How to Raise Major Gifts -- The Right Way
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https://bloomerang.co/resources/webinars/ This webinar from Amy Eisenstein, ACFRE will highlight the findings of a brand new research project on how small and mid-sized nonprofits can successfully raise major gifts. We will break down the findings into concrete steps and identify best practices nonprofit organizations can use to raise major gifts in more effective and efficient ways. We will make recommendations for organizations looking to be more sustainable and raise significantly more major gifts. We expect to be able to provide genuine insight into the world or major gift fundraising and validate or debunk myths surrounding major gifts. At the conclusion of this session, participants will: Understand research-based best practices for raising major gifts Debunk myths around raising major gifts Learn practical tools and techniques for raising major gifts and creating a more sustainable nonprofit organization
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How to Raise Major Gifts -- The Right Way
- 1. How to Raise Major Gifts -‐-‐ The Right Way 1/7/16 1pm Eastern The presentation will begin shortly.
- 2. 3 This presentation is being recorded! The recording and slides will be emailed to you. Please chat in any questions for our guest. We will answer them in the formal Q&A session at the end of the presentation. Follow along on Twitter with #Bloomerang @BloomerangTech. For best audio quality, dial in by phone. (check your email for dial-‐in info from ReadyTalk) Before we get started »
- 4. 3 Our guest presenter » Amy Eisenstein, ACFRE Author of Major Gift Fundraising for Small Shops, Raising More with Less, and 50 A$ks in 50 Weeks. She became an AFP certified Master Trainer in 2009. Amy recently completed her service as the president of the board of the Association of Fundraising Professionals – New Jersey Chapter. She became a Certified Fundraising Executive (CFRE) in 2004 and received her advanced certification, ACFRE, in 2013. @AmyEisenstein
- 5. You Can Raise Major Gifts! Research Proven Methods and Results Unlocking the Potential for Your Nonprofit MasteringMajorGifts.com/report Amy Eisenstein, ACFRE www.amyeisenstein.com @amyeisenstein Mastering Major Gifts www.masteringmajorgifts.com
- 9. Can small and mid-sized nonprofits really raise major gifts? MasteringMajorGifts.com/report
- 10. Participating Organizations Operating Budget of $10 Million or less MasteringMajorGifts.com/report
- 11. POLL A. Budget Under $1M B. Budget between $1M - $4.9M C. Budget between $5M - $10M D. Budget over $10M MasteringMajorGifts.com/report
- 13. Study Process Literature Review Interviews Survey (662) Study Process MasteringMajorGifts.com/report
- 14. Respondents by Budget Size Frequency Percent $5m - $10m 93 14.0 $1m - $4.9m 233 35.2 Under $1m 336 50.8 MasteringMajorGifts.com/report
- 15. Respondents by Category Category Percent Human Service 27.8 Education 17.9 Arts and Culture 10.5 Health Services/Medical Research 10.5 Nature/Environmental protection 4.6 Religious and Spiritual 4.3 Public Society – Advocacy Group 2.8 Animal Rights / Animal Welfare 2.5 Sports and recreation 2.5 International dev. / Emergency relief 1.2 Human Rights 1.1 Other 14.4 MasteringMajorGifts.com/report
- 17. Mean Contribution of Each Form of Fundraising to Total Donated Income Category of Fundraising Mean % Direct Response Fundraising (e.g. direct mail, advertising) 18.7 Digital Fundraising (internet, email, social media) 4.6 Fundraising Events 18.8 Major Gift Fundraising 13.9 Corporate Fundraising 7.3 Grants from Foundations 18.0 Grants from Government 8.5 Bequests and Planned Giving 3.2 United Way 1.8 Other 5.2
- 19. FTEs Employed in Fundraising Mean FTEs $5m - $10m 5.5 $1m - $4.9m 2.8 Under $1m 1.2 MasteringMajorGifts.com/report
- 20. Number of Fundraisers Employed to Work on MG Mean Mean Total FTEs $5m - $10m 3.2 0.9 $1m - $4.9m 2.5 0.5 Under $1m 2.1 0.3 MasteringMajorGifts.com/report
- 21. Pipeline Mean Cultivated for 1st Gift Mean Stewarded for 2nd and subsequent gift $5m - $10m 30.7 52.5 $1m - $4.9m 33.2 45.0 Under $1m 14.0 17.0 MasteringMajorGifts.com/report
