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Developing Major-Gift Donors Who Deliver_

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					Developing Major-Gift Donors Who Deliver!

                        Presented by:


           Laura Fredricks, JD, LLC




              Thursday, February 5, 2009


                  1:00 – 2:30 p.m. Eastern
                 Noon – 1:30 p.m. Central
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                 10:00 –11:30 a.m. Pacific
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                                The Association of Fundraising Professionals
                                        WEBCONFERENCE 2009
                                             February 5, 2009
                                        Laura Fredricks, JD, LLC
                                Developing Major-Gift Donors Who Deliver!
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                                         Laura Fredricks, JD, LLC




Laura Fredricks is an expert fundraiser, motivational speaker, best-selling author, and now principal
owner of her own boutique consulting company for businesses and non-profits.

Laura is well sought after speaker, both nationally and internationally. For the past 14 years, Laura has
been teaching nonprofit business management; leadership; fundraising trends and core fundraising
topics for courses on a certification and master’s degree level for University of Pennsylvania, Columbia
University, New York University, Duke University, and the Smithsonian Institution.

Her best-selling books are “The Ask: How to Ask Anyone for Any Amount for Any Purpose (2006) and
“Developing Major Gifts: Turning Small Donors into Big Contributors” (2001).

Formerly Laura was Vice President for Philanthropy, at Pace University in New York, NY, where she
raised over $92 million in six years, $82 million of which was counted for the university’s $100 million
capital campaign. She oversaw all aspects of fundraising and alumni relations for a staff of 35 on five
campuses. Prior positions include Associate Vice President for Development at Temple University,
Major Gifts Manager for Deborah Hospital Foundation, Assistant Director of Development for Temple
University’s School of Medicine and Director of the Philadelphia Bar Foundation.

Applying her years of hands-on expert fundraising experiences and sharing her best practices, Laura
launched her consulting firm specializing in serving select businesses and nonprofit organizations, to
raise significant money, efficiently and effectively from a variety of existing and new sources.

Laura is a journalism graduate of Rutgers College, New Brunswick, NJ, and holds a law degree from
Western New England College School of Law. Prior to her fundraising career, she clerked for an
appellate court judge in Pennsylvania, and practiced law for over six years as a Deputy Attorney General
IV for the Attorney General’s Office, Commonwealth of Pennsylvania, specializing in civil litigation.

Her community involvement includes serving as a board member for Cherry Lane Theater, NY and for
the Greater New York Chapter of AFP; an advisory board member for New York University and
Columbia University’s Masters in Fundraising Programs; and a volunteer for the Bedford, Barrow,
Commerce Block Association, NY, and the Caring Community, NY.

lauradashfredricks@gmail.com
www.laura-fredricks.com
(212) 929-9120
Developing Major-Gift Donors
        Who Deliver!


     Laura Fredricks, JD, LLC

        AFP Webconference
         February 5, 2009




       Laura Fredricks, JD, LLC

          Laura Fredricks is an expert fundraiser,
                                best selling
          motivational speaker, best-selling author,
          and now principal owner of her own
          boutique consulting company for
          businesses and nonprofits.

          Laura is author of The Ask: How to Ask
          Anyone for Any Amount for Any Purpose
          (2006) and “Developing Major Gifts:
          Turning Small Donors into Big
          Contributors (2001).




                                                       1
  Developing Major Donors
        Who Deliver
• What we want to accomplish today:
  – Learn how to identify out best major gift
    prospects
  – Use out existing data bases to help us find
    the best major gift prospects
  –S            d build      lid   j   if
    Structure and b ild a solid major gifts
    program
  – Gather essential prospect research




  Developing Major Donors
        Who Deliver
• What we want to accomplish today:
  – Cultivate top tier and next tier of major gift
    prospects
  – Juggle all the tasks you need to do in
    addition to finding, cultivating, asking,
              through
    following through, and stewarding all your
    prospects
  – Discover some secrets to effective time
    management for you and your team




                                                     2
  Developing Major Donors
        Who Deliver
• What we want to accomplish today:
  – Provide a “readiness” test on the “right
    time” to ask for gifts
  – Ask donors for more than just $
  – Work with major donors and prospects
    during h               i ll h ll
    d i these economically challenging   i
    times
  – Have everyone smile…it’s free!




