There's No Crying in Baseball — or Fundraising!
Can you picture manager Tom Hanks from the movie "A League of Their Own" with a plug of tobacco in his mouth, screaming from the dugout, "There's no crying in baseball!"?
In baseball and fundraising the goal is to score.
Whether we like it or not, we are judged by how much is generated at the end of the game by the number of donors, gifts and amount of funds raised. Think about fundraising in baseball terms. You have to move the prospect from home plate to first base, second base, third base and back to home.
Getting the prospect to first base depends on sound research, proper data systems, information shared by volunteers, sound giving history and experience. You need to identify your prospect and create a managerial strategy.
Through a variety of activities, you have your prospect on first base. As a result of a phone call, letter, e-mail, text, blog, tweet, special event or face-to-face visit, the donor makes an annual gift, which moves him to second base.
You now use the hit-and-run technique to seek an appointment to discuss a specific priority. You ask for a multiyear gift by providing proper cultivation, solicitation and stewardship to move the runner (donor) to third base. You are almost home!
Utilizing proper engagement, relationship building and time, the runner (donor) moves from third base to home plate. A significant planned gift is secured. Your ultimate goal of securing an annual, major plus planned gift is achieved.
Remember, it is at times more difficult to get the first personal prospect visit than to get the gift. Avoid crying by proper preparation and strategy. In the end it's all about scoring and enjoying the game!
Duke has extensive experience as a nonprofit practitioner, author, lecturer and consultant. He has been a contributing author to NonProfit PRO for the last 11 years. He has been a long-standing member of the Association of Fundraising Professionals where he was previously named the AFP Indiana Chapter Fundraising Executive of the Year and has held the CFRE designation for many years.
He received his doctorate degree from West Virginia University with an emphasis in education administration, master's degree from Marshall University with an emphasis in public administration and a bachelor's degree from West Virginia University with an emphasis in marketing/management. He has also completed post graduate work at the University of Louisville.
He is currently executive director of development for The Salvation Army Indiana Division in Indianapolis, Indiana. Contact Duke at email@example.com or 317-224-1029.