2. Concepts  Basic rules and methods of fundraising apply to all types of organizations  Like most things, your fundraising will benefit from:  Planning and Focus  Common sense  Strategic thinking  Listening  Relationships  Fundraising has been around for eons: learn from others’ wisdom!

3. Seek Balance  You can always raise more money from a few big donors than many many ‘small’ donors, but you need both for the long haul.  You need to ask frequently because people forget, but if you ask TOO frequently, they are annoyed.  Not everyone wants to donate to a library,  But they don’t even consider it if you don’t ask!  And it’s not necessarily library users who will give!  The more traditional the cause (libraries, hospitals, humane societies) the more likely your ‘small’ donors will leave you a bequest!

4. The Way It Works  $$$$$$ Major Donors: 7- 11 donors giving 40-60%  $$$ Transition donors: 10-40% of donors giving 20-40%  $ Grassroots and Community 60-85% of donors giving 5-15%

5. The Donor Pyramid  A snapshot in time, today  A review of the past  A way to project forward AND  A way to understand changes in donor behavior  A way to encourage changes in giving  A SWOT analysis just for fundraising  Planning for prospecting, challenges, asking, timing.

6. Why People Give  They Believe in the Cause: the MISSION  To Make a Difference  Because it feels good to help  Because someone they respect asked them  Because they or their family benefitted in the past  Because the organization is doing well Donors are like you….

7. What Donors Want and Need To Know  What do you do ? …and How?  Why is this important ?  What is your impact on the community, individuals, kids, the future, our families?  How can you tell you are succeeding ? These answers form your CASE STATEMENT

8. How You Develop Support

9. Options  Annual Campaign:  raise it now, spend now  operations, programs, acquisitions, all OK  Capital Campaign:  permanent assets like buildings and endowment  Planned Giving:  for sustainability and permanence You can and should do all of these….in time

10. The Organizational Life Cycle of Gifts Library cards and Membership Annual gifts Special project gifts Capital and endowment gifts Planned gifts

11. Essentials for Annual Giving  A Plan with solid timing: feet to the fire  A theme or message (don’t tell the whole story every time!)  Fast-read, visual impact, personal touch materials  A core group of top donors who get personal attention  Smart, growing prospect list  Reliable, easy database (and someone to use it!)  At least two mailings for grassroots and mid-level prospects  Correct and appreciative thank-you’s  Annual report of some type  An event, but not too many, not expensive, not a time-killer!

12. Essentials for a Capital Campaign  A true, expressed need  A plan that includes  Assessing your donors’ interest and capacity  Justified budget  A manageable timeline  A powerful ‘quiet phase’ that tests your goal before going public  Modest, appealing, informative materials  A strong team of trained volunteers not afraid to ASK!  Understanding of donor interests, benefits, demands.

13. Stages of a Capital Campaign  Test #1: develop the Case Statement and Draft Goal, conduct a feasibility study  Expand or contract your plans based on the study  Quiet Phase: aim to raise 60% before public announcement  Test #2: determine your final goal based on quiet phase results  ANNOUNCE your goal and plans  Raise the next 30-35% in very personal ways from mid-level donors  Launch the Grassroots Campaign to finish the campaign  Celebrate!

14. Essentials for Planned Giving  Sufficient understanding of Planned Giving concepts among your staff and board  Access to a Planned Giving specialist  Groundwork for a variety of gift methods including annuities  Strong relationships with top donors and top prospects  A grassroots outreach program to invite hidden prospects.  A Legacy Society for donor recognition during life and after the gift is realized.

15. Your Goals  Identify the financial needs of the library for the short and long term. Balance realism and dreams.  Create a culture of philanthropy for your library, building an annual campaign first  Seek a combination of larger and smaller gifts (donors)  Foster relationships with prospects and volunteers  Listen to your library users and your community  Develop a simple, accessible, ongoing planned giving program  If you need a capital campaign, give yourselves time to plan!