       Identifying Your Best
             Prospects
• Define the size of your major gift
• Sort your major gifts prospects by:
  – Gifts of x within one year
  – Gifts close to x within one year
  – Cumulative Gifts that reach x within one
    year
  – Gifts close to x with involvement/activity




                                                 3
       Identifying Your Best
             Prospects
• Data Base:
  – Quiz time – is it capable of extracting these
    tiers of givers?
  – Be careful and pay close attention to
    cumulative donors – if you do not do the
          sort,
    right sort you can miss out on some of
    your best major gift prospects
  – Test the accuracy of giving history,
    pledges, donor profile information




       Identifying Your Best
             Prospects
• Data Base:
  – Consult the directory in the Chronicle of
    Philanthropy for demonstrations on data
    base options
  – Speak more about this when we reach the
    prospect research part of this webcast




                                                    4
  Structuring Your Major Gifts
            Program
• How much time do you have to devote
  the major gift fundraising?
  – Full vs. Part-time for major gift fundraising?
• What amount of help do you have to do
  this – boss, co-workers, mentors?
  What i           kill level of major gift
• Wh t is YOUR skill l      l f    j    ift
  fundraising?
  – How long have you been raising major
    gifts?




  Structuring Your Major Gifts
            Program
• What is YOUR skill level of major gift
  fundraising?
  – How much hands-on experience do you
    have?
  – How many cultivation meetings and asks
         y       ,                    g
    have you done, verses orchestrating them?
• Do you like major gift fundraising or
  would you rather be grant writing?




                                                     5
  Structuring Your Major Gifts
            Program
• Accuracy of your date base?
• Reliability of information on pledges,
  gifts, tracking, pledge reminders?
• Budget/resources for travel, calls,
  meals, cultivation activities?
                         th t           t
  – HIGHLY encourage that a separate major    j
    gifts budget be established to track your
    progress and to illustrate the rate of return
    on your major gifts fundraising program




  Structuring Your Major Gifts
            Program
• Why all this emphasis on structuring a
  major gifts program?
   – Without a structure, a formalized plan, you
     run the risk of doing “uneven” and “un-
     systematized” major gifts fundraising
     Extremely diffi lt to track and record
   –E t       l difficult t t k d         d
     where each prospect is on the cultivation
     and asking scale




                                                    6
Structuring Your Major Gifts
          Program
• Why all this emphasis on structuring a
  major gifts program?
  – Everyone in the development operation,
    even if it is only one or two people, needs
    to know who is working with whom and
    which volunteer is needed to help with
    major gift fundraising
  – Creates a tier structure of working with
    your best prospects first, second, third, etc




Creating Your Donor Profile
                      numbers
• Accurate telephone numbers,
  addresses, emails for work/home
• Education and employment history
• Family members
• Gift history
• Contacts at the organization




                                                    7
 Creating Your Donor Profile
              income,      estate,
• Net worth – income real estate
  investments
• Support for other organizations
• Involvement and activity
• Hobbies and recreational interests
• Religion and politics




 Creating Your Donor Profile
• Two essential questions you must
  ask:
  – Why are they interested in your
    organization?
  – How did they learn about your
         i ti ?
    organization?




                                       8
  Creating Your Donor Profile
• How do you ask these questions?
    “Laura, th
  – “L                      1.9 illi        i t d
             there are over 1 9 million registered
    charities in the United States. Of all these
    groups, what is it about our organization
    that you like the best?”
  – “Laura, I’m just curious how did you come
    to learn about our organization? Was it a
    friend, donor, someone who received our
    services, one of our board members?”




        Prospect Research
 • Numerous companies and consultants
   who can provide you with a variety of
   types of prospect research:
    – iWave Information Systems
       • www.iwave.com
     Growthdesign
    –G   thd i
       • www.growthdesign.com




                                                     9
     Prospect Research
  – Qbase
     • www.qbase.us
  – MAGIC, Inc.
     • www.majorgifts.net
  – GG DonorScape
       www.grenzebachglier.com
     • www grenzebachglier com

     Consult the Chronicle of Philanthropy for more
      companies




     Prospect Research
The BEST prospect research is the
 personal visit
  • What you see, hear, your observations
  • Everything that takes place during your visit
  • Make sure you speak “with” not “at” the person
    you are visiting
  • Peer Screenings with Board/Committee
    members and volunteers




                                                      10
          Exercise Time

• List three new things you just learned
• List three things you can do, apply, or
  change when you go back to work




 Finding Major Gift Donors in
       Special Events
        y
• Use your data base to find out how
  many times people have attended your
  special event
• It is equivalent to your “cumulative
  donors”
• Take the people who have taken the
  high-end ticket, table, or sponsorship
  and cultivate them as major gift donors




                                            11
  Finding Major Gift Donors in
        Special Events
• Laura’s Rule: So much money is left on
  the table because we do not follow up
  with people who attend our events
  – An event without follow through = No Event
  – Some of your best major gift prospects
    attend these events and they are worthy of
    your personal time




