Repositioning Your Non Profit: Get Ready For What’s To Come Sobel & Company’s 6th Annual Non Profit Breakfast Symposium Presented By: Victoria M. Bixel President Semple Bixel Associates, Inc. January 14, 2011 Yesterday CRISIS PANIC STOCK MARKET PLUNGE NO CONFIDENCE 2 Today ADAPTING STOCK MARKET RISING CONFIDENCE RETURNING “WE HAVE SURVIVED” THE NEW NORMAL 3 Types of Recipients of Contributions, 2009 Total = $303.75 billion Source: Giving USA Foundation™: Giving USA 2010 4 2009 Charitable Giving Total = $303.75 billion Source: Giving USA Foundation™: Giving USA 2010 5 Adapting to Ever-Changing Environments Rapidly changing scenarios: Government budgets Technology Volunteerism Demographics of cities and state The easy dollar in a competitive market Responsibility and accountability 6 Holding Steady Moving Forward Strong and focused leadership Collaborations Planning Adherence to the mission One message, one voice Clear vision Short term solution, long term impact Financial stability Calm during the storm – leading by example (internal and external) 7 Business Fundamentals “In a connected world, ….companies have character, and their character – how they do what they do, how they keep their promises, how they make decisions, how things really happen inside, how they connect and collaborate, how they engender trust, how they relate to their customers, to the environment and to the communities in which they operate – is now their fate.” Dov Seidman 8 First Things First Are you serving those who must be served? Do you have a financial plan that allows for contingencies? Are you communicating internally and externally? Are you asking “How are you?” 9 Staying on Message… Accountability Responsibility Transparency Trust 10 Impact of Your Message Stewardship Stewardship Stewardship 11 Impact of Stewardship Consistent Giving Closeness to mission Organization is the first the donor/prospect remembers. 12 Our Core Supporters INDIVIDUALS give money because they believe in the mission and goals of the organization, especially major gift donors, concerned with long-term implications of the gift. This belief goes to the core problem or need addressed--and the character of the organization and the values that enliven and activate it. CORPORATIONS provide grants only to those organizations whose missions fit in with corporate guidelines, or where there is a personal connection. FOUNDATIONS have clearly stated purposes. Their value systems may be those of the original donor--who still exercises control--or of the professional and board leadership. 13 Organizational Integrity Setting High Standards for the Organization: Clearly defined mission Strong governance Desire to continuously enhance and improve services Transparency 14 The Development Process: Guide to Success PROSPECT IDENTIFICATION CULTIVATION SOLICITATION FOLLOW-UP Face-to-Face Face-to-Face Receipts Newsletters Direct Mail/Email Marketing Acknowledgements Special Events Status Reports STEWARDSHIP AND RESEARCH List Compilation Individuals Foundations Corporations Annual Reports Networking Reference Works Records/ Volunteer Opportunities Similar to cultivation only takes place after gift is received Periodic Visits Phone Marketing Systems Planned Giving 15 Taking the Next Steps Strategic Business Plan (Mission and Vision) Development Plan (Funding the Mission and Vision) Implementation of Plans Target time spent on prospective philanthropic investments 16 Where it Begins… Leadership – Speaking with One Voice: Board of Trustees Executive Director Development Director Staff 17 Where it Continues… Volunteers/Advocates/Ambassadors Constituents/Public 18 Why People Give Personal concern People give to people Belief in the organization’s mission and program Confidence in leadership Agree with plans They were asked Tax considerations 19 Why People Don’t Give Don’t value mission Don’t believe organization is stable Absence of powerful trustees/volunteers Concerns about management Wrong people asked Inadequate cultivation Failure to ask for specific amount No one thanked donor for first gift 20 Telling The Story With Confidence When Everyone Else Has Your Story Who does the organization serve? Demographic of the organization. Who has an interest in the organization and its mission? Who is the base? Who becomes the base? What funding is available from: Individuals, Foundations, Corporations in support of a plan 21 Making the Case… Reason for being Public statement Contains description of the community Explain how to meet needs Explain why money is needed Request for financial contribution 22 Asking…and Asking Well Face to Face Letters Phone calls Online giving Comprehensive Giving Packages 23 Thank You… Donor Recognition: Is it a plaque, a wall, a garden…? Seven thank you’s lead to the next gift 24 Keeping the Contribution and Relationship Alive… Stewardship: The Annual Report says it all… Newsletters, Online Briefs, Videos/DVD’s Make personal connections after gift 25 Keeping the Lights On Revenue Streams: Annual Fund Endowment/Investment Major Gifts Programs Planned Gifts Rental 26 Remaining Accountable Watch the Budgets Fulfilling the Mission Strengthening the Vision Continuing the Integrity Continuing the Support Listen to community 27 References Nobles, Marla E. “Text Messaging Connects with Donors.” The NonProfit Times, January 16, 2006 NSFRE (AFP) “First Course on Fundraising” Hardy, James M. Developing Dynamic Boards, Tennessee: Essex Press, 1990 DePalma, Anthony. “When Rosie asks, New York’s Elites Can’t Say No.” New York Times. Nov. 20, 2000 28
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