rory green - "building a major gift pipeline from scratch"
TRANSCRIPT
Fundraiser
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Fundraiser
Fundraiser
Fundraiser
Fundraiser
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Fundraiser
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Fundraiser Fundraiser
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Fund
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Fundrai
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Fundraiser
I’ve had to build a pipeline
[FROM SCRATCH]
at EVERY SINGLE job I’ve ever had
3 BIG MISTAKES
NOPE
NOPE
NOPE
Here is what works…
Figure out:What does a “great” prospect looks like?
[STEP 1]
Look at past major gift donors – what are the common denominators?
[STEP 1]
BCIT:self-made“new” moneystrong ties to school
[STEP 1]
Cancer Society:Had a cancer experiencePhilanthropicWere annual or event donors first
[STEP 1]
3 things to look for: they CARE they are CONNECTED they can GIVE(aka Interest, Linkage, Ability)
[STEP 1]
“It’s much easier to get someone who cares to give – than to get someone with money to care.”
-Roryism
Meet with people who have already given!
[STEP 2]
Seriously, you should aim for 3-5 meetings per week.EVERY week.
[STEP 2]
“You’re so passionate about [X] – can you think of anyone who is as passinate about [X] as you are who I should be talking to?
[Try…]
Your board(but I’m not going to talk about that…)
[STEP 3]
Make friends with program staff
[STEP 4]
Everyone knows someone.
[TIP]
But go gentle, they may be afraid of the “f” word…
… fundraising
[TIP]
“That’s such an amazing project. Do you know anyone who would be interested in learning more about the work you are doing?”
[Try…]
Make friends with other fundraisers(ie the gala team, annual giving)
[STEP 5]
Don’t start by saying :“GIVE ME YOUR LIST”
[TIP]
Meet with your charity’s ambassadors, cheerleaders & evangelists
[STEP 6]
“Who should we be working with who we aren’t already?”
[Try…]
“Who are 10 people who can catapult your organization’s financial future?” *A Gail Perry-ism
[Try…]
Identify potential “connectors”i.e. industry associations
[STEP 7]
“I’d like to get your advice about a project we are working on in [AREA].”
[Try…]
“Who are some leaders in this space I should be talking to?”
[Try…]
Treat a great lead like someone has made a gift. Thank the people who help connect you with potential donors.
[TIP]
Strangers who care
[STEP 8]
“You’re a leader in [CAUSE] – I would love to tell you more about what we are doing in that space”
[STEP 8]
Read the news Go to events Subscribe to newsletters Use Google Alerts
[STEP 9]
Get involved.Give.Volunteer.
[STEP 10]
If I could leave you with only one piece of advice…
[In Conclusion…]
