1. Christine Graham cpgraham@sover.net t

2.  How does money get raised?  Why do people give?  How do donors vary?  How to find and interest donors?  How do you feel about giving?  How will your attitudes affect your work?

3.  The Basics  Levels of giving  Upward movement  Ratios  Balance $$$$$$ Major Donors: 40-60% $$$ Transition donors: 20-35% $ Grassroots and Community donors 10-20 %

4.  In thanks  To support the mission  To build community  To feel good  Because they can…  other reasons?

5. HIGHER DONORS  To change the world  To affect policy  To achieve major goals  Psychic ‘return on investment’  To acknowledge good, efficient business practice LOWER DONORS  To repay  To help someone needy  To keep a community resource  To feel part of a cause

6. Building a relationship 1. Identify and Re-identify 2. Cultivate and inform 3. ASK 4. Steward and thank

7.  Understand why people will give to you  Where are those people?  Get their names, info, connections  Prioritize: top, middle, bottom prospects  Focus on the top

8.  Provide info  Educate  Offer hands-on experiences  Focus on their likely interests  Make it personal  Find the right social avenues

9.  Not too early, not too late  Ask wisely, not too little, not too much!  Be personal  LISTEN  Respond non-defensively  Be specific  Think on your feet

10.  THANK!  Draw your donor into the organization  Ask for advice  Ask for help  Ask for time  Ask for introductions  Treat your donors like insiders  Always make it personal

11.  Knowing the donor…not just the biographical data, but what makes him tick  Being sincerely interested  Understanding what will interest him  Finding interest points  Asking questions  If you don’t like people this isn’t for you!

12.  People  Paper  Phones  Parties  Proposals  Paperless  Planned Gifts  Which methods work for which donors?

13.  Think Creatively  Listen  Open your mind to new ideas…and not just your own!  Take criticism thoughtfully  Stick to values, not habits  Try to understand

14.  Consider the Life Cycle Pyramid: Planned giving Endowment Capital campaigns Special projects Annual giving and memberships

15.  I welcome your questions, so do be in touch:  Christine Graham  cpgraham@sover.net cpgraham@sover.net  www.cpgfundraising.com www.cpgfundraising.com  802-862-0327  You are welcome to use my materials, but please request permission and acknowledge the source!