1. Fundraising When Money is Tight Part II

2. Use a Scalpel!  Avoid across-the-board cuts!!  Capital projects onto backburner  Look at the organizational chart  Make fundraisers make money  Rethink line between small and major donors  Drop glossy things  Outsource some activities  Approach donor acquisition carefully  Emphasize list acquisition

3. Use a Scalpel!  Reactivate lapsed donors  Mail them  Make sure front-end premiums are cost- effective  Gang-print  Clean mailing list  Reduce postage expenses  Trim telemarketing costs  Look at online communication costs

4. Segmentation  Look for the big fish!  Recency, frequency, giving level, source  Weight the criteria  Table 10.4

5. Donor Relations  Bond  Ten ways to reach donors at low cost  Use the phone!

6. Learning about the Personal  Design questionnaire  Test it  Prepare a direct mail package  Mail it  Enter it  Put it to work!!!

7. What to Do Online?  Step up efforts!  Why?  Compelling and involving website  Acquire emails by any means necessary  Make it easy to donate  “Get-a-friend,” Google Grants, SEO

8. Break Down the Silos  Barbell-shaped distribution  Integrate direct response fundraising efforts  Make sure all fundraisers are working together  Integrate databases  Set OVERALL fundraising goals