Relationship Plans – December and Beyond

by Marcy Heim on November 24, 2017

“I am a one-person development team and this (relationship-action plan) helped me with basic ideas that are doable in my fundraising plan.  I want to work with as many donors as possible, but I need to act on those with the highest capacity and interest. Thank you!”  -Lynette

Many of the 650+ folks who joined me on the Firespring.org “Creating a Relationship Action Plan” webinar earlier this month had similar thoughts. YES! You can only create a highly personalized set of steps for your best prospective givers! You want to be amazing to everyone. I get it. BUT, you need to focus to maximize the results for your organization and to best value both your personal and professional success.

“Ms. Heim reminded me that people give to people that treat them well, and that the plan has to be written down and direct.” -Brenda  

YES! And on our webinar, I promised to dedicate this issue to addressing some of the questions you asked most.  Let me first answer, for those of you NOT with us…

1. What is a RAP?

A Relationship Action Plan is a written plan of the specific, artful actions you, and/or your partners, will take, at least once a month, with your top 25-50 givers over a year or more to facilitate their maximum long-term investments using reverse engineering.  

2. What are the 10-steps for a RAP?

  1. Givers highest in capacity & interest are selected–Focus is key to success

  2. Everything known is captured–this may be a lot or a little

  3. Partners are identified–not engaged yet, but in the mix

  4. Long-term giving goals/project(s) are identified–dream big and bold!

  5. Step goals/projects are identified–creates giving joy along the way!

  6. Partners are recruited and engaged–now that you have clearer giving goals, bring in the best partners to help!

  7. Action steps for monthly touches are planned for you and partners–don’t make this hard…what and who can help you share what you do and why it matters?

  8. You EXECUTE the plan–dusting it as it sits on the shelf doesn’t count.

  9. Has the giving goal been achieved? No judgment here.

  10. Adjust the plan moving forward–based on the current status, reset the compass!

3. “How do you make time to write and implement these?”(Jason)

This is sort of like getting ready for a big event or the holidays. The more major your donor, the more involved the plan and generally the longer your timeline. You need to get on calendars of both your donor and your partners. This is not about setting aside ½ hour and Boom! Done! Thoughtful plans take time to write, edit, share, rework – repeat. Once completed for the first time, keeping them current is much easier. And, once you have an overall plan, you free up brain space to be creative, maximizing the results (and fun) of your action plans. This was a new way of thinking for me.

4. “I was wondering how to engage our major donors more and how to actually get them to know just how much they have helped our organization?” (Paul)

Great question! In our busyness, we often work to arrange significant experiences for our major givers–visits with key leadership, tours, events, lunch with other donors, etc.  All great ideas. Be sure every touch has 1-3 key SIMPLE messages that clearly states how they have helped you do your good work. Thanks are best coming from Board members (which you indicate you are, Paul!)  Your sincerity is powerful. For Board and leadership, sharing your thoughtful VISION engages major donors in the dream…then your “thanks” completes the experience. YMAD means You Made A Difference. Be sure that 4-5 of your annual touches are specific impact examples. Sincerity shines here!

5. “What methods are typically used to convert volunteers to donors? (Susan)

You can use a relationship action plan for your volunteers as a group.  As you lay out the steps, ask what is important to the volunteers as a group?  Do they need a piece of equipment to better do their volunteer work? Would a space for them to have a cup of coffee be great? Is there some continuing education that they would all benefit from?  What dollars are needed to make one of these happen?  Who is really excited about it? Begin by thanking them for the results they have as volunteers. Then introduce the idea that they would all benefit from accomplishing such-and-such and investments of $100 to $1000 will make it happen! The dollar range depends on the number of volunteers and the total price tag of the project.  Work backwards from asking your volunteers to participate and the educational steps, support of leadership steps, maybe a gathering to launch…from the first step…get them to weigh in on the most important project for them to work towards.

6. “I wish she would have laid out an example RAP to see how exactly I could see myself using it. (Jenna)

We can have a multi-year vision and long-range big goal, but generally we map out the specific steps a year at a time. This is hard to do briefly. The steps depend heavily on your organization and your current relationship with your giver. BUT, in general, the first thing I do is chart out what will happen this coming year to ALL my donors. Then, I plot specific steps relating to the ask I would like to make within these other connections. I start by writing out my ask and planning when I want to speak the ask.  From there, I consider what has to happen for me to be comfortable speaking that ask and who can help me get these touches done. I hope that helps!

So you don’t ask, “Ok, what do I do next?” You look at where you want to be and work back from there.

