Workshop Session C: Magical Components of The Philanthropic Process

Transcription

1 Workshop Session C: Magical Components of The Philanthropic Process April 19, :00pm to 3:30pm Presenter: Casey Woodard (NSFA) 2016 National Conference: Meet US at the Arch: Connecting Your Education Foundation to Success Session #1: Seven Minutes in the Shark Tank This session will speak to inspiring philanthropic investments instead of asking for donations; emphasizing solutions to be realized instead of problems to be solved; recognizing value propositions that advance instead of check list items that stagnate; and empowering clients to fish for a lifetime instead of just for one day. 1. THE AGENCY Agency name Your name(s) Title(s) Address Website 2. OPPORTUNITY OR PROBLEM Pleasure your agency provides, or Pain your agency alleviates 3. VALUE PROPOSITION Value of the pleasure your agency provides, or Value of the pain your agency alleviates

2 Page 2 4. SECRET SAUCE Describe the technology and magic behind your service Use diagrams, schematics and flowcharts Minimize text If a picture is worth 1,000 words, a demo is worth 10,000 slides 5. SUSTAINABILITY MODEL Explain who has your money temporarily in his or her pocket and how you are going to get it into your agency s blood-stream 6. GO-TO-THE COMMUNITY PLAN Explain how you are going to reach your customers without breaking your bank 7. DUPLICATIVE ANALYSIS - COLLABORATIVE INITIATIVE They don t; We can; and 1+1=3

3 Page 3 8. THE TEAM S KEY PLAYERS Board Advisors Major donors It is OK to have less than a perfect team If your team was perfect, you would not be pitching 9. FINANCIALS AND METRICS FORECAST # of Customers or Clients # of Employees Income Expenses Carry-over Year 1 Year 2 Year USE OF FUNDS Current status of service or product What the near future will look like How you will use the money being asked for today

4 Page 4 Workshop Session C: Magical Components of The Philanthropic Process April 19, :00pm to 3:30pm Presenter: Casey Woodard (NSFA) 2016 National Conference: Meet US at the Arch: Connecting Your Education Foundation to Success Session #2: The Philanthropic Process Building upon the opening session, Session #2 will explore the traditional philanthropic process, where time exists to develop lifelong relationships. Participants will experience the right setting versus the nightmare setting, getting face to face visits, aiming high, listening the gift, finding the rhythm of the process, best practice around silence, obstacles, resistance, negotiation, timing, spouses, children and controlling one s adrenaline. 1. THE PHILANTHROPIC PROCESS: Identification Qualification Cultivation advances the relationship Solicitation confirms the relationship Stewarding continues to EARN the relationship Relational vs/ Transactional Mission= Vision= Value Proposition= Mary K does not sell cosmetics They sell HOPE BMW does not sell cars They sell THE ULTIMATE DRIVING MACHINE KODAK did not sell film They sold MEMORIES

5 Page 5 2. THE MAGIC 16 CHECKLIST: 1. Name: Sally Smith 2. Cultivation: One on One luncheon with Exec Director 3. Annual Fund Move: Client (homeowner) calls Sally to say Thank you. 4. Right Purpose: Sponsorship, item or naming opportunity 5. Right Amount: $10, Right Solicitors: Carol and Casey 7. Right Time: July Evening 8. Right Place: Sally s home 9. Right Participants: Sally s husband, Frank 10. Right Materials: Rendering of naming opportunity 11. Stewardship Preferences: Quarterly update meeting 12. Involvement Preferences: Annual walk through to greet staff 13. Natural Partner(s): Mary McKenzie, Friend 14. Issue(s): Yards of homes not Maintained 15. Decision Maker: Sally herself 16. Motivation of Values: Owns local building supply store; competes with Big Box Store

6 Page 6 3. NATURAL PARTNER JOB DESCRIPTION: Provide information so we can settle on a strategy Help develop a strategy Assist in cultivation ( Will you initiate an invitation to meet? ) Assist in solicitation Send a message by giving 4. NATURAL PARTNER STRATEGY FORM: Gift Plan for: Objective / Ask Natural Partner 1. Contact Strategy Notes

7 Page 7 5. GETTING FACE TO FACE VISITS We have a big mission with a big impact and I seek your advice (counsel) I would like to share with you, in person, something very special Just like when that key employee of yours musters up the courage to ask you for that money for a very special once in a lifetime variance, I need you to know that this project is so special and I just know that you will want to be involved I am NOT going to ask you for a gift on this visit 6. THE RIGHT SESSION vs/ THE NIGHTMARE SETTING: Personal residence and personal office Look for clues when walking in Couch vs/ chair Restaurant vs/ controlled setting Listening the gift 7. THE ASK PACKAGE: Have a package 1-3 considerations Placard example finite # of these opportunities exist Dedicate to a loved one?

