International Fundraising Consultancy Limited LASTING RELATIONSHIPS WITH DONORS Dr John Baguley

International Fundraising Consultancy Limited WHY RELATIONSHIPS Relationships lead to more donations Relationships lead to more frequent donations Relationships lead to larger donations Building lasting relationships is hard work but fun Building lasting relationships is professional – 80 / 20

International Fundraising Consultancy Limited WHY DO THEY GIVE ? Donors give because they feel passionately about your work and want it to succeed. They feel like that because you have inspired them. You have inspired them because you are passionate and knowledgeable about the work.

International Fundraising Consultancy Limited TELL THEM Tell them why the people you help need that help. Tell them how you help them. Tell them what their donation will achieve. Tell them what their donation has achieved. PUT PEOPLE FIRST – TELL STORIES!

International Fundraising Consultancy Limited CULTIVATION Major donors research – life, networks, friends, interests, wealth, gifts etc Supporters research - questionnaire Invite to hear about your work Invite to see your work Meet personally Send a short but interesting newsletter at least four times a year.

International Fundraising Consultancy Limited BE COURTEOUS Thank each donation promptly – the same day or within 3 days! Answer all questions immediately. Always be polite by phone, letter or – train your staff & volunteers. Record all interactions – on computer database. Remember them on important occasions – anniversary of first gift etc. Annual Appeal.

International Fundraising Consultancy Limited SPECIAL RELATIONSHIPS Cultivate your rich donors Research – who are they Meet face to face Special events Celebrities – patrons Make your organisation interesting, exciting and approachable

International Fundraising Consultancy Limited THE “ASK” Where: their office, home, where your work is done. Who asks: a friend who has given, the Chair of your appeal committee, a passionate advocate of your work. How much: from research, income and wealth – state an amount. State the benefits to those you help.

International Fundraising Consultancy Limited THE FUTURE Cultivate again ! Ask again ! A planned annual process. The 3 year cycle.

International Fundraising Consultancy Limited An “Action Culture.”

International Fundraising Consultancy Limited Forget>“Learn” “The problem is never how to get new, innovative thoughts into your mind, but how to get the old ones out.” Dee Hock

International Fundraising Consultancy Limited “Be a … Dispenser of Enthusiasm! ”

International Fundraising Consultancy Limited Think about It!? Innovation = Reaction to the Prototype Michael Schrage

International Fundraising Consultancy Limited Joe J. Jones 1980 – 2005 HE WOULDA DONE SOME REALLY COOL STUFF BUT … HIS BOSS WOULDN’T LET HIM!

International Fundraising Consultancy Limited Goal: Drive out fear. (Deming et al.) Solution: Passion (alone?) drives out fear. Source: Equinox Manifesto (12.01)

International Fundraising Consultancy Limited “A key—perhaps the key— to fundraising is the effective communication of a story.” Adapting Howard Gardner Leading Minds: An Anatomy of Leadership

International Fundraising Consultancy Limited “Early in my career in the law I learned that … he who has the best story wins.” JQ Adams/A Hopkins to T Joadson/M Freeman

International Fundraising Consultancy Limited Keep In Mind: Supporter Satisfaction versus Supporter Enthusiasm

International Fundraising Consultancy Limited CUSTOMERS: “Future- defining donors may account for only 2% to 3% of your total, but they represent a crucial window on the future.” Adrian Slywotzky, Mercer Consultants