2012 Annual Conference and Trade Show CHIEF COOK

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2012 Annual Conference and Trade Show CHIEF, COOK & BOTTLE WASHER… HELPFUL TIPS WHEN

2012 Annual Conference and Trade Show CHIEF, COOK & BOTTLE WASHER… HELPFUL TIPS WHEN THE CEO IS ALSO THE FUNDRAISER Presented by Michele R. Berard, MBA, CFRE of www. Ascent. Advisors. net

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#1. Believe that without your organization, needs would not be met Positive (not desperate)

#1. Believe that without your organization, needs would not be met Positive (not desperate) frame of mind Understand why nonprofits exist 100% of organizational expenses = mission related

#2. Understand Your Organizational Budget “…I don’t want my contribution to pay for salaries

#2. Understand Your Organizational Budget “…I don’t want my contribution to pay for salaries or general operating expenses…” General Operating Expenses=Mission Identify Funding Projects within organizational expenses Don’t chase the money (i. e. create new expenses)

#3. Establish Fundraising Goals Communicate goals; board approval Report progress Be accountable

#3. Establish Fundraising Goals Communicate goals; board approval Report progress Be accountable

#4. Speak about the impact of Philanthropy What will philanthropy enable your organization to

#4. Speak about the impact of Philanthropy What will philanthropy enable your organization to do… What cuts will happen if you don’t raise $X? What would happen if your organization didn’t exist? “…there are 3 ways nonprofits make money: Earn it, Borrow it, and Raise it. ” Bill Littlejohn, CEO Sharp Healthcare Foundation

#5. Establish a “Permission to Accept” Culture Physical evidence shows visitors that philanthropy is

#5. Establish a “Permission to Accept” Culture Physical evidence shows visitors that philanthropy is accepted It is more than printing “we are a nonprofit organization” All staff need to understand the meaning

#6. Purposeful board/volunteer selection “…we have such nice volunteers…” Identify the needs of your

#6. Purposeful board/volunteer selection “…we have such nice volunteers…” Identify the needs of your organization Recruit volunteers who can meet those needs Look for “Community Connectors” (not people to help run your organization)

#7. Grateful Patients (and loved ones) Employ the hospital model Recruit gifts while residents/clients/patients

#7. Grateful Patients (and loved ones) Employ the hospital model Recruit gifts while residents/clients/patients are living Physical evidence is instrumental

#8. Mitigate Buyer’s Remorse to Renew Gifts Immediately send thank you letter Communicate impact

#8. Mitigate Buyer’s Remorse to Renew Gifts Immediately send thank you letter Communicate impact of gift (how it was used) Engage and steward

#9. Give Personally You can not ask until you’ve given yourself Board must also

#9. Give Personally You can not ask until you’ve given yourself Board must also give 100% Any other staff engaged in recruiting philanthropy must also give

Questions? CONTACT INFORMATION: Michele R. Berard, MBA, CFRE Phone: (401) 263 -4902 www. Ascent.

Questions? CONTACT INFORMATION: Michele R. Berard, MBA, CFRE Phone: (401) 263 -4902 www. Ascent. Advisors. net [email protected] Advisors. net Blog: micheleberard. com Twitter: @micheleberard