The Extreme Fundraising Blog

The Chonicle of Philanthropy is always a wealth of information. In the article called Development Dollar Divide, they report on the awful and peristant gender gap in salaries. This is the 21st century, can’t we get on the same pay scale?!

Anyway, the last bit includes fundraising tips from experts. It’s well worth a look. It’s great to see other fundraisers comparing asking for money to dating! [Like my Engage! and Charitable Impulse posts.] Here are some excerpts from the article. I’ve bolded a couple phrases.

Douglas M. Lawson, a New York fund-raising consultant, said that he likes to hold small dinner parties for donors and their friends, largely because he is an experienced cook. “Do what you do naturally,” he said. “Cultivate from where you feel happy and comfortable.”

Mariann Payne, director of major gifts at United Cerebral Palsy, in Washington, urged fund raisers to organize small, intimate events instead of “soul-sucking galas,” which she said “sap your staff and sap your energy.”

Gatherings such as movie premieres and art-gallery events can often be done inexpensively with big results, Ms. Payne said. She estimated that she spent about $5,000 on printing and other costs for “salon” gatherings that last year recruited 25 donors who gave $10,000 or more apiece…

…Fund raisers should take their time and hold several meetings with a potential donor before asking for a large donation, Mr. Lawson said. A good rule of thumb is to budget five in-person meetings with donors who will be asked for a six-figure gift and at least six meetings for any gift of $1-million or more, he said. “Fund raising is like dating. Don’t propose right away. Cultivation takes time; solicitation is very short.”

Often, he said, a donor will ask him, “How can I help?” after hearing about the project in multiple meetings.

Don’t you just love the phrase “soul-sucking galas”?

Read the entire article here.

Here’s an interesting tidbit from Seth Godin.

The 80/8 Rule
Shane Wilson points us to Jim Barnes who quotes James Allen, Frederick F. Reichheld and Barney Hamilton, The Three “Ds” of Customer Experience, Harvard Business School Working Knowledge: 

A study by Bain & Company found that 80 percent of companies surveyed believed that they delivered a “superior experience” to their customers. But, when customers were asked to indicate their perceptions of the experiences they have in dealing with companies, they rated only 8 percent of companies as truly delivering a superior experience
Seth’s Blog: The 80/8 Rule

Are you glad they didn’t ask your nonprofit’s donors?

Last time, I introduced the concept of using props as a crutch during a solicitation. We specifically looked at the power of using a gift grid.

One of the most effective props is a simple rendition of the completed project. Get an artist to paint a picture of the completed project.

• How happy will the kids be?
• How relaxed will patients’ families be?
• What will the stray pets’ accommodations look like?

If this sort of project has been completed somewhere else, get a picture. Not only will the picture communicate what you’re intending to do, it also shows the prospect that such a project can be completed successfully.

We have an amazing ability to absorb information from pictures. So use that to your advantage when asking for money.

Paint the picture both in words and in drawings.

Here’s a lesson from experience: if you’re using floor plans, be sure to mark out the old footprint. We’re expanding our nursing home to almost twice its size. The floor plans have been very helpful in telling the story. But they only show what the facility will look like.

They would’ve been far more impressive if the original floor plan were somehow indicated.

People know the building as its been for the last 30 years. Having the original footprint would’ve made it easier for them to orient themselves. And they wouldn’t have to take our word about the doubling of floor space; the evidence would be directly in front of them.

So how can you use props to help your solicitations this week? I bet you’ll love the results!

My book is still a long way from being published. (I’m trying to figure out if I’ll self-publish or use an established publisher.) But you all are being very helpful with the title recommendations!

If you haven’t voted yet, the survey is at http://www.surveymonkey.com/s.asp?u=782361915043.

Remember, if you leave your name and contact info when you vote, you’ll be entered to win a free copy of the book when it eventually comes out!