  Finding Major Gift Donors in
        Special Events
  Yes,
• Yes many people attend because they are
  connected with the honoree, BUT they may
  have been moved by your mission, the
  services you provide. MEET with them
  individually to determine their level of interest
           p p                             pp
  and the prospect of their continued support
• Ask them who else do they think would be
  interested and moved by the mission of your
  organization




                                                      12
            Planned Gifts
      p      pray y
• Hope and p y your p          giving
                       planned g g
  program is integrated with your major
  gifts program
• If you don’t have a planned giving
  program, start with marketing bequests:
  – Put it in all your publications and webpage
  – It costs you “0” and can be a huge windfall




            Planned Gifts
• Work your way into charitable gift
  annuities and trusts
• Many groups, particularly smaller ones,
  shy away from planned gifts but they
  are essential in a “recessed” economy –
  more on this later
• Planned givers can also be annual and
  major gift donors




                                                  13
              Planned Gifts
• Strategy:
  – While you are working on the planned gift,
    speak with the donor about the importance
    of making an annual and/or major gift
    together with the planned gift
  – Their giving patterns will expedite their
    decision to make a planned gift – this is not
    an either or situation




       The Magic Question
How Many Major Gift Prospects Should
                    H dl ?
                  I Handle?
• No hard or fast rule
• Really is an issue of time management
• Difference between how many you are
  assigned verses how many you can
  actually work with – identify, cultivate,
  ask, follow through and steward




                                                    14
       The Magic Question
• Factors to consider:
  – Time for major gift activity each week;
    letters, calls, meetings, cultivation, asks,
    follow-up, reporting and stewarding
  – Expertise
  – Support
  – Vast universe of your “other”
    responsibilities




       The Magic Question
• Laura’s experience:
   – Always had Top 25, and Next 25
   – Had a pool of prospects that I could filter
     up once the Top and Next Tier prospects
     were worked with completely, meaning
     they had made their gift and stewardship
          in l     they      d d
     was i place; th needed LOTS of ti   f time tto
     consider the gift; they said no and could
     not consider giving for quite some time




                                                      15
          The Magic Question
    p
• Tips:
  – Have a “back burner” list that you can
    place donors who need time to consider
    their gift
  – If you don’t you run the risk of inadvertently
    dropping them – you spent all this time
    indentifying, cultivating and asking them it
    would be a tremendous loss to forget about
    them while they need time to decide




          The Magic Question

• Tips:
  – Avoid the trap of “working with the fun and
    enjoyable” prospects. Your top 25 need
    your time equally
  – Make sure everyone on your team and the
    leadership know your next steps with each
    prospect so that everyone is on “the same
    page”




                                                     16
       The Magic Question
• Once a prospect is worked with to the
  point of completion, take the next
  highest person on your Next Tier list
  and add them to your Top 25 List. Take
  the next highest person from your
  prospect pool and add the Next Tier
• This ensures you have a solid Top 25
  and Next 25 at all times




              Cultivation
• The key is to use your prospect file on
  th i i t     t hobbies, work, f il
  their interests, h bbi      k family,
  education and to make sure you stay on
  top of events that are happening in their
  lives
           p      y                p y
   – Example – if you see their company is in
     the news, send a personal note referencing
     the article




                                                  17
                Cultivation
          y
• The key is to use y     prospect file on
                     your p p
  their interests, hobbies, work, family,
  education and to make sure you stay on
  top of events that are happening in their
  lives:
  – Example – If they are a runner and a race
    is coming up, ask if they are in it




                Cultivation
          y
• The key is to use y     prospect file on
                     your p p
  their interests, hobbies, work, family,
  education and to make sure you stay on
  top of events that are happening in their
  lives:
                                      celebrity,
   – Example – if they love a certain celebrity
     movie, play, music, send a review
   – Example – be creative and fun




                                                   18
              Cultivation
 • Key: Mix up the communication and
   communicator:
   – Have them speak with and meet as many
     people as possible in the organization
   – Make sure they are treated specially at
     spec a events
     special e e ts
   – Ask their advice
   – Listen to their opinions




        Time Management
• You and the people who report to you:
  – Important to set goals on how many visits,
    asks, and stewardship activities you do
    each month
  – If you find you cannot reach these monthly
    goals then you are either working with too
    goals,
    few prospects or other activities are
    detracting you from major gift activity




                                                 19
          Time Management
              p p          p       you:
• You and the people who report to y
  – Highly encourage you to look at a
    calendar, either fiscal or calendar year
     • Take out holidays, portion of summer vacation,
       portion for bad weather
     • Look at the actual amount of time in the year
       you have to major gift fundraise
     • Maximize on that period of time to get out and
       see your prospects personally




