How to build deeper relationships with your donors and boost your nonprofit fundraising in 2021 so you can build stable donation streams for years to come – Dwight Adkins.

#018 – Dwight works at Swaim Strategies where he helps nonprofits maximize fundraising.  His superpower is relationship building.  He has been building and cultivating relationships his entire life.  Dwight believes “relationships are the key to life and the more you invest in relationships, the more enriched life will be.”

2021 is NOT a time to relax. Spend the year investing in your donor relationships. Reach out to donors and figure out how you can add value to them.  Even if people or companies can’t give this year, cultivating relationships now will set you up for future giving when they are in a position to give again. 

Dwight walks us through 1) why this is important AND 2) how to do it.  He gives us some great tips on how to develop authentic, deep, and mutually beneficial relationships.  You need to commit to it, but the good news is, these are skills most of us already use in our personal lives.

Be sure to check out swaimstrategies.com to learn more about Dwight’s work.

Subscribe

Resources

Swaim Strategies

4 Key Takeaways  

#1 The fundamentals of development are the same as those in relationship building, listen to the donor and ask genuine questions;

#2 Treat them the same way you want to be treated; listen to their priorities; 

#3 It’s easier to cultivate and steward an existing donor relationship than to go out & get a new donor; AND

#4 The most reliable and recession-proof types of gifts are from individual donors, not corporations.

Show Notes

**Click the time stamp to jump directly to that point in the episode

[2:22] The fundamentals of development are relationship building and listening to the donor.
[2:45] Don't only talk to your donor when you want something.
[3:06] Treat them the same way you want to be treated - listen to what's going on in their world.
[3:50] Don't act like you are less than when asking for donations.
[4:30] Confidence shows the donor you are serious.
[5:50] It's easier to cultivate and steward a current donor than to go out and get a new one.
[6:23] You don't want to be asking for something every time you talk to your donors.
[7:55] When you don't ask, you are making the decision for the donor.
[9:40] Ask your corporate donors to introduce you to their counterparts.
[10:18] There's an art and a science to development - the art is relationship building.
[12:11] Most large companies show their giving priorities on their website.
[13:05] Most large companies list their Community Affairs Officer on their website.
[13:30] The most reliable and recession proof types of gifts are individual donors.
[13:50] If a corporate donor has a bad year, is bought, or goes out of business, you have a problem.
[14:49] Maintain a large prospect pool.
[15:55] Don't underestimate the value of the local bank branch
[17:04] As for communication, one size does not fit all.
[17:49] Consider an umbrella sponsorship proposal.
[18:49] You don't need an immediate answer.
[21:06] You need to come to the meeting with an opinion and agenda.
[21:18] Do your homework and know what is important to them.
[21:57] Kiss of Death - Asking for money in the 1st meeting.
[22:34] Donors' situations are dynamic so you should be ready for change.
[23:45] Make sure you are in touch with your contact in December.
[26:35] Figure out if the company matches employee donations.
[27:03] Board member to board member asking is oftentimes successful.
[27:45] Don't rely on the obvious donors or businesses.
[28:27] Always be prospecting and curious about who can support you.

Subscribe

GroupFinity