https://bloomerang.co/resources/webinars/ The fundraising landscape is changing rapidly and the way funders want to work with nonprofits is too. Mallory Erickson will help you start your 2022 off fundraising in the right way.

1. HOW TO RAISE MORE
25% MORE FROM THE
IN 2022 AND BEYOND
RIGHT FUNDERS
WITH MALLORY ERICKSON

2. HERE’S WHAT WE’RE COVERING TODAY…..
● Understanding the primary barriers that have been holding your
organization back from fundraising effectively
● Understanding the difference in securing a 1-time gift vs.
reliable recurring major funders
● Leveraging your authenticity and releasing perfectionism
● Activating your empathy to talk to funders in their language
● Building true win-win partnerships

4. LET’S HAVE A
Friendly competition
for $50,000

5. SANDY...
>> She scavenges around her CRM system and
runs report after report on her donor data and
prospect lists.
SCATTERED SANDY
>> She sends out an email to board members.
>> She starts talking to her staff about a
campaign they can build around the challenge.
>> She’s scattered and stressed - it’s a hot mess.

6. MAGGIE…..
>> Doesn’t dive right into the nitty gritty - she
takes a step back and creates an effective
engagement strategy and calendar
>> She creates a 5-minute personal selfie video -
knows exactly who to reach out to - and sends it
out without second thought to 20 donors.
>> Her engagement methods and authentic
relationship building get 10 donors on the phone
fast and they all participate in the challenge.

7. OPTION 1: SANDY

8. NICE TO MEET YOU,
I’m Mallory.

9. I became an
accidental fundraiser
as a nonprofit
Executive Director….

10. IMPACT REPORT FAKE
pretending like everything was great
BUT IN REALITY….
this is how i felt at the end of every day

11. I WAS SANDY.

12. I
GAVE
UP.

13. AKA...I SWITCHED
ORGANIZATIONS.

14. BUT THEN I BECAME SANDY, AGAIN.

15. HOW ON EARTH COULD I DO THIS?

16. SO I DECIDED TO CHANGE.

17. THE POWER
PARTNER
FORMULA WAS
BORN.

18. BEFORE AFTER
● Worked 15 hour days
● Never felt like I knew when
I could expect to be
bringing money in the door
● Constantly felt like I was
waiting for donors to get
back to me
● Never overworked again
● Could budget reliable
fundraising revenue
● Increased impact
● Enjoyed fundraising
● Built amazing relationships
with my donors

19. I WAS MAKING
3 BIG MISTAKES
THAT KEPT ME STUCK.

20. “Not pursuing cold outreach
strategies.”
MISTAKE #1

21. YOUR GOAL = GETTING IN FRONT OF
THE RIGHT PEOPLE REGULARLY

22. OLD FASHIONED GURUS
FOCUS
ON THE WARM INTRO.
BUT WE NEED TO BE
FOCUSED ON THE RIGHT
PERSON STRATEGY

23. HOW OLD FASHIONED GURUS TEACH
PROSPECTING & ENGAGEMENT
...SO NOW WHAT
DO I DO WHEN NO
ONE RESPONDS
TO MY
OUTREACH?
DO A SEARCH BASED ON WEALTH & LOOSE
MISSION ALIGNMENT
LOOK FOR A WARM CONNECTION
GET INTRO (MAYBE) AND THEN CRICKETS

24. PROSPECTING AND OUTREACH
STRATEGIES
HOURS SPENT WEEKLY
Broad LinkedIn mining 8
Emails to BOD and volunteers asking
for introductions and ghost writing
outreach
12
Emails to donors for ‘listening tour’ 10
Funding research based on ‘warm’
leads
15
TOTAL HOURS 45

25. THESE 45 HOURS OF WORK LEAD
TO...67 OUTGOING EMAILS...
10 response emails
8 ideal prospects identified
5 meetings with an ask
1 yes

26. THIS IS A
BROKEN
STRATEGY

27. BUT IF YOU FOCUS ON
THE
RIGHT PERSON
AND THE WIN-WIN
SUCCESSFUL COLD
OUTREACH
IS EASY

28. HOW I TEACH PROSPECTING & ENGAGEMENT
WHAT ACTUALLY
CREATES
FUNDRAISING
SUCCESS FOR
YOUR NONPROFIT
FUNDER ALIGNMENT
WHAT ARE DIFFERENT FUNDERS LOOKING FOR?
FUNDER MATCHING
IDENTIFICATION, SEGMENTS, CONNECTIONS AND CALENDAR
ASSET MAPPING
KNOW WHAT TO LOOK FOR IN A PARTNER - WHAT THEY WANT
AND WHAT YOU HAVE TO OFFER