         Time Management
           CEO President,
• For your CEO, President Board and
  Volunteers:
  – Meet with them individually and ask them
    how much time “realistically” they have to
    help you major gift fundraise
    Show them a calendar and ask them t
  – Sh     th         l d       d k th      to
    block out dates and times and work with
    their assistant to block their calendars




                                                        20
        Time Management
           CEO President,
• For your CEO, President Board and
  Volunteers:
  – Discourage lists of prospects being
    presented to them – they get overwhelmed
    and fundraising seems unrewarding
    They            th li t t id tif
  – Th can use the lists to identify andd
    provide information but be sure to say they
    will only be given a few people to work with
    at a time




        Time Management
           CEO President,
• For your CEO, President Board and
  Volunteers:
  – Ask them: “Laura, describe to me the
    person or people you would feel most
    comfortable calling and meeting”
    You ill be       i d t the
  – Y will b surprised at th answer – it iis
    not always about meeting with a prospect
    who has the same giving potential as your
    volunteer




                                                   21
          Magic Question
• You have our top and next tier of
  prospects, you are managing your time
  and your volunteers’ time, cultivation
  seems to be sailing smoothly….

   When is the RIGHT time to ASK?




          Magic Question
  Laura s
• Laura’s Formula:
  – “Education + Involvement + Cultivation
    + Inclination + Assets = Right Time”
    • Education - they should know about your
      mission; leadership; who and how you serve
      beneficiaries; how much you raise; and all your
                      projects.
      programs and projects When they start asking
      you key questions, then they are far along on
      the education scale




                                                        22
          Magic Question
  Laura s
• Laura’s Formula:
  – “Education + Involvement + Cultivation +
    Inclination + Assets = Right Time”
    • Involvement - they should attend your events;
      ask about board members and committee
      members; read your publications and website;
      be featured or write f your publications and
      b f       d      i for         bli i        d
      website; and ask about gifts your organization
      received




          Magic Question
• Laura’s Formula:
  – “Education + Involvement + Cultivation +
    Inclination + Assets = Right Time”
    • Cultivation –they should have a “personal and
      well connected” relationship with you and/or
      other members of the organization, other
      donors,
      donors beneficiaries; communication is easy
      and natural; and you are having enjoyable
      conversations about your organization and their
      lives




                                                        23
           Magic Question
  Laura s
• Laura’s Formula:
  – “Education + Involvement + Cultivation +
    Inclination + Assets = Right Time”
    • Inclination – perhaps the hardest to know. A
      prospect is “inclined” when you are discussing
      how other people made gifts; when they
         d       d h            f h
      understand the urgency of why your
      organization needs support NOW; and are
      considering the ways they can finance their gift




           Magic Question
  Laura s
• Laura’s Formula:
  – “Education + Involvement + Cultivation +
    Inclination + Assets = Right Time”
    • Inclination – Best Test is the Pre-Ask
      Conversation:
        – “Laura, when and if you and or your
          family wanted to support our
          organization in a special and meaningful
          way, what would that look like?”




                                                         24
           Magic Question
  Laura s
• Laura’s Formula:
  – “Education + Involvement + Cultivation +
    Inclination + Assets = Right Time”
    • Inclination
       – Did you hear the word “money”
       – Get them to talk about their key interest in your
         organization
       – This will lead to THE MATCH – their key interest in
         your organization with a golden opportunity for them
         to support it




           Magic Question
  Laura s
• Laura’s Formula:
  – “Education + Involvement + Cultivation +
    Inclination + Assets = Right Time”
    • Assets – they have to have the liquid assets to
      make the gift
       – Be careful of prospects who have many expensive
         things and hobbies – th cost a great d l t
         thi      d h bbi     they     t       t deal to
         maintain
       – Our jobs to make sure we give them many options
         on how they can fund the gift – use cultivation to
         know which funding vehicle is best for them




                                                                25
            Magic Question
  Laura s
• Laura’s Formula:
  – “Education + Involvement + Cultivation +
    Inclination + Assets = Right Time”
     • Varies with each person you are asking for
       money
     • Don’t put off the Ask if you feel it’s “The Right
       Time
       Time“




 Ways Major Gift Donors Can
          Deliver
• Be proactive and tell their story in every
  way possible
  – Use their name and experience with their
    permission
  – Emphasize that their gift is a “magnet” for
    f t      ift
    future gifts
  – If you are not in a capital campaign, share
    the importance of giving now as opposed
    to later




                                                           26
 Ways Major Gift Donors Can
          Deliver
 • Host events for new prospects
 • Help you treat new prospects specially
   at special events
 • Help identify new prospects and new
   board and committee members
   Brainstorm on the things your
 • B i t           th thi
   organization needs – can they get gifts
   in kind, services, and expertise?




