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2013 Pre-Conference Workshop

PMDMC
by

Robert Stein

on 5 July 2014

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Transcript of 2013 Pre-Conference Workshop

Building Donor Relationships
Through Moves Management
Best Practices
Tracking and planning your donor interactions
Reporting your progress to others at your institution
Selecting, cultivating, soliciting and stewarding your donors efficiently
A series of initiatives or moves to develop
each prospect's awareness of, knowledge of, interest in involvement with, and commitment to the institution and its
mission .
The Process –
Six Key Steps
Review the
prospect/donor
relationship
Plan the most
beneficial next moves (donor-centered)
Coordinate and
check plans with others involved

Execute the
moves

Evaluate
what
transpired
Report back
to the individuals involved and track your interactions
Success is based on
Quality
Frequency
Continuity
Donor Cycle
Cultivation
Cultivation
Cultivation
Cultivation
Cultivation
Cultivation
Ask
Stewardship
Stewardship
Stewardship
Stewardship
Stewardship
Stewardship
Robert Stein, CFRE, CEO
Lisa Ondak, Senior Consultant
MajorGiving

Atlanta, GA
PMDMC Pre-conference Workshop
July 10, 2013
From Major Giving
to Philanthropy
Welcome and Introduction
You
Your Expectations
Best Possible Outcome
Our Objectives
5. Community responsibility/pride
4. Regard for leadership
3. Fiscal stability of institution
2. Respect for institution locally

(Jerold Panas, Mega Gifts)
Building the Case
1. Belief in mission, vision and values of the organization
How do we create a case that inspires donors to invest in our organization?
Moving from A to B
Beginning, middle and end
Who is the solution?
The AIDA formula
Telling Your Story
A Memorial to Public Media
If public media didn’t exist in five years, how would it be remembered?
Integrated
Development
Plan

Case statement
Budget
Operational plan
Calendar
Elements
Understanding of strategic plans
Establishes goals
Measures success
Fosters accountability
Importance
Giving Clubs:
An Entry Point to Philanthropic Giving

Creating Your Campaign
Communication
Recognition
Marketing
Data Management
Philanthropic
Giving

Change Your Thinking
Your First Steps
Building Strength
Where are We Going?
True major gifts
Projects
Capital campaign
Endowments
Volunteer
Leadership

Constant promoter who believes in MVV
Make the organization a priority
Lead by example
Make the most generous gift possible
Help with development planning and implementation
Serve as a community representative for the station
Finding the Right People
Your needs
Meaningful actions
Capitalize on strengths
Clear expectations
Communication
Involvement
What is your commitment?
Anatomy of
An Ask

Prepare
Plan
Follow up
Review donor’s files
What you are trying to accomplish?
Determine who is going
Prepare to listen
Introduce, thank, engage,
explain, build, cite examples
ASK
answer, address objections,
follow up, thank you
then be quiet
and listen
Thank you
Answer any questions
Send follow up materials
Plan next steps
Fundraising is how we give people opportunities to act on their values. People don't want to give away money. They want to invest in great causes, in bold and exciting dreams.
Talking with Our Donors
Ernie Post and Reva Tyler
Break into two groups
15 minutes to review profiles
Two designated solicitors from each group
Each role play is a face-to-face ask
Teams have 10 minutes to complete objective
What was effective?
What techniques were less successful?
What would you do differently?
Any suggestions?
Analysis
Preparation and Planning
What is major giving?
Estate Gifts
What is Moves Management?
Why Do Donors Give?
From "Seeing Through a Donor's Eyes" by Tom Ahern
Full transcript