Transcript Chatham Free Public Library

Repositioning Your Non Profit:
Get Ready For What’s To Come
Sobel & Company’s
6th Annual Non Profit Breakfast Symposium
Presented By:
Victoria M. Bixel
President
Semple Bixel Associates, Inc.
January 14, 2011
Yesterday
CRISIS
PANIC
STOCK MARKET PLUNGE
NO CONFIDENCE
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Today
ADAPTING
STOCK MARKET RISING
CONFIDENCE RETURNING
“WE HAVE SURVIVED”
THE NEW NORMAL
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Types of Recipients of Contributions, 2009
Total = $303.75 billion
Source: Giving USA Foundation™: Giving USA 2010
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2009 Charitable Giving
Total = $303.75 billion
Source: Giving USA Foundation™: Giving USA 2010
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Adapting to Ever-Changing
Environments
Rapidly changing scenarios:
 Government budgets
 Technology
 Volunteerism
 Demographics of cities and state
 The easy dollar in a competitive market
 Responsibility and accountability
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Holding Steady
Moving Forward
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Strong and focused leadership
Collaborations
Planning
Adherence to the mission
One message, one voice
Clear vision
Short term solution, long term impact
Financial stability
Calm during the storm – leading by example
(internal and external)
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Business Fundamentals
“In a connected world, ….companies have
character, and their character – how they do what they
do, how they keep their promises, how they make
decisions, how things really happen inside, how they
connect and collaborate, how they engender trust,
how they relate to their customers, to the environment
and to the communities in which they operate – is
now their fate.” Dov Seidman
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First Things First
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Are you serving those who must be
served?
Do you have a financial plan that allows
for contingencies?
Are you communicating internally and
externally?
Are you asking “How are you?”
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Staying on Message…
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Accountability
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Responsibility
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Transparency
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Trust
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Impact of Your Message
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Stewardship
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Stewardship
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Stewardship
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Impact of Stewardship
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Consistent Giving
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Closeness to mission
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Organization is the first the
donor/prospect remembers.
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Our Core Supporters
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INDIVIDUALS give money because they believe in the
mission and goals of the organization, especially major gift
donors, concerned with long-term implications of the gift.
This belief goes to the core problem or need addressed--and
the character of the organization and the values that enliven
and activate it.
CORPORATIONS provide grants only to those organizations
whose missions fit in with corporate guidelines, or where there
is a personal connection.
FOUNDATIONS have clearly stated purposes. Their value
systems may be those of the original donor--who still exercises
control--or of the professional and board leadership.
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Organizational Integrity
Setting High Standards for the Organization:
 Clearly defined mission
 Strong governance
 Desire to continuously enhance and
improve services
 Transparency
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The Development Process:
Guide to Success
PROSPECT
IDENTIFICATION
CULTIVATION
SOLICITATION
FOLLOW-UP
Face-to-Face
Face-to-Face
Receipts
Newsletters
Direct Mail/Email
Marketing
Acknowledgements
Special
Events
Status Reports
STEWARDSHIP
AND RESEARCH
List Compilation
Individuals
Foundations
Corporations
Annual Reports
Networking
Reference
Works
Records/
Volunteer
Opportunities
Similar to
cultivation only
takes place after
gift is received
Periodic Visits
Phone
Marketing
Systems
Planned
Giving
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Taking the Next Steps
Strategic Business Plan (Mission and
Vision)
 Development Plan (Funding the
Mission and Vision)
 Implementation of Plans
 Target time spent on prospective
philanthropic investments
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Where it Begins…
Leadership – Speaking with One Voice:
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Board of Trustees
Executive Director
Development Director
Staff
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Where it Continues…
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Volunteers/Advocates/Ambassadors
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Constituents/Public
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Why People Give
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Personal concern
People give to people
Belief in the organization’s mission and
program
Confidence in leadership
Agree with plans
They were asked
Tax considerations
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Why People Don’t Give
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Don’t value mission
Don’t believe organization is stable
Absence of powerful trustees/volunteers
Concerns about management
Wrong people asked
Inadequate cultivation
Failure to ask for specific amount
No one thanked donor for first gift
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Telling The Story With Confidence When
Everyone Else Has Your Story
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Who does the organization serve?
Demographic of the organization.
Who has an interest in the organization and its
mission?
Who is the base?
Who becomes the base?
What funding is available from: Individuals,
Foundations, Corporations in support of a plan
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Making the Case…
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Reason for being
Public statement
Contains description of the community
Explain how to meet needs
Explain why money is needed
Request for financial contribution
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Asking…and Asking Well
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Face to Face
Letters
Phone calls
Online giving
Comprehensive Giving Packages
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Thank You…
Donor Recognition:
 Is it a plaque, a wall, a garden…?
 Seven thank you’s lead to the next gift
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Keeping the Contribution and
Relationship Alive…
Stewardship:
 The Annual Report says it all…
 Newsletters, Online Briefs,
Videos/DVD’s
 Make personal connections after gift
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Keeping the Lights On
Revenue Streams:
 Annual Fund
 Endowment/Investment
 Major Gifts Programs
 Planned Gifts
 Rental
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Remaining Accountable
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Watch the Budgets
Fulfilling the Mission
Strengthening the Vision
Continuing the Integrity
Continuing the Support
Listen to community
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References
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Nobles, Marla E. “Text Messaging Connects with
Donors.” The NonProfit Times, January 16, 2006
NSFRE (AFP) “First Course on Fundraising”
Hardy, James M. Developing Dynamic Boards,
Tennessee: Essex Press, 1990
DePalma, Anthony. “When Rosie asks, New
York’s Elites Can’t Say No.” New York Times.
Nov. 20, 2000
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