 Ways Major Gift Donors Can
          Deliver
                       organization s
• Give tours of your organization’s facility
• Travel locally, nationally or
  internationally to help you spread the
  good word about your organization
    e      g o        positive public
• Be willing to be a pos e pub c
  relations agent should the media want a
  “donor’s view”




                                               27
    How Can Major Donors
     Deliver in Hard Times
• Continue to work your pipeline of major
  gifts
• People do want to know that you will
  continue to be successful
         are      capital campaign being
• If you a e in a cap a ca pa g be g a
  “closer” to the campaign is very
  attractive to donors




    How Can Major Donors
     Deliver in Hard Times
• Reemphasize the importance of your
  mission
• In economic uncertainty, people like
  to “control” a small and important
  universe – make your organization
  the place where they can give and
  see immediate results




                                            28
    How Can Major Donors
     Deliver in Hard Times
                       g
• Market the message that in order for
  your organization to deliver the services
  its has for years, support is needed now
  and your organization must remain a
  priority for their support
  Stress why your organization i needed
• St         h             i ti is     d d
  now, because it will shape future
  leaders we desperately need




     How Can Major Donors
      Deliver in Hard Times
                              all-time
• Stewardship should be at an all time
  high:
  – Be proactive – if you have donors in the
    financial/investment areas, approach them
    about their current pledges or new gifts
    You       d to         i        board that
  – Y need t re-energize your b d th t
    their skills and expertise are needed now in
    fundraising




                                                   29
      How Can Major Donors
       Deliver in Hard Times
                       y
• What new stories can you share each week
  or month with your donors?

• In economically challenging times, “angels”
  appear - people who you might have asked
  awhile ago need to be approached again.
  •   Their gift NOW carries so much impact because
      the perception is that many donors will not give
      so if they do – their gift will have tremendous
      impact!




      How Can Major Donors
       Deliver in Hard Times
• Be flexible with each donor:
  – Some may need to adjust pledge payment
    periods
  – Some may need to negotiate gifts in the
    making or gifts they promised to make
    Be       i     d        b
  – B creative and remember you are the h
    fundraising leadership and your voice will
    carry great weight




                                                         30
             References
• The materials in this webcast were
  derived from:
  – Developing Major Gifts: Turning Small
    Donors into Big Contributors (Jones and
    Bartlett, 2001)
  – The ASK – How to Ask Anyone for Any
    Amount for Any Purpose (Jossey-Bass
    2006)




           QUESTIONS
              Fredricks JD
        Laura Fredricks, JD, LLC

         lauradashfredricks@gmail.com
                (212) 929-9120

              l    d hf d i k
          www.lauradashfredricks.com




                                              31
  Coming next in February –

                              February 26, 2009

         Introducing “Donor Touchpoint Management”
          ―A Marketing Approach to Donor Relations

                            JANET HEDRICK, CFRE




For a complete listing of the 2009 AFP Webconference Series, please visit our
website at www.afpnet.org in the education and career development section.




                   Check out the updated

   2009 AFP Web/Audioconference
             Schedule

         Please visit our website at
     www.afpnet.org in the education and
        career development section




                                                                                32
33
                       CERTIFICATE OF PARTICIPATION


                I was a participant in the AFP Webconference held
                                 February 5, 2009
                              1:00 – 2:30 PM Eastern

             Developing Major-Gift Donors Who Deliver!
                                       Presented by


                               Laura Fredricks, JD, LLC




Full participation in this session is applicable for 1.5 points in Category 1.B – Education of
the CFRE International application for initial certification and/or recertification.




Signed_______________________________________________




This is for your records only.
                                                                       AFP Bookstore Order Form
                                                                                      ***REDUCED PRICES***

                                                                        Books by Laura Fredricks
The Ask: How to Ask Anyone for Any Amount for Any Purpose
ISBN: 978-0-7879-7856-3, Hardcover, 288 pages, January 2006, List USD $39.95, AFP Price USD $36.80

The Ask is a complete resource for teaching anyone—experienced in fundraising or not—how
to ask individuals, in person, for a contribution to for a local nonprofit or a special event or
community project, an enhanced annual gift, a major or planned gift, or a challenging capital
campaign gift. Written by fundraising expert Laura Fredricks, The Ask shows what it takes to
prepare yourself and others to make an effective ask and includes over one hundred sample
dialogues you can use and adapt. Step by step, the book reveals how to listen, what to say, and
how to follow up on each and every ask until you receive a solid and definitive answer.

Developing Major Gifts: Turning Small Donors into Big Contributors
ISBN: 0834218291, Paperback, Pages: 241, Copyright: 2001, List USD $64.95, AFP Price: USD $60.00

This book takes a refreshing approach to developing long-term relationships with prospects and donors that will result in
major gifts for your organization. It contains the insightful and cost-effective techniques you can use today that will deliver
tremendous returns for years to come.




