With nonprofits seeking big funding in the wake of the coronavirus disruption, a wave of donor asks are coming to major donors.
While the pandemic crisis means a whole new set of rules in seeking support, it also means sticking with what works for your organization.
Above all, it’ll be more critical more than ever to be donor-centered and get ahead of the wave of donor asks.
Let me show you what I mean. Here are strategies to continue doing as well as new ways of thinking when securing large gifts right now:
FUNDRAISING STRATEGIES FOR NONPROFITS SEEKING BIG FUNDING
1. The Pareto Principle
This 80/20 rule teaches us that a small number (20%) of donors account for a large number (80%) of charitable gifts to an organization. Actually, it’s more like 90-10 in which 90% of your funds come from 10% of your donor database.
So where should you spend your time fundraising? That’s clear!
Without a doubt, focus more time, effort, and money on donors who are passionate about your cause, have the ability to make a major gift (defined by you), and are philanthropic as evidenced by their giving history. Read more about my three-point criteria for a major donor.
2. Be Donor-Focused
Would it surprise you to learn that 65% of donors who made a first gift never made a second gift to the same non-profit? According to Cygnus Applied Research, one reason we lose donors each year is that we fail to share meaningful and measurable results. More directly put, it’s by a lack of communication with our donors.
Now, with this major disruption in our lives, we are in jeopardy of falling “deeper” into this hole. You can prevent this if you ramp up donor communications. Make your donors feel valued and appreciated.
With the demands on social distancing, events canceled, and no donor visits, we are at even greater risk of losing touch with our donors.
We must get back to being donor-focused.
3. Know Critical Needs
While the rush to donors of all sizes is happening now, pause for a moment to get a handle on your critical needs.
Reexamine Your Case for Giving.
Most importantly, be able to share with donors your most urgent needs for your services to continue during these turbulent times.
Major donors want to hear your plans of how you will continue to serve your mission — a mission for which they are deeply committed.
4. Avoid Emergency Asks
Asking donors to help you meet your budget is not a winning ask. Please don’t paint a picture of a sinking ship. It’s a bad strategy. In fact, it weakens your case.
Few people want to support a nonprofit that is on the brink of collapse. Conversely, people want to support a winning team.
Instead, ask donors to support a program that is in jeopardy because the event was cancelled, fees for service disappeared, ticket sales faded, for example.
Do you see the difference?
Obviously, you did not see this pandemic coming when you planned your budget last year.
Be transparent, but don’t be a sinking ship.
5. Know Budget Projections
No doubt, nonprofits that identify not only immediate but foreseeable requirements and prepare budget projections will be in a better position and well prepared for a successful donor ask visit.
Certainly, seek the help of your accountant and board members to help with cash flow and financial projections.
With so many nonprofits seeking big funding, you have an opportunity to shine when presenting your proposal to business-minded people. Impress them with your strategic thinking.
6. Stick to What Works
An economic downturn does not justify ignoring what has worked in fundraising in the past. Do what works!
No doubt, you want to try new fundraising strategies and test the waters. That’s all good!
But don’t completely abandon what works with fundraising for you and your organization.
Know what works, and do what works.
7. Cut the Fat.
In a crisis, it’s your responsibility as a leader to identify inefficient fundraising activities and assess expenses. This is tough love, but now is an opportunity to eliminate programs, projects, staff, or volunteers, for example, that are not serving you well.
What can you eliminate that is not supporting your bottom line and mission? Ask, “Is this bringing in big dollars or helping serve our mission in a big way?” Decide and then take action.
Absolutely, make adjustments now so you can share with potential funders what responsible actions you took to prepare for a year-long crisis – possibly a recession.
You want to show you have taken concrete steps to increase the efficiency and effectiveness of your organization. You run a business.
8. Make Philanthropists Jump at the Chance.
With so much volatility, it hardly seems like an attractive time to approach donors. Their funds are likely tied up in a downed stock market.
But, if you align the proposed gift with the donor’s passion, it matters less about the timing. If you can show what funds can do to serve your mission – to support your beneficiaries now in this crisis — a philanthropist will jump at the chance.
BOTTOM LINE WITH NONPROFITS SEEKING BIG FUNDING
With nonprofits seeking big funding in the wake of the virus and economic crisis, you must think about your donor relationships.
Major gift fundraising is about building strong, long-term, genuine relationships with supporters.
Market volatility and the virus threat are likely to continue for months. You must be intentional with your major gift fundraising efforts.
These suggestions are offered in an effort for you to maximize your revenue stream from major donors in this time of crisis. This will help alleviate short-term pain and maintain and even grow (yes, grow!) your revenue. It is possible!
Read more here:
Nancy Rieves, Ed.D. is a fundraising coach. She provides overwhelmed nonprofit leaders of small organizations with a roadmap to maximize and sustain major gift fundraising. She prepares leaders to be confident and successful in raising money. Reach her at [email protected].
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