Transcript Document

How to Raise $50,000
In Six Weeks
Created for: Kansas Health Foundation
Presenter: Kim Klein
KLEIN & ROTH CONSULTING
Real money. Real people. Real change.
Kim Klein is the author of five books, including Reliable
Fundraising in Unreliable Times, which won the McAdam Book
Award. Her classic text, Fundraising for Social Change, now in
its sixth edition, is widely used in the field and in university
degree programs. Kim co-founded the Grassroots
Fundraising Journal in 1981 and published it for 25 years.
She has provided training and consultation in all 50 United
States, five Canadian provinces and 21 other countries. She
has taught at the Haas School of Business and Concordia
University in Montreal. She is a lecturer at the School of Social
Welfare at the University of California, Berkeley and a
principal at Klein and Roth Consulting.
www.kleinandroth.com
Why a six week campaign?
• Structure to support effort
• Easier to engage team members
• Creates a sense of urgency
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You can invite all kinds of people to be
involved
◦ Appeal to competitive people because they like a
game
◦ Appeal to people who hate fundraising because it’s
all going to be over soon
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Help your organization raise money in a hurry
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Good systems for keeping track of donors,
contacts, pledges made and received, etc.
Thank you notes sent promptly
A “champion”—ideally the chair of the
campaign
Ability to keep in touch with solicitors and to
update on progress
Ability and willingness to follow up and
follow through
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ASKERS!!
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1.
2.
3.
4.
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Decide purpose and timing
Recruit team
Prepare campaign components
Identify prospects
Orient & train team
Launch
Manage the campaign
Rally for final push
Evaluate & celebrate
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A specific small capital need, such as a
temporary staff or new computers
Ability to meet a growing need, “We are
being asked to do this more and more….”
A chance to do something important and
immediate
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Pick a 6 week period of time for the
campaign.
Add 2 weeks preparation time
Add 1 week follow-up time
TOTAL TIME FOR ORGANIZERS : 8 weeks
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Start with the board & staff
 Care about cause
 Give themselves
 Have 2 hours/week for 6 weeks
 Flexible schedules
 Friendly; interested in others
 Able to keep on track and work in
a team
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Assume: 3 completed asks per week.
# prospects /6 weeks= # asks a week
# asks per week /3 = # volunteers
needed
For example:
60 prospects/ 6 weeks = 10 asks a week
10 asks / 3 per person = 3-4 volunteers
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Create a simple gift range chart:
# of gifts
2
4
10
20
40
76 gifts X
size
$5000
$2500
$1000
$500
$250
2
# of prospects*
8
16
30
40
80
= 152 prospects
*You will need 2 times the number of prospects as
the number of gifts
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A very simple gift range chart:
Goal: $50,000
# gifts
$
Prospects
1
(20%) 10,000
4
2
(20%) 5,000
8
4
(20%) 2,500
8
20 (40%) 1,000
40
27 X 2 = 54 prospects
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If you:
 are just starting out
 work in a poor community
 don’t need $25,000
 prefer weird numbers
Pick a goal that works for you.
$10,000, $17,501, $23,000: what is important is
to meet or exceed the goal!
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Elements of the letter
Dear _____,
People for Everything Good has been given
an amazing opportunity and challenge. We
must …. which would enable us to ….! You
can imagine how important this is. However,
this costs money: $25,000 and we need it in
the next six weeks. I’d like to talk with you
about whether you could make a donation
of… I’ll call you….
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HAIRBALL ALERT:
We need much better digs
than we have right now.
Goal: $17,000
Give already! I hate to be
kept waiting.
Humane Society Campaign
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Thank you!
ability
belief
contact
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Lapsed Donors
Network of the
Volunteers
Current donors who
could give more
Donors who might
like this project
• Go over message and materials
• Review timeline
• Review list of prospects & make
assignments
• Practice asking
Tips on asking
Success is asking
Be OK with no
You don’t have to ask everyone
Go over basic principles of asking for
money
Ask people to share their experiences
asking
Have volunteers practice the phone
call a few times, with different roles
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Step Seven: Keep Campaign on Track
Each week volunteers get 3 more prospects
and a new round of letters/e-mails goes out.
Keep in close touch with volunteers. Every
time a gift comes in, send an e-mail with the
new total.
E-mail a weekly report to team with each
person’s progress.
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Make sure people are doing their work. The
chair of the campaign checks in with
members every ten days, and pushes anyone
who falls behind.
NOTE: Inevitably one-two people will flake, but
one or two others will be on fire
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Be visible
wherever
people
might
find you
In 4th week, everyone needs to
meet in person. Go over
prospect list again.
Rally askers for final push!
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Magazine and e-newsletter
Grassroots Fundraising Journal
www.grassrootsfundraising.org
Books by Kim Klein
Reliable Fundraising in Unreliable Times
Fundraising for Social Change
Other recommended books:
Working Across Generations by Robby Rodriquez, Frances
Kunreuther and Helen Kim
Accidental Fundraiser by Stephanie Roth and Mimi Ho
Order from www.josseybass.com or your local bookstore
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KLEIN & ROTH CONSULTING
Kim Klein
[email protected]
510-893-8933 x306
www.kleinandroth.com