                           Title of Book                                   Author             Item Number         Price                 Total
                                                                                                                              Qty
    The Ask: How to Ask Anyone for Any Amount for Any Purpose           Laura Fredricks     978-0-7879-7856-3     $36.80

  Developing Major Gifts: Turning Small Donors into Big Contributors
                                                                        Laura Fredricks      9780763742430       $60.00


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         Mail to: AFP, P.O. Box 338, Oxon Hill, MD 20750 Fax order to: (301) 567-9553 Phone: (888) 487-6237
                          Order online: www.afpnet.org in the AFP Bookstore & Marketplace
                                   Association of Fundraising Professionals

                                   2009 WEB/AUDIOCONFERENCES
                                   Educating Fundraisers in the 21st Century


                                Introducing “Donor Touchpoint Management” –
                                   A Marketing Approach to Donor Relations
                                                         Janet Hedrick
                                                 Thursday, February 26, 2009

The session will examine donor relations from a marketing perspective and will describe the interactions with
the donor, including acknowledgement, recognition and stewardship, as a series of “touchpoints.” With this
approach, donor relations becomes the management of those interactions or touchpoints. The session will
outline specific ways that touchpoints can be planned and managed and how the individuals involved with the
donor, both in the development office and beyond, can participate in “touchpoint” management. “Donor
Touchpoint Management” expands donor relations beyond the scope of acknowledgement and recognition and
describes “everything that happens between asks.”

Learning Objectives:
Participants will learn:
    1. What “Donor Touchpoint Management” means and how the term redefines donor relations
    2. How to plan and manage “touchpoints” with donors
    3. How to involve members of the development staff and others in the organization - including leadership
        volunteers - in planning and implementing “donor touchpoint management”
    4. Ways to expand their existing donor relations programs by using the “donor touchpoint management”
        approach
About the Presenter:
Janet L. Hedrick, CFRE, has over thirty years of experience as a consultant and development professional.
She is a senior associate in the Washington, D.C., office of Bentz Whaley Flessner and is an active member of
AFP and the Association for Healthcare Philanthropy (AHP). She is a frequent presenter at conferences and is
the author of Essentials in Effective Donor Relations, scheduled for publication in early 2009.
Target Audience:
All levels will benefit from the presentation


                      Web/Audioconferences will be held at 1:00-2:30 p.m. Eastern / 12:00-1:30 p.m. Central
          11:00 a.m.–12:30 p.m. Mountain / 10:00-11:30 a.m. Pacific / 9:00-10:30 a.m. Alaska (*except on June 25, 2009)
                         FEES: $145 (U.S.) per member session; $295 (U.S.) per nonmember session
    Special AFP Member Bundle - $99 per session when registering for 10 or more programs at one time!

Participate alone or with colleagues. Train your whole office with no travel expense or time away from the office. All you
need is a computer with Internet access and you can join in on the Webconference. You can watch the presentation, submit
questions and participate in audience polls.



                                             CFRE Approved Continuing Education Provider
                      Please visit http://webconferencing.afpnet.org to register or order the CD/materials package.
             PLEASE SEE OUR WEBSITE WWW.AFPNET.ORG OR CONTACT AFP AT 800-666-3863 X 458 FOR DETAILS ON CONTENT.
                                                AFP 2009 WEBCONFERENCE SERIES


             February 26, 2009      Janet Hedrick, Introducing “Donor Touchpoint Management” –
                                                     A Marketing Approach to Donor Relations



                       Web/Audioconferences will be held at 1:00-2:30 p.m. Eastern / 12:00-1:30 p.m. Central
           11:00 a.m.–12:30 p.m. Mountain / 10:00-11:30 a.m. Pacific / 9:00-10:30 a.m. Alaska (*except on June 25, 2009)
                          FEES: $145 (U.S.) per member session; $295 (U.S.) per nonmember session
    Special AFP Member Bundle - $99 per session when registering for 10 or more programs at one time!



