Use this tool for mapping out a strategy for soliciting larger gifts, as well as designing “mini-strategies” unique to individual donors. Avoid one-size-fits-all approaches.

Development Truths for medium to major gifts:

1. People give to People.

2. You have to ASK for a gift or donation.

3. Success comes from meeting the needs of your donors.

4. Organizations don’t have needs – they serve needs.

5. Relations are more important than transactions.

6. Donors give out of self-interest.

7. Donors like to see a direct connection with regards to their gift.

8. Donors exist across the social and political spectrum.

Don’t assume – ask and research your donors

Approaching donors:

• This is a process not an “event” – build a relationship

• Determine what the donor needs – what is important to them?

• Present clear and concise information tailored to the donor. Case Statement

• Set clear goals for each interaction.

   

   

  Types of Donors:

•  

  • Just want to help

  • Focus on human impacts, stories, old capabilities vs. new capabilities with gift

  • Tend to think "blue sky" and very positively h inspire them 

"Services and Operations" 

• Focus on budget, Dinancial responsibility, business plan, feasibility of fundraising plan and project 

   

• Project diversiDies funding -­‐ less government support -­‐ more self-­‐sufDicient

• "Conservative" at least Discally 

   

  "Socialite or Politician" 

   

  • Want more "hands-­‐on" knowledge of operations -­‐ details 

  • May have expereince with a service organization(s) h may be former athlete or coach (or thi nk of themselves in that way) -­‐ want detailed program info

  • Is the organization efDiecient and effective? Does it meet my expectations as a quality program? 

     

    "Real Wealthy" 

     

    • Hard read -­‐ may present as any of the above?

    • Everyone is after their money -­‐ hold cards close to chest

    • Need high degree of trust

    • Want speciDic results -­‐ typically not concerned with recognition, and may not want it

       

       

      "Other" 

      • Want to be connected and seen-­‐ recognized 

      • Not always large donors, or a donor at all, but can access and inDluence 

      • Want to "connect" to the broader social and political statement

• •EvNeereyd d coonnosrt aisn tu anfiDqirume aatniodn h as unique needs and perspectives -­‐ Dind out what they are 

• Make a strategy for each donor, and get beyond the stereotypes 

• Know your donors -­‐ and get to know potential donors 

For assistance contact: education@ussa.org