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PROSPECTING AND CULTIVATION. Part 1: Who will support your mission?. Ann Charles Watts, CFRE Organizational Development Consultant—Resource Development Habitat for Humanity International 800-422-4828 x 5265 [email protected]. - PowerPoint PPT Presentation
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Ann Charles Watts, CFREOrganizational Development Consultant—Resource Development
Habitat for Humanity International800-422-4828 x [email protected]
Part 1: Who will support your mission?
PROSPECTING AND
CULTIVATION
What, specifically, do you hope to take away from this session?
Develop Case
Prospect Research & Identification
Cultivate & Consult
Solicit
Steward
Raise Awareness
Basic Fundraising Cycle
Universe of Prospects
First-time Donors
Upgraded Donors
Major Donors
Capital Campaign Donors
Planned Gift Donors
Donor Pyramid
Develop Case
Prospect Research & Identification
Cultivate & Consult
Solicit
Steward
Raise Awareness
Universe of ProspectsFirst-time Donors
Upgraded Donors
Major Donors
Capital Campaign Donors
Planned Gift Donors
Repeatedly asking a donor for gifts without taking them through the full fundraising cycle causes:
• Fatigue• Isolation• Attrition
Instead, invite the donor to join you on the
affiliate’s journey, and witness what happens
when you work in partnership with one
another.
Who are our affiliate’s the best prospects?
Our Donors(and volunteers)
Understanding a donor’s motivation for giving will help you
keep them coming back.
Why do your donors give to you?How are churches and corporations
different from individual donors?How are they the same?
Prospect Rating Made Easy
Frequency
Recency
Monetary
There are many ways to rate prospects. Some affiliates hire firms to do it for them. Others do it themselves. One simple scoring method is. . .
Where to Find New Donors
What does it mean to have a linkage?
What is ability and how do we know if a prospect has it?
How can we determine interest?
Linkage
Ability
Interest
Ann Charles Watts, CFREOrganizational Development Consultant—Resource Development
Habitat for Humanity International800-422-4828 x [email protected]
Part 2: How will you get the most from your donors?
PROSPECTING AND
CULTIVATION
We must stop thinking of fundraising as
As fundraisers, we’re seeking partners to make the world a better place!
How do we see our donors?
Think of them in terms of their money, and we won’t keep either for very long.
Listen to them. Get to know them personally. Consider them (not their
money) valuable partners in the mission, and we’ll do great things
together for the cause!
Give donors what they want
• Prompt, personalized acknowledgement of their gifts
• Confirmation that their gifts have been set to work as intended
• Measurable results on their gifts at work prior to being asked for another contribution
- Penelope Burk
Saying Thank You
What are some of the ways you say “Thank You” at your affiliate?
Ready for a little friendly competition?
If it matters, it MEASURES!
What do you measure when it comes to fundraising?
QUESTIONS?
Ann Charles Watts, CFREOrganizational Development Consultant—Resource Development
Habitat for Humanity International800-422-4828 x [email protected]
PROSPECTING AND
CULTIVATION