8 Page 8 8. WHY PEOPLE DO NOT GIVE: Number one reason people do not give: OTHER REASONS: a. Lack of urgency b. Spouse was not properly involved c. Too general (no stories) d. Wrong solicitor NO Enthusiasm NO Energy and NO Empathy 9. FINDING THE RHYTHM OF THE PROCESS Don t describe your agency; describe the difference it will make in a person s life SAVE LIVES/CHANGE LIVES Best practice is to tell your story. Find YOUR CORE STORIES; The Sacred Bundle Telling a story is a central and fundamental unit of persuasion! The true identity of your agency is fundamentally tied up in stories You are the ambassador of: THE STORY Talk from the HEART, not from the MIND

9 Page 9 THE ASK: Present the opportunity Give Testimonial (This is among the largest gifts I have ever made) I would like to ask DO NOT FILL THE SILENCE (7 seconds) Do not sell the project: SELL RESULTS! Do not leave without setting the NEXT appointment I was thinking that $5, is the amount you might like to give. Does that feel right? Then perhaps you might consider $? Do I have your permission to ask? 1. We do not want you to give to ; instead, you are really giving to our clients. 2. Our clients do not have needs as much as they have aspirations. 3. You could truly change the director of their lives. 4. Will you give this opportunity your priority consideration? 5. I have a million dollar idea for you! 6. This gift would be so meaningful to us. 10. NEGOTIATION: When NO means Maybe a. Is it your agency? b. Is it the project? c. Is it the amount? d. Is it the timing?

10 Page 10 Workshop Session C: Magical Components of The Philanthropic Process April 19, :00pm to 3:30pm Presenter: Casey Woodard (NSFA) 2016 National Conference: Meet US at the Arch: Connecting Your Education Foundation to Success Session #3: Achieving Superstar Status! (Part 1) Your prospects remember 10% of what you say to them, but 90% of what they say to you. Engaging questions are the hook on which to hang your hat! Casey will share his tried and true open-ended questions and negotiation techniques, whether for a $100 gift, or a gift many times greater. A. Start with story about the agency. B. Listen to understand, not to respond. C. Ultimately, you want to hear, How can I make that happen? D. Getting someone to open up is frequently how to ask! Follow the flow of the conversation. Good questions will make people think. E. Every visit should end in yes to something. Sample Questions: 1. What is important to you in your life right now? 2. How do you see fitting into what is important in your life right now? 3. Is there anything that has changed since the last time we talked? 4. Why do you give? 5. Of all the things you have accomplished philanthropically in your life, what held the most impact? 6. What is the #1 thing you would like to be able to make a difference in at?

11 Page What impact do you think that could have if we could accomplish that? 8. Tell me a bit about what you thought when you first drove by? 9. I am correct, you do believe in the mission of? 10. And you did enjoy your visit to and the opportunity to interact with the staff? 11. How do you feel about the way has communicated with you? 12. If we were to change, how would that look? 13. What would it take to get us higher on your priority list? 14. That s interesting. What other kinds of projects do you support? 15. I d like to learn from you why this project is less than interesting to you. 16. Why do you believe you are right? 17. What do you expect from? 18. When you think about all of the gifts you have made, which one makes your blood boil? 19. What are the other places you have funded to meet your expectations? 20. This has been a great visit, what do you think of our project? 21. What merits your support? 22. What do you consider a hallmark agency or gift?

12 Page 12 Workshop Session C: Magical Components of The Philanthropic Process April 19, :00pm to 3:30pm Presenter: Casey Woodard (NSFA) 2016 National Conference: Meet US at the Arch: Connecting Your Education Foundation to Success Session #3: Achieving Superstar Status! (Part 2) Top producers do not necessarily amass the most prospects. Instead, top producers are best at cultivating and stewarding a manageable portfolio of prospects. Casey will lead a group conversation about the top attributes to know about your donors and their importance in maximizing the lifelong giving cycle, enabling you to reach the next level of your professional aspirations. Lean how to go slow to go fast. 1. Name 2. Spouses name 3. Street address 4. City 5. State 6. Zip Code 7. Number of Children 8. Age of Children 9. Number of Grand Children 10. Age of Grand Children 11. Frequency of gifts 12. Number of gifts 13. Total amount of gifts 14. Largest Gift 15. Number of major gifts 16. Number of major gifts anywhere 17. Will? 18. Success of offspring Plan? 20. Own Business

13 Page Own vacation property 22. Age of car 23. Own home 24. Length of time in home 25. Serve on Board? How long? 26. Serve on committees? How long? 27. Constituent of organization (i.e. patient or alum, etc.) 28. College 29. Major 30. Church 31. Church Frequency 32. Employer 33. Job 34. Spouse employer 35. Spouse job 36. Serve on other boards 37. How long? 38. In what capacity (i.e. chair, treasurer, etc.) 39.

14 Page 14 Workshop Session C: Magical Components of The Philanthropic Process April 19, :00pm to 3:30pm Presenter: Casey Woodard (NSFA) 2016 National Conference: Meet US at the Arch: Connecting Your Education Foundation to Success Notes: