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(F?tIENDB`?n% ZInternational Fundraising Consultancy LimitedO =!LASTING RELATIONSHIPS WITH DONORS Dr John Baguley WHY RELATIONSHIPSRelationships lead to more donations Relationships lead to more frequent donations Relationships lead to larger donations Building lasting relationships is hard work but fun Building lasting relationships is professional  80 / 20ZWHY DO THEY GIVE ? Donors give because they feel passionately about your work and want it to succeed. They feel like that because you have inspired them. You have inspired them because you are passionate and knowledgeable about the work.Z  TELL THEM Tell them why the people you help need that help. Tell them how you help them. Tell them what their donation will achieve. Tell them what their donation has achieved. PUT PEOPLE FIRST  TELL STORIES! CULTIVATION  Major donors research  life, networks, friends, interests, wealth, gifts etc Supporters research - questionnaire Invite to hear about your work Invite to see your work Meet personally Send a short but interesting newsletter at least four times a year.Z   BE COURTEOUSbThank each donation promptly  the same day or within 3 days! Answer all questions immediately. Always be polite by phone, letter or e-mail  train your staff & volunteers. Record all interactions  on computer database. Remember them on important occasions  anniversary of first gift etc. Annual Appeal.22SPECIAL RELATIONSHIPSNCultivate your rich donors Research  who are they Meet face to face Special events Celebrities  patrons Make your organisation interesting, exciting and approachableTHE  ASK    Where: their office, home, where your work is done. Who asks: a friend who has given, the Chair of your appeal committee, a passionate advocate of your work. How much: from research, income and wealth  state an amount. State the benefits to those you help. " ZZ    THE FUTURE  L Cultivate again ! Ask again ! A planned annual process. The 3 year cycle.LM Forget> Learn  The problem is never how to get new, innovative thoughts into your mind, but how to get the old ones out. Dee HocktJ6BBB   B Be a & Dispenser of Enthusiasm! L"HXXX " IThink about It!? Innovation = Reaction to the Prototype Michael SchragevJ<<$ <<<$ J   Joe J. Jones 1980  2005 HE WOULDA DONE SOME REALLY COOL STUFF BUT & HIS BOSS WOULDN T LET HIM!q$$0((((U( q  &#Goal: Drive out fear. (Deming et al.) Solution: Passion (alone?) drives out fear. Source: Equinox Manifesto (12.01)B$ jPBHB "  -*0  A key perhaps the key to fundraising is the effective communication of a story. Adapting Howard Gardner Leading Minds: An Anatomy of Leadership6666&< (   52 Early in my career in the law I learned that & he who has the best story wins. 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