29. CREATING A FUNDER MAP
STEP #1: IDENTIFY OPPORTUNITIES

30. CREATING A FUNDER MAP
STEP #2: FUNDER DECISION MAKING

31. CREATING A FUNDER MAP
STEP #3: ASSET MAPPING

32. CREATING A FUNDER MAP
STEP #4: DONOR MATCHING

33. LET ME GIVE YOU AN EXAMPLE….
Let’s talk about Annie’s dog rescue organization….
One of the assets that she has is staff members
who are dog trainers.
She set up her sponsorship tiers once.
She has a monthly free training opportunity for people
who have fostered through her org and others.
She designed her effective engagement
communications that are designed to convert
Spends her time on outreach to companies trying to
get in front of dog owners.

34. WHAT MAKES THIS WORK IS THAT IT’S ALL
ABOUT TRUE WIN-WIN ALIGNMENT
COLD OUTREACH WORKS
WHEN YOU MAP YOUR
FUNDERS AND SPEAK TO THE
WIN-WIN IN YOUR OUTREACH

35. “Thinking it takes 12-18 months to cultivate
five, six, and seven figure gifts.”
MISTAKE #2

36. ALL THE OLD FASHIONED ‘GURUS’ TEACH
CULTIVATING LARGE DONATIONS
=
LONG RELATIONSHIP BUILDING PHASE

37. BUT THESE ‘CULTIVATION’ STRATEGIES
WORKED WHEN THE BIGGEST FUNDRAISERS
LOOKED LIKE THIS:

39. TIMES HAVE CHANGED BUT
MOST FUNDRAISING TRAINING HASN’T
CAUGHT UP.

40. 2 WAYS TO CULTIVATE A DONOR
#1 THE CAR
SALESMAN WAY
#2 THE FEARLESS
FUNDRAISER WAY

41. CAR SALESMAN WAY
WHY DO
CAR SALESMAN
MAKE US
UNCOMFORTABLE?

42. CAR SALESMAN WAY
“NO, I’M NOT INTERESTED
IN FUNDING! I JUST
WANT TO GO ON A
LISTENING TOUR.”

43. CAR SALESMAN WAY
“OH, WELL SINCE YOU
SAID THAT, LET ME TELL
YOU ABOUT …..”

44. CAR SALESMAN WAY
“WAIT - WHY WON’T YOU
GET BACK TO ME?
I THOUGHT WE HAD A
CONNECTION!”

45. HOW DO YOU KNOW IF YOU’VE BEEN TAUGHT
TO CULTIVATE THE CAR SALESMAN WAY?
#1 If you aren’t being totally transparent about why you
actually want to meet with a funder
#2 It always feels uncomfortable - like you’re doing
something wrong - and you’re constantly getting ghosted by
donors
#3 If your fundraising is not consistent - you may be
fundraising some but you can’t rely on it.

46. The car
salesman way
is what is
keeping you
where you are
now.

47. THE FEARLESS FUNDRAISER WAY
● Find the win-win
● Be transparent &
authentic
● Bring YOUR Power
Partner energy to the
meetings

48. “Constantly creating new fundraising
events, activities, or programs.”
MISTAKE #3

49. WE BELIEVE THAT IF WE WANT TO
RAISE MORE MONEY WE NEED MORE
EVENTS OR PROGRAMS.

50. BUT IF YOU’RE ALREADY MAXED OUT
ON TIME (WHICH, YOU ARE, RIGHT?!)
HOW CAN YOU FUNDRAISE MORE?

52. WHERE YOU ARE
WHERE YOU WANT TO GO

53. NUMBER OF FUNDRAISING
ACTIVITIES
% OF TIME AVAILABLE FOR
EACH BRIDGE
LOSS TO CONTEXT
SWITCHING
1 100% 0%
2 40% 20%
3 20% 40%
4 10% 60%
5 5% 80%

54. WHERE YOU ARE
WHERE YOU WANT TO GO

55. NUMBER OF FUNDRAISING
ACTIVITIES
% OF TIME AVAILABLE FOR
EACH BRIDGE
LOSS TO CONTEXT
SWITCHING
1 100% 0%
2 40% 20%
3 20% 40%
4 10% 60%
5 5% 80%

56. OUT OF ALL OF THAT TIME
‘FUNDRAISING’ ONLY 20% IS
PRODUCTIVE.

57. HAVING MORE EVENTS OR PROGRAMS
DOES NOT MEAN YOU WILL RAISE
MORE MONEY.

59. CONTEXT SWITCHING IS A KNOWN ISSUE.
HERE’S ONE WAY TO ADDRESS IT:
● Bucket your time
● Bucket your funding opportunities
● Bucket your types of funders

60. CREATING A FUNDER MAP
STEP #4: DONOR MATCHING

61. LET’S REVIEW HOW TO FIX
THE THREE MISTAKES:
● Prospect for the win-win alignment using funder
lenses and your organization’s assets
● Show up as your authentic and vulnerable self - it
is your superpower!
● Focus on your one bridge - no more context
switching!

