1. START AND RUN YOUR
FIRST $100,000 CAMPAIGN
Sandy Rees, CFRE

2. 6-Figure Campaign
Structured way to raise $100,000 or more for
a specific purpose.

3. The 80/20 Rule
Major Givers make up 20% of your donor
base and provide 80% of your funding

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. 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. Step 2 - Agree on the amount

7. Step 3 - Develop the case
 Why would someone give?
 Why your organization?
 Why now?
 Why this amount?

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. Step 5 – Develop the plan
 Goal
 Start/end dates
 Reason for raising money
 Leadership
 Other notes

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. Step 7 – Identify Prospects
Linkage Interest Ability Donor

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. 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. Step 9 – Ask for the Gift
 Listen for “gift noises”
 Ask for support for the RIGHT thing
 Ask for the RIGHT amount

15. The Ask Conversation
1. Warm up
2. Transition
3. Information – Relationship building
4. Transition
5. ASK
6. Negotiate and answer questions

16. Step 10 – Thank the Donor
 Warm, prompt, sincere Thank You letter
 Thank again in meaningful ways

17. Step 11 – Follow Up
 Keep the donor posted about the project
 Share success stories
 Take them on a tour if possible

18. Celebrate!
 Celebrate the success!
 Let your donors know
 Let the community know

19. My gift to you
Get a free 20-minute strategy session!
www.TalkWithSandy.com

20. Sandy Rees, CFRE
www.GetFullyFunded.com
www.Facebook.com/GetFullyFunded
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