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Finding Potential Donors—How Do You Do It? Grants for Lunch February 16, 2011.

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Presentation on theme: "Finding Potential Donors—How Do You Do It? Grants for Lunch February 16, 2011."— Presentation transcript:

1 Finding Potential Donors—How Do You Do It? Grants for Lunch February 16, 2011

2 Today’s program: Finding organizational donors demonstration and case study on the Foundation Directory Online (Kassy) Provocative question! + video clip Panel discussion—finding potential donors, how do you do it? o Barry, Gail, Kassy o Moderator questions o Audience Q&A Follow ups: o Podcast o Handouts (look for GC notes ) o with PowerPoint and survey

3 Presented by: Kassy Rodeheaver, Grants and Nonprofit Librarian, Pima County Library Pima County Library resources Foundation Directory Online Case study! Finding Organizational Donors

4 Finding and Cultivating Donors: Panel Discussion Barry Benson—Senior Director of Development, College of Engineering Gail Browne—Executive Director, UA Poetry Center Kassy Rodeheaver—Grants and Nonprofit Librarian, Pima County Library Moderated by: Jenny Flynn, Associate Vice President, Foundation Development and the GIFT Center

5 Does anybody know this guy? Some strategy do’s and don’ts. (Video)

6 Many minds… We surveyed national and local colleagues— development professionals, faculty, and nonprofit staff—about their experiences identifying potential new donors. We’ll fold into our discussion quotes and information from the survey.

7 How do you tap into different networks to discover new potential prospects? Meeting with members at all levels of the philanthropic community; identifying leaders in this community who have an interest in or affinity for programs and initiatives taking place at the College, especially as it pertains to the demographic profile of the student body. —Thomas Galyean, Director of Corporate and Foundation Relations, The University of Virginia's College at Wise

8 How do you tap into different networks to discover new potential prospects? Through Board members and other donors; attending events - social, corporate, educational; and, through giving back to the community myself through volunteerism, mentoring, and connecting people to others who can be helpful. —Survey respondent We rely on loyal donors and prominent community members to connect with potential prospects. —Manuela Boscenco, Development Coordinator, University of British Columbia Library

9 How do you tap into different networks to discover new potential prospects? We divide and conquer. We assign gift officers to different events or networking organizations/opportunities, and we engage individuals in community leadership positions in businesses/industries where we don't have strong support to join us as a Campaign Steering Committee member or other similar volunteer capacity. —Amy Raimo, Director, Corporate & Foundation Relations, Albany Medical Center Foundation

10 How do you partner with others to find new potential donors? For us at this point, the issue is one of incorporating the possibility of donor relationships into our thinking about partnerships. We work with faculty and leadership to consider themselves part of the fund-raising process, as essential to donor development - and in doing that I think we raise the possibility of finding new donors. —Stephen T. Russell, Professor / Director, Norton School / Frances McClelland Institute, University of Arizona

11 How do you partner with others to find new potential donors? Involve our liaison to the External Advisory Board…in everything so that he will be aware of what we do. Ask board and faculty leaders for new information re: alumni or corporate contacts. Ask donors/prospects if there are other funders they might recommend I contact, and if they'd be willing to help. Work hard to cultivate internal relationships [to facilitate] sharing information about external relationships. —Survey respondents GC note: See “Uncovering Connections” and “Community Sleuthing.”

12 How do you encourage new prospects to self-identify? Direct mail, event attendance, website, e-newsletters, blog, attendee lists, corporate visits and introductions. In all of our and written communication. Make it known that we need donations in our newsletter and on our listservs. Stories…that tell about our students, successful alumni, and projects…that will have a great impact on what we do. Talk with them about their values. Listen, listen, listen to their passions. —Survey respondents

13 What events do you host to identify and cultivate new funders and how do you make them effective? Annual poster conference, Halloween costume party hosted by a board member, campus events and private tours for groups of donors, houseparties —Survey respondents Tried and true breakfasts, coffees, lunches and dinners. Always have an agenda and a goal. —Kathleen Sullivan Alioto, Dean of Development, City College of San Francisco GC note : See “Sign Them Up!” and “The Fundraising Houseparty Step-by-Step.”

