passions...
There will not be a gift.

33. Share the Problem with Emotion

34. Take the Donor to the Need

35. Compelling Need Breaks Your Heart

36. 4 Ways to Tell if a Donor Offer is Good
1. Is it forceful? Strong case for action.
2. Does it demand attention – does it draw you in
– does it attract your interest?
3. Is it convincing? Convincing and believable? Are
you absolutely convinced that:
Ø The need is true and believable.
Ø We must DO something about it?
4. Is it irresistible? Donor cannot avoid taking
action.

37. How To Use It

38. 1. Reports
2. Direct mail
3. Online
4. Brochures – collateral
5. Radio, TV – electronic
media
6. Events
7. Major Gifts
8. Planned Giving
9. Capital Campaigns
10. Foundation Proposals
11. Other Orgs and Clubs
12. Speeches

39. www.majorgiftacademy.com
Making Effective Donor Asks
August 7 – Sept 11th, 2017 (3-Module)
Making Your Year End Goals
Sept 18 – Oct 7, 2017 (1-Module)

40. MajorGiftAcademy.com
267-254-2939
jschreifels@veritusgroup.com
Building Authentic Donor Relationships
facebook.com/VeritusGroup @VeritusGroup
VeritusGroup.com/passionate-giving-blog

41. Questions?

42. https://bloomerang.co/resources
•Nonprofit Wrap-Up
•Bloomerang TV
•Bloomies
•eBooks
•Daily blog post
•Weekly webinars
•Templates
•Guides

43. Our next free webinar »
How to Think Like a Donor in 1 Hour
Thursday, Aug 10, 2017 – 1:00pm Eastern
Rachel Muir, CFRE
https://bloomerang.co/resources/webinars