62. AND NOW FOR A FEW MORE
CRITICAL
FUNDRAISING TIPS.

63. Be aware of your thoughts and
beliefs so you can harness your
energy.
TIP #1

64. EVERYTHING STARTS WITH AWARENESS
AROUND OUR EMOTIONS

66. GREAT FUNDRAISING IS NOT AN ASK,
IT’S AN OFFER.
IT’S ABOUT PARTNERSHIP AND OPPORTUNITY

67. Build Trust Through
Transparency not Perfection
TIP #2

68. KNOW, LIKE, TRUST
KNOW
How did they come to know you? And how well do you know them?
LIKE
How do you know they like you? What’s the biggest area of alignment?
TRUST
What have you done to ensure they trust you?

69. TRUST IS NOT BUILT WITH PERFECTIONISM
KNOW = REAL STORIES
LIKE = VULNERABILITY
TRUST = SHARING REAL CHALLENGES

70. Focus on Alignment
TIP #3

71. HOW OLD FASHIONED GURUS TEACH
PROSPECTING & ENGAGEMENT
...SO NOW WHAT
DO I DO WHEN NO
ONE RESPONDS
TO MY
OUTREACH?
DO A SEARCH BASED ON WEALTH & LOOSE
MISSION ALIGNMENT
LOOK FOR A WARM CONNECTION
GET INTRO (MAYBE) AND THEN CRICKETS

72. YOU NEED TO PUT ON
DIFFERENT
LENSES

73. HOW I TEACH PROSPECTING & ENGAGEMENT
WHAT ACTUALLY
CREATES
FUNDRAISING
SUCCESS FOR
YOUR NONPROFIT
FUNDER DECISION MAKING
UNDERSTANDING YOUR FUNDERS
FUNDER MATCHING
IDENTIFICATION, SEGMENTS, CONNECTIONS AND CALENDAR
ASSET MAPPING
KNOW WHAT TO LOOK FOR IN A PARTNER - WHAT THEY WANT
AND WHAT YOU HAVE TO OFFER

74. Now I am Going to Show You
How You Take These Busted
Myths and Tips & Turn Them
Into a Formula that WORKS

75. THE 3-PART
POWER PARTNER
FORMULA

76. POWER PARTNER FORMULA
The only formula you need to raise more from the right funders.
FUNDER
MAPPING
FRAMEWORK
EFFECTIVE
ENGAGEMENT
ROADMAP
SIMPLE
YES
SYSTEM

77. FUNDER
MAPPING
FRAMEWORK
(1.5 HOURS)

78. #1 FUNDER
MAPPING
FRAMEWORK
THERE IS NOTHING
MORE IMPORTANT
THAN KNOWING WHO
THE RIGHT FUNDERS
ARE AND HOW TO
TALK TO THEM.

79. #1 FUNDER
MAPPING
FRAMEWORK

80. #1 FUNDER
MAPPING
FRAMEWORK
MAPPING FUNDERS
MEANS:
HAVING A SPECIAL LENS
TO SEE WHAT FUNDERS
ARE LOOKING FOR

81. #1 FUNDER
MAPPING
FRAMEWORK
MAPPING FUNDERS
MEANS:
UNDERSTANDING
YOUR TRUE
WIN-WIN
OFFERINGS

82. #1 FUNDER
MAPPING
FRAMEWORK
FUNDER MAPPING IS GOING TO
REVOLUTIONIZE YOUR
FUNDRAISING
AND IT ONLY TAKES AN HOUR
AND A HALF

83. CREATING A FUNDER MAP
STEP #1: IDENTIFY OPPORTUNITIES

84. CREATING A FUNDER MAP
STEP #2: FUNDER DECISION MAKING

85. CREATING A FUNDER MAP
STEP #3: ASSET MAPPING

86. CREATING A FUNDER MAP
STEP #3: ASSET MAPPING

87. CREATING A FUNDER MAP
STEP #4: DONOR MATCHING

88. #1 FUNDER
MAPPING
FRAMEWORK
WE PRIORITIZE BASED ON
THE MOST ALIGNMENT
+
COMMUNICATE ABOUT
ASSETS & FUNDER GOALS
IN A UNIQUE WAY.

