How board involvement increases the likelihood of a major gift

The value of board leadership and involvement in the solicitation is best defined through donor research:

·         Donors identify and correlate the financial stability of an organization with the competence of board leadership

·         Donors expect board members to address organizational problems and opportunities with vigor and efficiency

·         Board Members are the only completely credible witness to the value of the organization and its fund-raising initiative

·         The quality of volunteerism credentials the organization; board members become true ambassadors

·         Participation and involvement by board members increases the likelihood of a major gift by 37%

A successful solicitation is based on the unbreakable bond of regard and respect between the donor and the board member.

Meeting a Potential Donor

There are five important steps to remember when meeting with a potential donor:

1. Establish eye contact during the handshake. Doing so credentials the urgency and sincerity of the contact while validating human capital in the organization.

2. Employ a firm handshake and designate a member of the group to use a double handshake (left hand placed lightly over the donor’s hand).

3. Dress professionally and conservatively, using the 90% rule. The “90% rule” suggests that your clothing should cover at least 90% of your body. A donor should simply recall that the board member or development officer ‘looked nice’ without recalling exact clothing details. For women, closed toed shoes are a must. Donors look at your eyes, your hand and your shoes – in that order.

4.   Selection a meeting location that is quiet, private and minimizes distractions. Avoid restaurants. There is nothing worse than a waiter who wants to announce the specials at a critical moment in the solicitation. Most donors do not feel comfortable discussing money in a public setting.

5.   Thank the prospective donor for his or her time. No matter what else happens in the course of the conversation, even if the potential donor commits to a major gift, the only memorable ‘thank you’ is the first. Thanking the donor for his or her time places more emphasis on the relationship than the money.

…the beginning of a donor-focused, relationship-based fundraising approach.

Introduction

Welcome to Fund Raising Consultants’ new blog! We are incorporating the advances of the technological world with our knowledge, experience and expertise to create a support resource for you and your organization.

This blog is designed to provide you with simple tips and psychological determinants related to donor-driven and relationship-based fund development.

FRC will publish weekly blog posts, providing information on a variety of topics. Some topics may only require one post, while others may span a few weeks. Most posts will be text-only as we feel this is the most direct approach. However, as it becomes appropriate in context, videos and articles may also be included.  Some examples of topics to be covered, include:

·         The difference between charity and philanthropy

·         Donor engagement techniques

·         Psychological implications of donor behaviors

·         Reading the donor and profiling for success

·         Gratitude and appreciation

·         Donor relations and retention

·         Pros and Cons of incorporating technology into the philanthropic world

·         Board recruitment and development

·         Financial accountability and stewardship – from the donor’s perspective

·         Leadership – the importance for both staff and board

·         What is the donor ‘really’ saying…and how to continue the relationship once you have the gift

You may subscribe to our blog by entering your email address in the box provided in the bottom right corner of this page. Subscribing to this blog via email allows you to receive a notification any time FRC makes a new post.

Just as this has been created to benefit you, please forward this to anyone you know who may also find it to be of benefit.

Finally, please note our new email address and website as listed just beneath the blog title on our main page.

We look forward to connecting with you and appreciate your participation!