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Creative Case Statements:            Tell Your Story Effectively                Griet DehandschutterA Service   Of:       ...
Affordable collaborative data             management in the cloud.A Service   Of:                        Sponsored by:
Today’s Speaker                                 Griet Dehandschutter                                         Principal,   ...
Creative Case Statements:Tell Your Story EffectivelyGriet Dehandschutter, PrincipalDehandschutter & Associates, Acton, MAE...
Agenda • Philanthropic fundamentals • The key ingredients for a compelling story • The value of the drafting process • Ins...
Philanthropy is …     connecting with your DONOR’s dreams                                           5                     ...
Key principle: people give to people!    Build meaningful and value-based relationships                Connect mind & soul...
Why do people give?                      7
Why? •   Why did you join your organization? •   Why are you engaged as a Board member? •   Why are your volunteers involv...
Any questions?                 9
Your case statement1. Who are you?2. What do you want it for?3. How much do you want?4. Why should I give?5. Why now?     ...
Is your case compelling?                           11
The power of storytelling                            12
Tell it from the donor’s perspective…                      Tom Ahern, Seeing through a Donor’s Eyes,   13                 ...
Are your key messages a SUCCESS?      Simple      Unexpected      Concrete      Credible      Emotional      Story-contain...
Do you bring a sense of urgency?                                   15
Any questions?                 16
The value of the drafting process   Commit          Gather                Test                Use• Agree on     • Facts & ...
It all starts with your leadership team                                          18
Adapting your case•    One case, but multiple statements for different purposes•    Different donor prospects (I, F, C) =>...
Now what?            20
Presenting your case Pitfalls                        Right Approach Sell                            Listen Need           ...
Focus on cultivating the “critical few”                                          22
Giving increases with involvement                       Source: The Tarnside Curve of Involvement                         ...
How to reach us? Griet Dehandschutter, Principal Dehandschutter & Associates 102 Davis Road, Acton, MA 01720 USA E: griet@...
Embark with confidence!                          25
Find the listings for our current season      of webinars and register at:            NonprofitWebinars.comA Service   Of:...
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Creative Case Statements

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Every organization has a unique story. When a potential donor asks: 'Who are you? Why should I support you?' does everyone in your organization tell the same story? Can you anticipate the key questions? Is your (volunteer) leadership and staff well equipped to answer these questions? This webinar provides practical and creative, low cost tips for developing an effective case. We will show how it can become the single most important communication document in your development toolbox.

Publicada em: Negócios
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Creative Case Statements

  1. 1. Creative Case Statements: Tell Your Story Effectively Griet DehandschutterA Service Of: Sponsored by:
  2. 2. Affordable collaborative data management in the cloud.A Service Of: Sponsored by:
  3. 3. Today’s Speaker Griet Dehandschutter Principal, Dehandschutter & Associates Hosting:Assisting with chat questions:April Hunt, Nonprofit Webinars Sam Frank, Synthesis PartnershipA Service Of: Sponsored by:
  4. 4. Creative Case Statements:Tell Your Story EffectivelyGriet Dehandschutter, PrincipalDehandschutter & Associates, Acton, MAE: griet@dehandschutter.comwww.dehandschutter.comNonprofitwebinars, June 8, 2011
  5. 5. Agenda • Philanthropic fundamentals • The key ingredients for a compelling story • The value of the drafting process • Inspiring your leadership to share your story • Adapting your case • Now what? • A real case: the power of images 4
  6. 6. Philanthropy is … connecting with your DONOR’s dreams 5 2
  7. 7. Key principle: people give to people! Build meaningful and value-based relationships Connect mind & soul 6
  8. 8. Why do people give? 7
  9. 9. Why? • Why did you join your organization? • Why are you engaged as a Board member? • Why are your volunteers involved? • Why would major donors give? • Why did you choose to be involved? The key question of motivation needs to be addressed throughout your organization! 8
  10. 10. Any questions? 9
  11. 11. Your case statement1. Who are you?2. What do you want it for?3. How much do you want?4. Why should I give?5. Why now? 10
  12. 12. Is your case compelling? 11
  13. 13. The power of storytelling 12
  14. 14. Tell it from the donor’s perspective… Tom Ahern, Seeing through a Donor’s Eyes, 13 Emerson & Church Publishers, 2009
  15. 15. Are your key messages a SUCCESS? Simple Unexpected Concrete Credible Emotional Story-containing Simple Source: Bernard Ross, The Management Centre, UK 14
  16. 16. Do you bring a sense of urgency? 15
  17. 17. Any questions? 16
  18. 18. The value of the drafting process Commit Gather Test Use• Agree on • Facts & • Internally & • Externally, as process figures, externally door opener stories, or focused• Decide who images • Adjust conversation to involve starter with • Trim to distill critical few • Train leaders• Recruit key & staff to use volunteer messages the case to • Internally, leadership tell your story strive for • Choose a consistency flexible in messaging format 17
  19. 19. It all starts with your leadership team 18
  20. 20. Adapting your case• One case, but multiple statements for different purposes• Different donor prospects (I, F, C) => Different needs• Choose a flexible format• Ensure that the design reinforces your branding• The production does not need to be expensive 19
  21. 21. Now what? 20
  22. 22. Presenting your case Pitfalls Right Approach Sell Listen Need Opportunity Our Goal Donor’s aspiration, hopes, dreams Pressure Engagement Persuasion Inspiration Source: Janet B. Cady, Children’s Hospital Trust 21
  23. 23. Focus on cultivating the “critical few” 22
  24. 24. Giving increases with involvement Source: The Tarnside Curve of Involvement The Osborne Group 23
  25. 25. How to reach us? Griet Dehandschutter, Principal Dehandschutter & Associates 102 Davis Road, Acton, MA 01720 USA E: griet@dehandschutter.com T: + 1(978) 835.3480; F: +1(978) 378.4073 www.dehandschutter.com 24
  26. 26. Embark with confidence! 25
  27. 27. Find the listings for our current season of webinars and register at: NonprofitWebinars.comA Service Of: Sponsored by:

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