Four ways to register:

         Online:           http://webconferencing.afpnet.org
         Fax:              206-202-3871
         Phone:            877-728-3904 Option 4
         Mail:             Boston Conferencing, Attn: Collin Buckley, 8271 Fairmont Lane, Greendale, WI 53129
            The entire list of 2009 sessions can be found at: http://www.afpnet.org/education_and_career_development



Please print clearly (especially the email address)

Name___________________________________________Member ID#______________Title__________________________
Organization___________________________________________________________________________________________
[ ] My Site is sponsored by an AFP Chapter                     Chapter Name _____________________________________________
Street Address___________________________________________________________________________________________
City________________________________State/Province_____________Zip/Postal Code____________Country_________
Phone___________________________Fax___________________________Email____________________________________


                   Can’t make a Webconference? Purchase the recorded session as a download or on CD.
                            Call 877-728-3904 or visit our website at http://webconferencing.afpnet.org




(Payment must accompany registration and must be paid in U.S. funds)
Method of payment (check one):
         [ ] Check enclosed payable to Boston Conferencing
         [ ] MasterCard              [ ] VISA                          [ ] Am. Ex.        [ ] Discover

Card #______________________CVV Code_________Exp._____________Signature______________________________
                                    3-digit code on back of card


Billing Address:______________________________________ City________________________ State________Zip_______
                             Association of Fundraising Professionals


                             2009 WEB/AUDIOCONFERENCES
                             Educating Fundraisers in the 21st Century

• JANUARY 15, 2009, THURSDAY                                         • JUNE 25, 2009, THURSDAY * 3:00 PM EASTERN*
Recession-Proof Your Annual Campaign                                  Making the Most of Email Marketing:
Stanley Weinstein, ACFRE                                             Optimizing Your Message for Today’s Medium
                                                                     Allison Van Diest
• JANUARY 27, 2009, TUESDAY
 Raising Big Money Through Golf Events in a Down                     • JULY 8, 2009, WEDNESDAY
Economy                                                              Forty Ways to Maximize Fundraising Through Your Website
Phil Immordino                                                       Allan Pressel

• FEBRUARY 5, 2009, THURSDAY                                         • JULY 23, 2009, THURSDAY
Developing Major-Gift Donors Who Deliver!                            A Blueprint for Fundraising Success in Any Economy:
Laura Fredricks, JD, LLC                                             Creating a Sustainable, Comprehensive Development Model
                                                                     Kent Dove, CFRE
• FEBRUARY 26, THURSDAY
Introducing “Donor Touchpoint Management”―A                          • AUGUST 12, 2009, WEDNESDAY
Marketing Approach to Donor Relations                                Creating a Successful Fundraising Culture:
Janet Hedrick, CFRE                                                  Twelve Tools for Motivating Your Board
                                                                     Carole V. Rylander, CFRE
• MARCH 12, 2009, THURSDAY
 The Seven Things Everyone Wants: What Freud and                     • SEPTEMBER 2, 2009, WEDNESDAY
Buddha Understood (and We’re Forgetting) About Online                 Prospect Research: How to Use Philanthropy Data for the
Outreach                                                             Most Effective Fundraising
Katya Andresen                                                       Kathleen Rogers

• MARCH 24, 2009, TUESDAY                                            • SEPTEMBER 17, 2009, THURSDAY
Mobilizing Generation 2.0                                            Keeping the Plates Spinning: Time Management and Goal
Ben Rigby                                                            Setting for Development Professionals
                                                                     Marc A. Pitman, CFCC
• APRIL 7, 2009, TUESDAY
Avoiding Legal Pitfalls: What Fundraisers Need to Know               • OCTOBER 8, 2009, THURSDAY
Paula Goedert                                                        How Great Teams Turn Conflict into Strength
                                                                     Diana McLain Smith
• APRIL 23, 2009, THURSDAY                                           • OCTOBER, 28, 2009, WEDNESDAY
Twelve “Deadly” Mistakes of Major-Gift Campaigns and                 Getting Your Message to the Media on a Dime!
How to Avoid Them!                                                   Kathy Compton
Julia Walker
                                                                     • NOVEMBER 5, 2009, THURSDAY
• MAY 6, 2009, WEDNESDAY                                             Title - TBA
 Weaving Ethics Into Your Organization's Fundraising                 Speaker
Paulette V. Maehara, CFRE, CAE
                                                                     • DECEMBER 9, 2009, WEDNESDAY
• MAY 20, 2009, WEDNESDAY                                            How to Have Conversations With Donors About Planned
Giving Circles and Fundraising in the New Philanthropy               Gifts
Environment                                                          Kathryn W. Miree
Angela Eikenberry and Jessica Bearman

• JUNE 10, 2009, WEDNESDAY
 Evaluating Your Development Program: How Do You
Measure Up?
Linda Lysakowski, ACFRE


