Building Authentic Donor Relationships 2017 The 7 Pillars Jeff Schreifels Senior Partner Objectives Understand the proper structure for major gifts Describe amp understand the 7Pillars of a successful major gift program ID: 553759
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How to Think About Major Gifts
Building Authentic Donor Relationships
2017
The 7 Pillars
Jeff Schreifels, Senior PartnerSlide2
Objectives
Understand the proper structure for major giftsDescribe & understand the 7-Pillars of a successful major gift program.
Be able to assess your nonprofit’s culture of philanthropy. Slide3
Problem-Donor RetentionSlide4
Problem-Donor Retention
Value Attrition Benchmarks of 33 National OrganizationsSlide5
Attrition:
Problem AND OpportunitySlide6
Donor RetentionSlide7
Do You Have the Right Structure?Slide8
What is All This About?Slide9
Seven Pillars of a Major Gift ProgramSlide10
Pillar 1: The Right Caseload
Caseload Pool
Donors that meet a predetermined metric
450
Qualified Caseload
Group of donors that want to relate
150
A
B
CSlide11
TieringCaseload
Donors
Pillar 1: The Right CaseloadSlide12
Tiering
Caseload
Donors
Pillar 1: The Right CaseloadSlide13
Pillar 2: Create GoalsSlide14
Pillar 3:
A Plan for Every Donor
At least one “touch” per month…Slide15
Pillar 3: A Plan for Every Donor
Donor Passions & Interests
Communication Preferences
$ Goals
Frequent “touches”Slide16
Pillar 3: A Plan for Every Donor
Moves
ManagementSlide17
Pillar 3: A Plan for Every Donor
Packaging Your Program
Project Support
Portfolio
A system for
packaging
programSlide18
Pillar 3: A Plan for Every Donor
Three Elements of an OfferSlide19
Pillar 4: Ask for Support
Know
your donor
Make
the AskSlide20
Pillar 4: Ask for Support
Common
Mistakes
in the
AskSlide21
Common mistakes about asking:
No match to donor passion and interest.
Relationship of trust not built.
Ask not put into the context of a larger vision.MGO is more interested in getting the money than fulfilling donor interests.Slide22
Common mistakes about asking:
Ask is too low.
MGO is not prepared to offer “terms” in payment of pledge.
Ask is packaged too intellectually and philosophically – void of emotion and passion.
MGO is not prepared to handle objectionsSlide23
Pillar 5: Thank DonorsSlide24
Pillar 6: Report Back
ImpactSlide25
Pillar 6: Report Back
You made me aware.
You asked me to help. Said it would make a difference.
I believed you. Gave what I could.
You told me my gift made a difference.
So I want to help again.
You didn’t tell me I made a difference…
so I gave somewhere else to make a difference.Slide26
Pillar 7: Love Accountability
Metrics are your friends.Slide27
Pillar 7: Love Accountability
New Money Can Cover a LossSlide28
Building a Culture of Philanthropy
Getting your head and heart right
Do you want to do this work?
Passionate about changing the world?
Passionate about mission?Do you believe change can happen?Slide29
Building a Culture of Philanthropy
Donors as mission
Donors in mission statement
You are the bridge
Impact over RatiosDo you ask?Slide30
Building a Culture of Philanthropy
Leadership’s Role
Passionate about Philanthropy?
Do they ask for support?Does the Executive team reach out to donors?
Does 100% of the board give?Slide31
Building a Culture of Philanthropy
StoryTelling
Is the story right?
Mission, Vision and Values displayed?Engagement Events?Slide32
Building a Culture of Philanthropy
Expressing the Need
Can you describe the need?Facts?
Causes of need?What would happen if the need wasn’t met?Slide33
6 Ways Non-Profits Fail
Program over People
Money vs. Relationship
Getting things done vs. Doing the Right things
Overhead over Impact
Focus on Power and Control vs. Effectiveness
Growth over GreatnessSlide34
Summary
Problem to overcome in your donor file
7 Pillars of Major Gifts
Building a Culture of Philanthropy
6 Reasons Non-Profits Fail
How to Think About Major GiftsSlide35
Major Gift Program
Resources
Seven Pillars of a Major Gift Program
Passionate Giving
Blog
“It’s Not JUST About the Money”
White Papers
available
Marketing
Impact Chart
Program
Support PortfolioSlide36
www.veritusgroup.com
www.major
giftacademy.com
267-254-2939
jschreifels@veritusgroup.com
Building Authentic Donor Relationships
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