14 What events do you host to identify and cultivate new funders and how do you make them effective? We're doing "boutique" events...an evening at our planetarium focused on science/technology donors…an on-campus alumni/community/family picnic where we showcase departments and clubs. —Richard H. Morley, Executive Director, Mt. San Antonio College Foundation We have created a series of canvases with images from the Library's rare books and special collections. We have hosted a musical reception and 3-week long exhibit of these canvases. During this free public event, we have connected with new potential donors. —Manuela Boscenco, Development Coordinator, University of British Columbia Library

15 What events do you host to identify and cultivate new funders and how do you make them effective? President's Community Enrichment Programs (PCEP) are premier educational events that connect the community to ASU's visionary scholars and ideas through single lectures, multi-week courses and campus tours. PCEP engages the public, donors, and prospective donors in current issues, highlighting how ASU tackles major challenges of the 21st century. What began as a grassroots engagement effort in 1998 now connects more than 600 community members each year with the intellectual power of a New American University. —Shaun Brenton, Vice President, Corporate Relations, ASU Foundation

16 In seeking new potential donors, do you use technology and how? Survey respondents use: Alumni database and current student database Wealth indicators on our existing database (biographical information and real property holdings) Facebook, LinkedIn, Twitter FacebookLinkedInTwitter Google (good old Google) as well as AZ Gates, Chronicle of Philanthropy, Grant Wrangler (K-12), Philanthropy News Digest, Corporate Social Responsibility Newswire GoogleAZ GatesChronicle of PhilanthropyGrant WranglerPhilanthropy News Digest Corporate Social Responsibility Newswire Online subscriptions such as Foundation Directory, Wealth Engine, Lexis-Nexis, High BeamFoundation DirectoryWealth Engine Lexis-NexisHigh Beam “Change in giving algorithm”/predictive models to “spot significant increases in giving for follow up”* * GC note: Low-tech adaptation = trendspot on your own data

17 What innovative strategies have you tried or would like to try? Targeted outreach: …asking realtors who support my organization and who work in high-end residential sales, to make sure new people moving to town and buying a house from them know about the organization and the work we do. Facilitate networks: Regional alumni focus groups. Increased alumni donors by about 10 percent. Unlikely partnerships: Partnering with athletics to seek funding to launch the first ever annual giving program at a library. Don’t forget the basics I and II: …nothing beats building from existing database of support and read the paper! Don’t forget the basics III: Listening to what the donors say they will fund instead of trying to impose current funding needs on sets of prospects or existing funders.

18 For further discussion: 1. What do you do when you’re starting from scratch? 2. I have a list of people who have come to our events or otherwise shown some interest. What do I do now? 3. Can you give an example of a way to use an event or public offering to engage potential new donors? 4. What are some specific ways you share good news and why is that important? 5. What exactly do you say to someone to determine his/her potential interest in your work?

19 Kassy’s Resources & Tips for Foundation Grantseeking Visit Pima County Public Library’s Grants & Nonprofit Information Center website at Watch the Foundation Directory Online’s Guided Tours at Learn at Grantspace.org, which offers information and resources that are specifically designed to meet the needs of grantseekers. Before doing research for private funding:  Fill out a “Project Profile/Planning Worksheet” ( GC note : sample copy in your handouts) or write an outline for your program.  Know how much money your project will cost. Remember, it is a combination of the grantmaker’s giving priorities, geographic focus, and typical grant size that will help you identify great funding opportunities.

20 Gail’s Tips for Donor Cultivation Directly engage potential donors with your programs and public offerings. Make a clear case for support―why do you need their financial support? Consistently share the good news about your organization. Recognize contributions immediately (and personally, if possible). Solicit general advice from donors―make them feel connected to your organization.

21 Barry’s Tips: How to find new donors Cultivate passion first…. then gift. Think Millionaire Next Door (e.g. UAW’s vs. PAW’s) Always ask “Who else should I be talking to?” Utilize technology (e.g. ) It’s a numbers game—be visible and active… your phone wont ring by itself! Strategically communicate, communicate, communicate.

22 Questions? Contact the GIFT Center at


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