- 22. Major Gift Fundraising Performance Mean Total MG Revenue Mean Number of Gifts Mean Net Revenue per Staff Member $5m - $10m 1,183,718 146 406,997 $1m - $4.9m 406,792 43 155,569 Under $1m 93,934 25 45,030 MasteringMajorGifts.com/report
- 23. Training/Education Development Activity Percent Online training tools/webinars 56.4 Ad hoc or occasional training 54.5 Attendance at local conferences 47.4 Mentoring by a member of your organization’s team 25.3 Attendance at a major conference (e.g. AFP Intn’l) 23.7 Mentoring by an external consultant or fundraiser 22.4 Support to certify as CFRE, ACFRE or FAHP 11.2 Support to study a formal course on fundraising (e.g. from a local university) 10.6 MasteringMajorGifts.com/report
- 25. Total Income from Major Gifts • Training/Education • Number of Pipeline Prospects – First Gift • Number of Prospects – 2nd and Subsequent MasteringMajorGifts.com/report
- 27. MasteringMajorGifts.com/report Pipeline – 1st Time Gifts DollarsRaised Additional Prospects
- 28. MasteringMajorGifts.com/report Pipeline – Subsequent Gifts DollarsRaised Additional Prospects
- 29. Number of Gifts • Tenure • Good IT MasteringMajorGifts.com/report
- 33. Correlation of Attitudinal Statements with Total Income from Major Gifts Organizational planning regularly includes consideration of the creation of appropriate gift opportunities How long have you been working in your current role In our organization we have an inventory of MG opps. at each gift level I regularly liaise w/ my peers in other functions to discuss how we can work together to secure success in FR The interests and aspirations of our donors is a topic regularly discussed by our senior mgt. team and Board Volunteers are actively involved in the cultivation, solicitation and/or stewardship of major gift prospects We are always seeking meaningful donor involvement activities
- 34. Correlation of Attitudinal Statements with Number of Major Gifts Received We have good It systems in place for managing donor relationships We have dedicated software to assist us in major gift fundraising (e.g. Bloomerang) In our organization donor stewardship is seen as everyone’s responsibility I regularly receive information on potential donors from others in the organization MasteringMajorGifts.com/report
- 38. MG Prospect 1st Time MG Donor Cultivation/ Stewardship Subsequent MG Donor MasteringMajorGifts.com/report
- 40. Happy Work Environment Appropriate Goals Salary Time Off/ Flexible Schedule Professional Development Tenure MasteringMajorGifts.com/report
- 43. Development Team Meeting Weekly Agenda Items: What did we do this week to raise MG? What will we do next week to raise MG? MasteringMajorGifts.com/report
- 44. MasteringMajorGifts.com/report Keep it Short: Have a Stand-Up Meeting You can bring your coffee, but you can’t sit down.
- 50. Date Meeting Type Discussion Topic January Board Meeting Who do you know? March Board RETREAT FR basics/overview May Board Meeting Bequests and planned gifts July Board Meeting How to we treat donors? September Board Meeting Asking role play November Board Meeting Gratitude strategies Ongoing Training/Discussions
- 55. Training and Education Undergraduate Degree Conferences CFRE Certification Higher Degree/ Diploma Webinars ACFRE MasteringMajorGifts.com/report
- 56. Can small and mid-sized nonprofits really raise major gifts? MasteringMajorGifts.com/report
- 57. For the executive summary and full report, visit MasteringMajorGifts.com/Report MasteringMajorGifts.com/report
- 58. Thank You! Amy Eisenstein, ACFRE amy@amyeisenstein.com amyeisenstein.com @amyeisenstein MasteringMajorGifts.com/report Dr. Adrian Sargeant adrian.sargeant@plymouth.ac.uk studyfundraising.com @RogareFTT
- 59. Questions?
- 60. https://bloomerang.co/resources •Nonprofit Wrap-‐Up •Bloomerang TV •Bloomies •Daily blog post •Weekly webinars •Downloadables
- 61. Our next free webinar » Nonprofit Crowdfunding – How to Win Friends and Influence Donors Thursday, January 14th - 1:00pm Eastern Rachel Ramjattan, CFRE https://bloomerang.co/resources/webinars