30 Breakthrough Ideas in 45 Minutes . . .and then some

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30 Breakthrough Ideas in 45 Minutes . . .and
then some
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Your Presenters

• Robert Wesolowski Caring Habits
• Chris Stogel Manhattan College
• Jim ODay Legionaries of Christ
• Carolyn LaSalle Lester Telemarketing
• John Kehoe Trinity Direct
• Ellen Barkenbush Culinary Institute of America
• Joseph Ferraro PULSE Marketing, Development
  Communications

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30 Breakthrough Ideas in 45 Minutes

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30 Breakthrough Ideas in 45 Minutes

• Even if you dont get the results you were
  expecting, you can always find positive outcomes
  in your program. EB

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30 Breakthrough Ideas in 45 Minutes

• Put first class stamp on your return envelope to
  your top 1,000 donors for your best appeal. Make
  sure you use 3 or 4 stamps with different values
  for a total of 0.41. JK

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30 Breakthrough Ideas in 45 Minutes

• A benefit of calling educating the prospect on
  the importance of gift - not necessarily the
  amount. CL

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30 Breakthrough Ideas in 45 Minutes

• Gather a list of your fdn/corp prospects with a
  thumbnail sketch/giving patterns of each and
  circulate to your Board of Trustees to see if
  they have contacts many times this can get you
  in the door for a major gift. CS

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30 Breakthrough Ideas in 45 Minutes

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30 Breakthrough Ideas in 45 Minutes

• Build a monthly giving program. You will improve
  donor retention substantially upgrade donors
  and lower processing and administrative fees. BW

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30 Breakthrough Ideas in 45 Minutes

• Know your target audience and remember that one
  solicitation does not fit all. Think about what
  is meaningful to your donors based on their
  relationship to your organization. EB

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30 Breakthrough Ideas in 45 Minutes

• Acquisition - Try mailing your multi-buyer
  (donor) 4 weeks after your first mailing, but
  this time, mail a different package. It will
  increase your results. JK

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30 Breakthrough Ideas in 45 Minutes

• Allow for dialogue - sometimes prospects just
  need to vent to a live person, or let someone
  know how happy they were. CL

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30 Breakthrough Ideas in 45 Minutes

• Be careful in evaluating your corp/fdn prospects
  many times you MUST go directly through the
  program officers and not use your Big Guns
  those can come into play later. CS

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30 Breakthrough Ideas in 45 Minutes

• Include a soft ask for a one-time gift with your
  monthly giving solicitation. As many donors will
  give one-time as enroll in the monthly program. BW

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30 Breakthrough Ideas in 45 Minutes

• Work with your Advancement Services team to
  ensure the accuracy of your data. If you cant
  reach your prospects, you cant raise money. EB

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30 Breakthrough Ideas in 45 Minutes

• Include lapsed donors in your acquisition
  mailing. It is a free list and will increase
  results and is a very good way of reactivating
  donors. JK

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30 Breakthrough Ideas in 45 Minutes

• Always follow up a grant with a mid-year report
  on how the grant is being utilized and an end of
  the year final report this is imperative to
  getting in the door again. CS

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30 Breakthrough Ideas in 45 Minutes

• Upgrade monthly donors annually. Upgrades often
  range from 25-50. BW

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30 Breakthrough Ideas in 45 Minutes

• Find a brand or theme that works and stick with
  that general concept. EB

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30 Breakthrough Ideas in 45 Minutes

• Mail your donors one emergency or crisis mailing
  per year, but remember, do not make up an
  emergency. Every organization needs more funds
  for programs. JK

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30 Breakthrough Ideas in 45 Minutes

• Build donor loyalty by giving them annual
  opportunities to hear about the success of the
  organization and to donate regularly. JOD

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30 Breakthrough Ideas in 45 Minutes

• Make contact with other corp/fdn officers at
  institutions like yours and exchange ideas you
  may get interesting insight on the program
  officers personalities and on how to pitch your
  people. CS

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30 Breakthrough Ideas in 45 Minutes

• By moving monthly donors from credit cards to
  electronic funds transfers, you will lower bank
  processing fees by 65-75. BW

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30 Breakthrough Ideas in 45 Minutes

• Dont create a whole new program every year. As
  you wrap up a fiscal year, look at how you can
  carry over projects/solicitations that are
  working well, and look at how you can improve
  or replace the ones that arent. EB

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30 Breakthrough Ideas in 45 Minutes

• Thank your donors within one week and make sure
  you put a return envelope in with the Thank You
  letter and call all major donors to personally
  thank them. JK

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30 Breakthrough Ideas in 45 Minutes

