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START AND RUN YOUR
FIRST $100,000 CAMPAIGN
Sandy Rees, CFRE
6-Figure Campaign
Structured way to raise $100,000 or more for
a specific purpose.
The 80/20 Rule
Major Givers make up 20% of your donor
base and provide 80% of your funding
A Major Gift
 Is defined by you ($500, $5,000, $50,000, etc.)
 Is a “stop and think” kind of gift
 Brings transformatio...
Step 1 - Define the need
 What are you raising money for?
 How much will it cost?
 When do you need it?
 Are you ready...
Step 2 - Agree on the amount
Step 3 - Develop the case
 Why would someone give?
 Why your organization?
 Why now?
 Why this amount?
Step 4 – Recruit Leadership
Who can help you to guarantee the success of
this campaign?
Who is it that key donors can‟t sa...
Step 5 – Develop the plan
 Goal
 Start/end dates
 Reason for raising money
 Leadership
 Other notes
Step 6 – Create the Gift Table
No. of
gifts
needed
Amount of
each gift
Total at this
level
Cumulative
Total
# prospects
ne...
Step 7 – Identify Prospects
Linkage Interest Ability Donor
Step 8 - Cultivate
 Get to know the donor before you Ask
 Don‟t get married on the first date
 Create and use a plan
Cultivation plan
Donor name: Betty Jo Smith Donor record number: 3345
Date Activity Notes
6-20-13 Called Betty Jo Thanked ...
Step 9 – Ask for the Gift
 Listen for “gift noises”
 Ask for support for the RIGHT thing
 Ask for the RIGHT amount
The Ask Conversation
1. Warm up
2. Transition
3. Information – Relationship building
4. Transition
5. ASK
6. Negotiate and...
Step 10 – Thank the Donor
 Warm, prompt, sincere Thank You letter
 Thank again in meaningful ways
Step 11 – Follow Up
 Keep the donor posted about the project
 Share success stories
 Take them on a tour if possible
Celebrate!
 Celebrate the success!
 Let your donors know
 Let the community know
My gift to you
Get a free 20-minute strategy session!
www.TalkWithSandy.com
Sandy Rees, CFRE
www.GetFullyFunded.com
www.Facebook.com/GetFullyFunded
Stay Connected!
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6 Figure Fundraising

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6 Figure Fundraising

  1. 1. START AND RUN YOUR FIRST $100,000 CAMPAIGN Sandy Rees, CFRE
  2. 2. 6-Figure Campaign Structured way to raise $100,000 or more for a specific purpose.
  3. 3. The 80/20 Rule Major Givers make up 20% of your donor base and provide 80% of your funding
  4. 4. A Major Gift  Is defined by you ($500, $5,000, $50,000, etc.)  Is a “stop and think” kind of gift  Brings transformation for your organization  Is a joy for the Giver
  5. 5. Step 1 - Define the need  What are you raising money for?  How much will it cost?  When do you need it?  Are you ready to undertake this kind of fundraising campaign?
  6. 6. Step 2 - Agree on the amount
  7. 7. Step 3 - Develop the case  Why would someone give?  Why your organization?  Why now?  Why this amount?
  8. 8. Step 4 – Recruit Leadership Who can help you to guarantee the success of this campaign? Who is it that key donors can‟t say “no” to?
  9. 9. Step 5 – Develop the plan  Goal  Start/end dates  Reason for raising money  Leadership  Other notes
  10. 10. Step 6 – Create the Gift Table No. of gifts needed Amount of each gift Total at this level Cumulative Total # prospects needed at this level 1 $15,000 $15,000 $15,000 3 2 $10,000 $20,000 $35,000 6 4 $5,000 $20,000 $55,000 12 8 $2,500 $20,000 $75,000 24 10 $1,000 $10,000 $85,000 48 20 $500 $10,000 $95,000 60 Many Below $500 $5,000 $100,000 50+ 45+ donors 200+ prospects
  11. 11. Step 7 – Identify Prospects Linkage Interest Ability Donor
  12. 12. Step 8 - Cultivate  Get to know the donor before you Ask  Don‟t get married on the first date  Create and use a plan
  13. 13. Cultivation plan Donor name: Betty Jo Smith Donor record number: 3345 Date Activity Notes 6-20-13 Called Betty Jo Thanked her for her past support. She mentioned that her parents struggled through the Depression and she can‟t bear the thought of anyone going hungry. I invited her for a tour of our food bank so she can see first-hand what her donation is making possible. She‟s coming July 10. 6-28-13 Facility tour Need to find out what her „hot button‟ is about the organization. Need to find out her favorite program. Mid July Lunch Want to arrange lunch with her and our Program Director to talk more about her favorite program. 2 or 3 days later Call Follow up call to see what she thought. Start to prepare an Ask from that conversation. Mid August Personal visit in her home Present an Ask proposal. Amount and project will depend on her favorite program and how passionate she is about it.
  14. 14. Step 9 – Ask for the Gift  Listen for “gift noises”  Ask for support for the RIGHT thing  Ask for the RIGHT amount
  15. 15. The Ask Conversation 1. Warm up 2. Transition 3. Information – Relationship building 4. Transition 5. ASK 6. Negotiate and answer questions
  16. 16. Step 10 – Thank the Donor  Warm, prompt, sincere Thank You letter  Thank again in meaningful ways
  17. 17. Step 11 – Follow Up  Keep the donor posted about the project  Share success stories  Take them on a tour if possible
  18. 18. Celebrate!  Celebrate the success!  Let your donors know  Let the community know
  19. 19. My gift to you Get a free 20-minute strategy session! www.TalkWithSandy.com
  20. 20. Sandy Rees, CFRE www.GetFullyFunded.com www.Facebook.com/GetFullyFunded Stay Connected!
  • denisemilisitz

    Mar. 16, 2017
  • dpalle

    Aug. 3, 2013
  • spiveyvalerie

    Jul. 24, 2013
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    Jul. 24, 2013
  • UpperSanduskyChamber

    Jul. 24, 2013

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