7.“I was hoping for more detail on what the “monthly touches” would include.” (Amy)

You are only limited by your imagination. Gather donors and ask what they like best to do together, solo, and with folks from your organization. Ask–what can we do that better helps you understand our work and our impact?  I would gather 3-5 donors together and just listen. Here are some examples!

  • Chocolate chip cookies

  • Visit with recipient of services

  • Access to a conversation with leadership (no ask, just a conversation)

  • Thank you visits/phone calls/etc that are purposefully planned and executed on a schedule. (Not forgotten this way!)

  • Another donor sharing why they gave in person or letter

  • Lunch to catch up

  • Stories of others giving to this same project type to test for reaction and interest

  • Backstage pass, puppy visit, special reception…all with a planned message being shared

  • A personal email of holiday wishes

  • A story of the intended impact of the giving area being discussed

  • A tour of anything–in person, video, on your cell phone

  • More specifics about a project/program from knowledgeable staff member

  • “Just checking in.”

  • Deliver the newsletter in person

  • Anything that adds other people and life to your story

  • Etc. etc. etc

RAPS sound easy, but take careful thought.

“It got me focused on ‘donors’ as opposed to just systems, strategies and processes.” (Brenda)

Right.

“It made the process of asking more human and humane than Moves Management. It validated my own approach to donors, but amplified the importance of a written plan.” (Kristan)

Yes!

Our work is this complex mix of details/staying the course and compassion/respect for those we serve and who invest to help us do our good work.  For all of you who juggle so many hats and wonder how to yet add one more thing, do consider that even 2 plans for your top 2 most impactful givers will force you to think ahead with them. It WILL make it easier to take action and help you stay in touch. Givers love consistency – knowing they will hear from you again…soon.

They are important to you. YOU are important to them.

 

Invest in JOY®

 

 

 

          

Marcy Heim is a trusted authority in the development profession and helps organizations and educational institutions boost their major gift programs through artful, long-term relationship building that dramatically increases fundraising success while promoting increased staff job satisfaction. To receive a free chapter from Marcy’s book, Empower Your Board to Serve as Effective Development Ambassadors, click here.

Questions:  Contact Cathy Yerges at Cathy@MarcyHeim.com

 

{ 0 comments }

Five Myths and Five Truths about Sponsorship

by Marcy Heim on November 17, 2017

 

Sponsorship is changing….and rapidly. Here’s what you need to think about as you plan how sponsorships will play into your giving goals…and what you need to do before the year’s end.

 

Sponsorship – 5 Myths and 5 Truths

FIVE MYTHS

1. You can count on those long-time corporate sponsors.

Nope. Companies are changing their giving goals and want to feel they are accomplishing something tangible and worthwhile for the community.  New corporate guidelines exclude sponsorships but will fund programs – something with a result more meaningful than “the reception sponsor.”

2. “What’s In It For Me” packages are key.

The “Here’s what you get” charts and levels won’t get you sponsorships like before. Gold, Silver, Bronze is not what’s in it for them any longer.

3. You can count on individual sponsors to come back year after year.

This is mixed news. You may well have some folks who will indeed be back year after year, but sponsorships they solicit from their friends will be less. “I’ll do $10,000 for your event if you’ll do $10,000 for mine” exchanges are fading fast.  Instead, they agree to just skip it. As one donor put it, “My bucket for MY passions is growing and my bucket for quid pro quo giving is running dry – just like I want it.”

4. It’s great to have friends out for these events.

Nope. Many sponsors are tired of pushing their complimentary tickets for their purchased tables. Their staff and friends do not want to spend the evening away from family to attend with then. No-shows happen because folks are just getting butts in seats to get the table full.

5. It’s a great way to expose these sponsors to your organization.

Honestly they know why you are coming. Any conversation at a values level is lost when they are in the mindset to have a transactional conversation – your sponsorship and what they get. “Let’s get to it. What are you looking for this year?”  For many of them, the ask is the only time they hear from the organization until they are back for the next ask.

FIVE TRUTHS

1. An unexpected year-end thank you will set the stage for a new conversation with your current sponsors.

NOW, before the year is over, call or visit every sponsor to simply say, “Thank you.” Tell them you want to have a conversation about how your partnership will look in the coming year. If they are making decisions NOW about what to add to the budget, ask them to consider adding their sponsor amount but designated for program instead.  Then set up a plan to visit in January to explore just how this program gift would be implemented. Be open to a change.

2. Outline how a company can have a “hand’s on” relationship.

Instead of hawking what you get, ask them how their company can take an active role in a project you are doing, give tours, host an event for your donors at THEIR company that also includes a tour of THEIR company. Get creative.