• Best window of opportunity is 3-9 months out for
  donor acquisitions for Hospital grateful patient
  programs. Gives the prospect the opportunity to
  recover but  still remember the excellent care
  they received.  And Calling allows for dialogue.
  CL

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30 Breakthrough Ideas in 45 Minutes

• When you get an apt with a program officer (corp
  or fdn) be sure to take a faculty member, dean or
  provost with you..it will allow you to give more
  accurate program/institutional information. CS

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30 Breakthrough Ideas in 45 Minutes

• If you store donors credit card information on
  your donor management system, make certain the
  software is compliant with the Payment Card
  Industry (PCI) security standards. BW

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30 Breakthrough Ideas in 45 Minutes

• Make it easy for your donors and prospects to
  give included passive solicitations in
  recognition materials, newsletters, etc., always
  have gift cards available to hand out, put links
  to your online gift form on all printed
  materials. EB

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30 Breakthrough Ideas in 45 Minutes

• Send birthday cards to donors. This will
  increase your donation retention. JK

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30 Breakthrough Ideas in 45 Minutes

• Best window of opportunity for
  Colleges/Universities - 1-5 years out. Stress
  participation at minimal level to get the
  prospects into the idea of giving - upgrades will
  come as jobs improve.   Again calling allows for
  this dialogue. CL

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30 Breakthrough Ideas in 45 Minutes

• Make sure to have regular conference
  calls/meetings (when schedules allow) with the
  dinner committee this avoids committee members
  from going after the same prospects and lets you
  know where you stand on a bi-weekly and weekly
  (as the event draws closer) basis. CS

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30 Breakthrough Ideas in 45 Minutes

• Review credit card fees annually. The
  development staff often assumes the accountants
  are checking and the accountants assume the
  development staff is looking. BW

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30 Breakthrough Ideas in 45 Minutes

• Increasing participation and revenues takes
  time, and dont get frustrated if it takes longer
  than you, your VP, or your board think it should
  to get to where you want to be. EB

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BONUS!
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30 Breakthrough Ideas in 45 Minutes

• Do not over mail or under mail your donor file,
  6-8 contacts is about the right number, 15-18 is
  too many. JK

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BONUS!
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30 Breakthrough Ideas in 45 Minutes

• On the night of the event, be sure to have staff
  well briefed to greet and direct people at the
  venue. CS

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BONUS!
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30 Breakthrough Ideas in 45 Minutes

• Make sure your communications speak to your
  donors and prospects, not at them. A technical
  manual about performance metrics and
  participation calculations doesnt mean anything
  to them, they want to know about the student they
  helped or the program they funded. EB

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BONUS!
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30 Breakthrough Ideas in 45 Minutes

• If you are going to use a premium in your donor
  or acquisition mailing program, make sure it
  reflects your mission. If you are an
  environmental group, do not send note pads or
  name stickers that are not printed on recycled
  paper. JK

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BONUS!
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30 Breakthrough Ideas in 45 Minutes

• Pre call letter is not necessary for donor
  acquisitions.   A post card will work just as
  effectively. CL

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BONUS!
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30 Breakthrough Ideas in 45 Minutes

• Identify donors who may be able to give middle
  and major gifts to the charity. JOD

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BONUS!
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30 Breakthrough Ideas in 45 Minutes

• Employ the use of a teleprompter at the event.
  It helped enormously with the speeches at
  Manhattans event last year resulting in much
  smoother delivery from the speakers. CS  

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BONUS!
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30 Breakthrough Ideas in 45 Minutes

• All web giving is event driven. You must give
  donors a reason to visit your site and
  contribute. BW

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BONUS!
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30 Breakthrough Ideas in 45 Minutes

• Make sure your messages are donor-focused and
  relationship-centric. JF

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BONUS!
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30 Breakthrough Ideas in 45 Minutes

• Meet donors and prospects where they are -- have
  an integrated outreach approach. JF

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30 Breakthrough Ideas in 45 Minutes

• Q A

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30 Breakthrough Ideas in 45 Minutes

• Win a cup a Joe and then some.
• All you need is a business card . . .
• AND A DREAM !!!

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Thank You

• Robert Wesolowski Caring Habits, Inc -
  bobw_at_chi.com
• Chris Stogel Manhattan College -
  chris.stogel_at_manhattan.edu
• Jim ODay Legionaries of Christ -
  joday_at_circlemedia.com
• Carolyn LaSalle Lester Telemarketing -
  clasalle_at_lesterusa.com
• John Kehoe Trinity Direct - johnk_at_trinitydirect.
  net
• Ellen Barkenbush Culinary Institute of America
  - e_barken_at_culinary.edu
• Joseph Ferraro PULSE Marketing, Development
  Comm - ferraroja_at_pulsemdc.com