Seminar: Hope is not a strategy: Non-for-Profit Leadership in Transformational Times
Presented by: Mick Koster, Strategic Partners, spi-pcs.com
What’s happening in the non-profit marketplace? / How do we respond?
People support that which they create.
Create ownership in other people’s ideas.
A prospect is someone with money and a reason to give.
Sources of charitable gifts (2008):
- 76% Individuals
- 8% Bequests (thought of as growing due to asset growth, baby boomers)
- 12% Foundations (increasing due to lack of trust–How do we instill trust in these donors?)
- 4% Corporations
Total:
2006: $298B
2007: $314B
2008: $307B
Individuals give from discretionary income (current needs; capital needs) & accumulated wealth (endowment)
Donor-isms
Demonstrate
- Capacity to serve
- Stability
- Internal structure to maintain (leadership)
- Energized board (about 3 years of energy, then becomes work)
“A donor did this and as a result…X”
Demonstrate expertise as a service provider (example: Tips for staying healthy (JCC); Resume tips (JVS), etc)
Ask how often donors want to be communicated with (example: Think of me daily, talk to me weekly, visit me monthly)
Appeal to both emotional and logical giving. Use logic to reinforce emotional.
Use concise messaging: (example for Jewish Federation: “We help families.”)
Be prepared for what will happen: diversify “life boats”
Know people want to give
Do not sit behind a desk.
Do not compromise the organization for short-term gains.
Leadership is Michigan’s flux capacitor.
Donor development is like dating:
1. Identification
2. Information
3. Interest
4. Involvement
5. Investment
How do I build my communication around the donor?
Leadership lessons:
1. Doing more of the same will never take you to the next level
2. There are only two options in future planning: grow or decline
3. Accountability pushes you past self-imposed limitations
4. Effective change begins with awareness & awareness always leads to choice
5. Build your strengths. Your weaknesses are merely dangers to be avoided.
Who are the 6 people you are accountable to? (eliminate & replace at least 1 annuall)