89. Jenna Streit
ADVANCEMENT DIRECTOR

90. EFFECTIVE
ENGAGEMENT
ROADMAP
(1 HOUR & 40MIN)

91. EFFECTIVE
ENGAGEMENT
ROADMAP
#2 EFFECTIVE
ENGAGEMENT
ROADMAP
LET’S TALK ABOUT
HOW YOU STOP
HOUNDING DONORS.

92. EFFECTIVE
ENGAGEMENT
ROADMAP
#2 EFFECTIVE
ENGAGEMENT
ROADMAP
YOU KNOW THAT YOU CAN
ONLY
RAISE MORE
IF YOU’RE GETTING IN FRONT
OF THE RIGHT PEOPLE.

93. EFFECTIVE
ENGAGEMENT
ROADMAP
#2 EFFECTIVE
ENGAGEMENT
ROADMAP

94. THE EFFECTIVE ENGAGEMENT ROADMAP
KNOW
How did they come to know you? And how well do you know them?
LIKE
How do you know they like you? What’s the biggest area of alignment?
TRUST
What have you done to ensure they trust you?

95. EFFECTIVE
ENGAGEMENT
ROADMAP
#2 EFFECTIVE
ENGAGEMENT
ROADMAP
WE ARE
MISSING
A CRITICAL
COMPONENT.

96. REMEMBER THIS?
45 HOURS OF WORK =
67 outgoing emails
10 response emails
8 ideal prospects identified
5 meetings with an ask
1 yes

97. WHAT IF IT LOOKED LIKE THIS?
33 outgoing emails
22 response emails
22 ideal prospects identified
(because this happened FIRST)
15 meetings with an ask
13 yeses

98. THIS IS WHAT
EFFECTIVE ENGAGEMENT
LOOKS LIKE

99. Heather Hooper
EXECUTIVE DIRECTOR

100. SIMPLE
YES
SYSTEM

101. EFFECTIVE
ENGAGEMENT
ROADMAP
#3 SIMPLE
YES SYSTEM
WE WASTE THE MOST
MONEY & TIME
MAKING THE WRONG
ASK

102. EFFECTIVE
ENGAGEMENT
ROADMAP
#3 SIMPLE
YES SYSTEM
THE GURUS TEACH US TO
MAKE ASKS BASED ON
1) EXTERNAL TIMELINES LIKE
GIVING TUESDAY
2) EVENTS
3) MOVES MANAGEMENT
SYSTEM

103. EFFECTIVE
ENGAGEMENT
ROADMAP
#3 SIMPLE
YES SYSTEM
WE DON’T DO THAT.
We make the ask on a
win-win timeline based on the
effective engagement
roadmap and we get the
green light to make the ask.

104. EFFECTIVE
ENGAGEMENT
ROADMAP
#3 SIMPLE
YES SYSTEM
IMAGINE THIS:
YOUR WEEKLY CALENDAR OF FUNDER
MEETINGS

105. EFFECTIVE
ENGAGEMENT
ROADMAP
#3 SIMPLE
YES SYSTEM
AND, NOT ONLY DO YOU
HAVE THE MEETINGS, BUT
YOU KNOW EXACTLY HOW
TO PREPARE FOR
QUESTIONS AND ANSWER
THEM NO MATTER WHAT
COMES UP.

106. EFFECTIVE
ENGAGEMENT
ROADMAP
#3 SIMPLE
YES SYSTEM
YOU KNOW THE RIGHT
THING TO ASK FOR.

107. THE SIMPLE YES SYSTEM IS A ROUTINE
RIGHT PERSON
+
RIGHT ASK
+
RIGHT TIME
=
RELIABLE FUNDRAISING SUCCESS

108. “I wanted to let you know that all of us at
Tandana are thrilled with the results of our
fall fundraising campaign, especially the
major donor asks. The support and
encouragement of the [Simple Yes System]
have been instrumental in making this great
success possible, particularly in giving me
the confidence to actually do it and the
know-how to approach it well.”
Anna Taft
EXECUTIVE DIRECTOR

109. IF YOU TAKE AWAY ONE THING...
I want you to know that you CAN have
consistent fundraising success
WITHOUT hounding donors for money.

110. OR
Keeps aimlessly outreaching, gets
ghosted constantly, and is just launching
one fundraising effort after another.
Knows exactly what to be working on,
which donors and prospects to prioritize,
how to get in front of the right people,
and when/how to ask. The $ is clockwork.
OPTION 1: SANDY

111. MALLORYERICKSON.COM/INVITED
CODE: BLOOMERANG
ENROLLMENT
NOW OPEN

112. The Three Parts You Get Access to Inside
Power Partners:
POWER PARTNERS FORMULA SUPPORT MOBILIZATION POWER-UPS

113. THE DOORS ARE OFFICIALLY OPEN FOR 2022
GET STARTED FOR $99 $89
CODE: BLOOMERANG