101 a Dietlin presentation

Transformational Philanthropy Strengthening Fundraising Programs: Finding Prospects, Securing Major Gifts And All The Stuff In Between Lisa M. Dietlin Thursday, June 24, 2010

History of Philanthropy Philanthropy exists in all cultures US is the most formalized Americans are the most generous individuals in the world More and more nonprofit organizations are being created

Overview of Philanthropic World Competition for resources is intense Most nonprofit organizations focus on government funding or funding from corporations and foundations Very few have robust individual giving programs

2009 charitable giving Total = $303.75 billion* * = According to Giving USA, dollar amounts listed in billions Corporations $14.10 4% Foundations $38.44 13% Bequests $23.80 8% Individuals $227.41 75%

Recipient Type for 2009 $303.75 billion* * = According to Giving USA, dollar amounts listed in billions Religion: $100.95 (33%) Education: $40.01 (13%) Gifts to grantmaking foundations: $31 (10%) Human services: $27.08 (9%) Public-society benefit: $22.77 (8%) Health: $22.46 (7%) Arts, culture and humanities: $12.34 (4%) International affairs: $8.89 (3%) Environment and animals: $6.15 (2%) Foundation grants to individuals: $3.51 (1%) Unallocated giving: $28.59 (10%)

Transformational Philanthropy Transformational v. Transactional Philanthropy that changes the donor and/or the recipient

Potential New Donor Prospects Individuals are the key! Entrepreneurs Women Gay and Lesbian Individuals Minority Communities Baby Boomers

Basis of the Book Several years studying and working with entrepreneurs formally and informally Most fun in working with entrepreneurs Entrepreneurs make transformational gifts resulting in transformational philanthropy occurring

Philanthropy v. Charity Philanthropy more long term and sustainable Charity usually involves an immediate need

Qualities Intuition Will Joy Compassion Strength Courage, adventure, risk…..and a pioneering spirit

Who is an entrepreneur? en·tre·pre·neur –noun Entrepreneur, translated from its French roots, means "one who undertakes." The term entrepreneur is used to refer to anyone who undertakes the organization and management of an enterprise involving independence and risk as well as the opportunity for profit. SBA definition of a small business is one that has less than 500 employees

Factors Affecting Philanthropy Entrepreneurs are problem solvers Facts and Figures Needed What is the project? Who will be affected (in other words, who will it help)? How long will it take to implement? How much will it cost to achieve the results you are seeking? When will results be achieved? How long before the project is funded/issue is resolved/problem is solved? When will it (i.e., the program, project, etc.) be sustainable?

Common Misconceptions & Frustrations of Entrepreneurs What happens when they get involved; why doesn’t it go as they think it will? If they support a nonprofit organization, all their friends and colleagues will, too! Understanding the Long Decision Making Time is the Norm for Nonprofit Organizations Realizing the timeframe for things to be implemented and/or executed Why don’t nonprofit organizations operate like businesses? Why aren’t nonprofit organizations quick to respond to market conditions? Why don’t they seize the opportunities?

Trends or Commonalities Entrepreneurs see a difference between charity and philanthropy Most wished they had become involved earlier in their philanthropic and charitable endeavors They are becoming more strategic Most see a positive impact on their business when they become more charitable Most do not come from “philanthropic” families but saw their parents giving back primarily through food

Women as Donor Prospects Women live longer than men Inherit the wealth in the country Rarely are they approached Want to give to “new” projects or initiatives They are risk takers

Gay and Lesbians as Donor Prospects Usually are dual income Usually have no children Very well educated Committed to improving their communities

Minority Communities as Donor Prospects African Americans as donor prospects Uniqueness and ways to approach Hispanics as donor prospects Uniqueness and ways to approach Asian Pacific Islanders as donor prospects Uniqueness and ways to approach

Baby Boomers as Donor Prospects 10,000 turning 60 every day Encore careers Want to make a difference

Moves Management Identification Qualification Cultivation Solicitation Stewardship

Moves Management Cycle Entire Process Takes on Average: 18 months Identification Qualification Cultivation Solicitation (Ask) Stewardship

Skills of a Major Gifts Fundraiser Must be a good listener Must be a quick study Must be multi-faceted and able to multi-task Must know who is leading and who is following?

What’s the Difference? Volunteers, Donors and Board Members Volunteers give their time Donors give their money Board members give both

Capacity Building and Sustainability Critical to success Long Term Strategy Financial Stability Growth Opportunities

Get Ready…. Board Current Donors Volunteers

Get Set….. Three Things a Day Personal correspondence 8-12 Meetings Per Month

Go…. Major Gifts Program Planned Giving Program Marketing and PR Efforts

Questions Lisa M. Dietlin President/CEO Lisa M. Dietlin and Associates, Inc. PO Box 7029 Chicago, IL 60680-7029 773-772-4465 [email_address] www.lmdietlin.com

101 a Dietlin presentation

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101 a Dietlin presentation