                      Web/Audioconferences will be held at 1:00-2:30 p.m. Eastern / 12:00-1:30 p.m. Central
          11:00 a.m.–12:30 p.m. Mountain / 10:00-11:30 a.m. Pacific / 9:00-10:30 a.m. Alaska (*except on June 25, 2009)
                         FEES: $145 (U.S.) per member session; $295 (U.S.) per nonmember session
    Special AFP Member Bundle - $99 per session when registering for 10 or more programs at one time!
                                        AFP 2009 WEB/AUDIOCONFERENCE SERIES
  January 15, 2009   Stanley Weinstein, Recession-Proof Your Annual Campaign
  January 27, 2009   Phil Immardino, Raising Big Money Through Golf Events in a Down Economy
  February 5, 2009   Laura Fredricks, Developing Major-Gift Donors Who Deliver!
  February 26, 2009  Janet Hedrick, Introducing “Donor Touchpoint Management”—A Marketing Approach to Donor Relations
  March 12, 2009     Katya Andersen, The Seven things Everyone Wants: What Freud and Buddha Understood (and We’re Forgetting) About
                     Online Outreach
  March 24, 2009     Ben Rigby, Mobilizing Generation 2.0
  April 7, 2009      Paula Goedert, Avoiding Legal Pitfalls: What Fundraisers Need to Know
  April 23, 2009     Julia Walker, Twelve “Deadly” Mistakes of Major-Gift Campaigns and How to Avoid Them!
  May 6, 2009        Paulette V. Maehara, Weaving Ethics Into Your Organization’s Fundraising
  May 20, 2009       Angela Eikenberry & Jessica Bearman, Giving Circles and Fundraising in the New Philanthropy Environment
  June 10, 2009      Linda Lysakowski, Evaluating Your Development Program: How Do You Measure Up?
  June 25, 2009      Allison Van Diest, Making the Most of Email Marketing: Optimizing Your message for Today’s Medium
  July 8, 2009       Allan Pressel, Forty Ways to Maximize Fundraising Through Your Website
  July 23, 2009      Kent Dove, A Blueprint for Fundraising Success in Any Economy: Creating a Sustainable, Comprehensive Development
                     Model
  August 12, 2009    Carole Rylander, Creating a Successful Fundraising Culture: Twelve Tools for Motivating Your Board
  September 2, 2009 Kathleen Rogers, Prospect Research: How to Use Philanthropy Data for the Most Effective Fundraising
  September 17, 2009 Marc A. Pitman, Keeping the Plates Spinning: Time Management and Goal Setting for Development Professionals
  October 8, 2009    Diana McLain Smith, How Great Teams Turn Conflict into Strength
  October 28, 2009   Kathy Compton, Getting Your Message to the Media on a Dime!
  November 5, 2009 To be Announced
  December 9, 2009 Kathryn Miree, How to Have Conversations With Donors About Planned Gifts

This order is for [ ] Live Event; [ ] CD, [ ] Download

                                   Webconferences will be held at 1:00-2:30 p.m. Eastern / 12:00-1:30 p.m. Central
                    11:00 a.m.–12:30 p.m. Mountain / 10:00-11:30 a.m. Pacific / 9:00-10:30 a.m. Alaska (*except on June 25, 2009)
                            FEES: $145 (U.S.) per member site per session; $195 (U.S.) per nonmember site per session
                        Special AFP Member Bundle - $99 per session when registering for 10 or more programs at one time!

Four ways to register:
          Online:              http://webconferencing.afpnet.org
          Fax:                 206-202-3871
          Phone:               877-728-3904
          Mail:                Boston Conferencing, Attn: Collin Buckley, 8271 Fairmont Ln, Greendale, WI 53129

Please print clearly (especially the email address)
Name________________________________________________Member ID#____________________Title__________________________
Organization_______________________________________________________________________________________________________
[ ] My Site is sponsored by an AFP Chapter             Chapter Name ________________________________________________________
Street Address______________________________________________________________________________________________________
City_______________________________________State/Province_______________Zip/Postal Code______________Country_________
Phone________________________________Fax___________________________Email__________________________________________

                          Can’t make a Webconference? Purchase the recorded session as a download or on CD.
                                    Call 877-728-3904 or visit our website at http://webconferencing.afpnet.org



(Payment must accompany registration and must be paid in U.S. funds)
Method of payment (check one):
          [ ] Check enclosed payable to Boston Conferencing
          [ ] MasterCard                 [ ] VISA                           [ ] Am. Ex.           [ ] Discover

Card #___________________________________CVV Code_________Exp._____________ Signature______________________________
                                                      3-digit code on back of card

Billing Address:__________________________________________ City________________________ State__________Zip______________
               Association of Fundraising Professionals
                      Developing Major-Gift Donors Who Deliver!
                                  February 5, 2009
 You may use this form to capture your immediate impressions. Please complete
                 the evaluation online by February 12, 2009 at:
                 http://afp.bostonconferencing.com/survey20090205
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PRESENTER: OVERALL EFFECTIVENESS

  8. LAURA FREDRICKS, JD, LLC


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             YOUR FEEDBACK IS IMPORTANT! YOU MAY COMPLETE AN ELECTRONIC EVALUATION AT
                                                       
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