3. Partner with your key individual donors to engage the gifts of their friends along their passions.

This past year I was involved with 3 efforts to raise over $1 million with a lead gift ($750,000) from the donor and the rest from friends they partnered with us to engage and ask. This was a far different experience than a one-night bash and raised more money. The giving was sparked by the friendship – not necessarily the cause but a few will stay donors beyond this gift in honor of a friend.

4. Smaller gatherings make for more personal interactions.

Sometimes I scratch my head why we think big numbers mean success. Long ago my Dad said after one of my major events, “If I’d have dropped dead on the floor no one would have found me until morning.” Even as well as we plan, do we talk with each sponsor? Do we race through the sponsor list generating a weak round of applause at the luncheon?  Maybe you need to do the same thing 10 times on a smaller scale. Time wise, there is actually an efficiency that comes from the repetition and the interactions are so much more meaningful.

 5. Create a real relationship. This is why we make a difference and how does that resonate with your giving goals?

I know…sounds like Major Gifts Marcy. BUT, if we take sponsors out of the transaction mindset and have genuine conversations about the difference they are making to help create a community where their employees want to live, work and raise a family, I think we’ll have results well beyond the sponsorship levels.


Now is the time to begin the conversations about what is meaningful NOW for your corporate and individual sponsors. Presenting a package that supports all arts groups instead of 5 separate asks may be a better win for all. Shorter, smaller events targeted at connecting specific folks may be better than one massive annual gala and generally build better relationships and raise more money. What other options are there? Maybe our sponsors know something we are not willing to admit about our events.

 

Marcy Heim is a trusted authority in the development profession and helps organizations and educational institutions boost their major gift programs through artful, long-term relationship building that dramatically increases fundraising success while promoting increased staff job satisfaction. To receive a free chapter from Marcy’s book, Empower Your Board to Serve as Effective Development Ambassadors, click here.

Questions:  Contact Cathy Yerges at Cathy@MarcyHeim.com

 

 

 

 

 

 

 

 

 

 

 

{ 0 comments }

Clearing Clutter from your Life

November 3, 2017

Ever look around your office or home and wonder how you would even begin to deal with all the stuff? Simply put, clutter is anything that gets in the way of living the life of your dreams. If you want a different job, a better relationship or greater peace of mind, but your life is […]

Read the full article →

When You Believe, You’ll Be Believed

October 13, 2017

Oprah Winfrey said, “Our beliefs can move us forward in life, or they can hold us back.” As we head into year-end, your beliefs will indeed play a major role in your results. I believe more than any other time of year if you believe in what you can accomplish between now and December 31st, […]

Read the full article →

Are your barriers real?

October 5, 2017

                For several months, our road has been torn up – beautiful old trees cut down, wires buried, bike path roughed in, and a round-about and medians added. We are just now about to lay the final new pavement. The ROAD CLOSED sign has been my daily companion […]

Read the full article →

Are You ON FIRE With The Possibilities?

September 16, 2017

As you move forward this fall, are you embracing the upcoming special holidays, sports and year-end fundraising tasks with excitement?  Or, are you pulling out last year’s agendas and plans, digging out last year’s decorations and putting them up in the same places with a sigh, “Where did the summer go?” Here’s a few thoughts on […]

Read the full article →

How To (and not to) Create Emotion and Drive Action With Stories

August 28, 2017

Stories told for good can raise millions. I’m a great storyteller. Sharing stories for 23 years about our UW-Madison faculty, research and students connected my donors to the results of their giving.  Givers felt uplifted by their giving experience. But what happens when our stories so manipulate the emotions of the listener that their lives […]

Read the full article →

No Fundrasing Close Involves Just One Person

August 11, 2017

Consider every action you ask someone to take – call, write, volunteer, give–as a contract of sorts–an agreement. It is a partnership between you and them. BOTH of you are part of making it happen. 4 Actions to Improve Fundraising Results 1. Always have these questions in mind as you think about your prospective givers overall […]

Read the full article →

Creating the Best Relationships Includes Others – Our Partners

July 28, 2017

You CAN’T, and shouldn’t, do it alone. I used to try to do it all myself.  I’m smart, dedicated, passionate and pretty darn talented at creating sincere relationships that benefit all involved – personally and professional.  And for sure….by the time you get someone else involved, you could do it yourself THREE times over, right?  […]

Read the full article →

Creating White Space in your Life – Part 2

July 14, 2017

The bad news is time flies – the good news is you’re the pilot. In the last Artful Action, I gave you eight take aways to create WHITE SPACE! White space is the open space between blocks of copy or graphics. The amount and location of white space gives you a feeling that reading a piece […]

Read the full article →