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 Haddad, Ed.D., CFRE, is currently associate director of development, director of capital campaigns and director of corporate development for The Salvation Army Indiana Division in Indianapolis. He also serves as president of Duke Haddad and Associates LLC and is a freelance instructor for Nonprofit Web Advisor.
He has been a contributing author to NonProfit PRO since 2008.
He received his doctorate degree from West Virginia University with an emphasis on education administration plus a dissertation on donor characteristics. He received a master’s degree from Marshall University with an emphasis on public administration plus a thesis on annual fund analysis. He secured a bachelor’s degree (cum laude) with an emphasis on marketing/management. He has done post graduate work at the University of Louisville.
Duke has received the Fundraising Executive of the Year Award, from the Association of Fundraising Professionals Indiana Chapter. He also was given the Outstanding West Virginian Award, Kentucky Colonel Award and Sagamore of the Wabash Award from the governors of West Virginia, Kentucky and Indiana, respectively, for his many career contributions in the field of philanthropy. He has maintained a Certified Fund Raising Executive (CFRE) designation for three decades.