start and run your first $100,000 campaign sandy rees, cfre
TRANSCRIPT
START AND RUN YOUR FIRST $100,000 CAMPAIGN
Sandy Rees, CFRE
6-Figure Campaign
Structured way to raise $100,000 or more for a specific purpose.
The 80/20 Rule
Major Givers make up 20% of your donor base and provide 80% of your funding
A Major Gift
Is defined by you ($500, $5,000, $50,000, etc.)
Is a “stop and think” kind of gift Brings transformation for your
organization Is a joy for the Giver
Step 1 - Define the need
What are you raising money for? How much will it cost? When do you need it? Are you ready to undertake this kind
of fundraising campaign?
Step 2 - Agree on the amount
Step 3 - Develop the case
Why would someone give? Why your organization? Why now? Why this amount?
Step 4 – Recruit Leadership
Who can help you to guarantee the success of this campaign?
Who is it that key donors can’t say “no” to?
Step 5 – Develop the plan
Goal Start/end dates Reason for raising money Leadership Other notes
Step 6 – Create the Gift Table
No. of gifts needed
Amount of each gift
Total at this level
Cumulative Total
# prospects needed at this level
1 $15,000 $15,000 $15,000 32 $10,000 $20,000 $35,000 64 $5,000 $20,000 $55,000 128 $2,500 $20,000 $75,000 2410 $1,000 $10,000 $85,000 4820 $500 $10,000 $95,000 60Many Below
$500$5,000 $100,000 50+
45+ donors
200+ prospects
Step 7 – Identify Prospects
Linkage
Interest
Ability
Donor
Step 8 - Cultivate
Get to know the donor before you Ask Don’t get married on the first date Create and use a plan
Cultivation plan
Donor name: Betty Jo Smith Donor record number: 3345
Date Activity Notes
6-20-13 Called Betty Jo Thanked her for her past support. She mentioned that her parents struggled through the Depression and she can’t bear the thought of anyone going hungry. I invited her for a tour of our food bank so she can see first-hand what her donation is making possible. She’s coming July 10.
6-28-13 Facility tour Need to find out what her ‘hot button’ is about the organization. Need to find out her favorite program.
Mid July Lunch Want to arrange lunch with her and our Program Director to talk more about her favorite program.
2 or 3 days later
Call Follow up call to see what she thought. Start to prepare an Ask from that conversation.
Mid August
Personal visit in her home
Present an Ask proposal. Amount and project will depend on her favorite program and how passionate she is about it.
Step 9 – Ask for the Gift
Listen for “gift noises” Ask for support for the RIGHT thing Ask for the RIGHT amount
The Ask Conversation
1. Warm up2. Transition3. Information – Relationship building4. Transition5. ASK6. Negotiate and answer questions
Step 10 – Thank the Donor Start with a warm, prompt, sincere
Thank You letter Then, look for ways to thank the
donor in meaningful ways
Step 11 – Follow Up
Keep the donor posted about the project
Share success stories Take them on a tour if possible
Celebrate!
Celebrate the success! Let your donors know Let the community know
My gift to you
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