How much more money could you raise if your entire staff played a role in fundraising, not just the development team? Well, there’s a new fundraising model that does just that! In this session, you’ll learn what this system looks like, and hear all about ways to engage everyone at your nonprofit in cultivating, asking, and thanking supporters.

1. All-Staff Fundraising:
A New Model for Development
Tina Cincotti
November 16, 2011
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2. INTEGRATED PLANNING
Advising nonprofits in: www.synthesispartnership.com
• Strategy
• Planning (617) 969-1881
• Organizational Development info@synthesispartnership.com
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3. Affordable collaborative data
management in the cloud.
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4. Today’s Speaker
Tina Cincotti
Owner & Principal Consultant,
Funding Change Training & Consulting
Assisting with chat questions: Hosting:
April Hunt, Nonprofit Webinars Sam Frank, Synthesis Partnership
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23. You want
me to
what?!!

26. C A S E ST U DY # 1
Neighbor to Neighbor Mass.
• $1 million budget
• 2/3 individuals, 1/3 foundations
• “Major” donors $500+
• 100-150 donor visits
• 12 staff incl. 1 dev dir

27. How N2N Model Works
• 5-10% of time fundraising
• Everyone has donors
 Number varies
• Supplement small lists with other
fundraising
• Year round relationship with
donors

28. How N2N Model Works
• Training and support

29. How N2N Model Works
Training
 History of model
 Budget and revenue
 Expectations & goals
 Sample list
 Practice

30. How N2N Model Works
• Training and support
• Samples & templates
• Supervision
• Staff meetings

31. How N2N Model Works
Staff Meetings
 Fundraising report
 Big picture financials
 Troubleshooting

32. Sample Fundraising Report

36. Sample Staff Fundraising List

37. C A S E ST U DY # 2
Toxics Action Center
• $400,000 budget
• 1/2 individuals, 1/2 foundations
• Major donors $250+
• 250-300 donor visits
• 8 staff incl. 1 fundraiser

38. How TAC Model Works
• 2-week campaign twice/yr
• Program work stops
• “Clean up” campaign
• Donor lists
• Expectations & goals

39. TAC – Week One: Training
• Boot camp: 12-hr day
• Role plays & training
• Donor calls
• Support & feedback
• Daily tally

40. TAC – Week Two: Donor Visits
• 3-5 visits/day
• Three group calls
• 125+ meetings
• Nearly $70k raised
• Average gift amount

42. N2N Model – Evaluation
Pros Cons
• Full team effort • Limited board
• Structure & involvement
accountability • Staff turnover
• Training & support • Hard to fit in when
• Clear expectations program work busy
• Integrated with • Year round work,
regular work never done
• Not just donor asks • Mostly done on own

43. TAC Model – Evaluation
Pros Cons
• Full team effort • Limited board
• Structure & involvement
accountability • Staff turnover
• Training & support • Intense schedule
• Clear expectations • Other work stops
• Time limited • Only one way to play
• Full fundraising focus
during campaign

47. Breakdown of Fundraising Cycle
Identify
Involve
Ask
Thank

49. Thank you for spending your valuable
time with me today!
Please stay in touch. -- Tina
617-477-4505
tina@fundingchangeconsulting.com
TinaFCC on Twitter
www.fundingchangeconsulting.com

50. Find listings for our current season
of webinars and register at:
NonprofitWebinars.com
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