Worksheet & Interview Notes
Marc Pitman, FundraisingCoach.com
How should a small organization get started fundraising?
It's all about relationships!
Begin by crafting the story of the organization. Why is the non profit important? How is it doing it uniquely from what other groups are doing?
Developing Strong Board Members
1. Board Retreats with an outside facilitator to help you define
2. A great book to read - Called to Serve by Max Dupree
3. Make sure that members of the board are donating to your organization.
Get REAL - A Four Step Process for Asking for Money
1. Research - Learn about people who could potentially be interested in donating to your cause. Research by using websites like Google.com, peer rating systems, asking your board members or other contacts.
CPI Index - Evaluating potential donors
C______________ - Do they have the ability to make a gift?
P______________ - Are they generous by nature?
I______________ - Are they interested in your cause?
2. Engage - Get to know your donors! Get to know people in your community by participating in local organizations such as the Chamber of Commerce, clubs or other non profits. Ask your board members to introduce you to potential donors.
Continually engage your donors, connect with them, have big goals, know your mission and get excited! Attract people who are wildly enthusiastic about your cause, identify them and get them even more involved with your group.
Reference: Built to Last by
3. Ask - Ask for a donation!
A common question: How do I get my request for donations and help across in a way that doesn't make me feel that I am nagging, begging or whining?
Marc had an excellent way to ask without feeling like your imposing on your potential donors. Listen in to the interview to find out!
The #1 reason people do not give is ________________________________________ .
What does PYITS stand for and why is it so important?_________________________________
4. Live, Like or Love - Following up with people who donate - and those who dont.
How many times should you thank donors? ____
People are _________________ than the gift they can currently give.
How do you turn one time donors into annual contributors?
Mark suggests a _____ year pledge. Why? ____________________________________
The Advantages of Developing Relationships with Individual Donors
Marc discusses the example of a donor who could have made a major contribution as an endowment in her will (planned giving).
What is the best way to approach this donor? _________________________________
In the US, charitable donations are given by Individuals 84% of the time and by corporations only 16%!
What are the benefits of using direct mail and events to make new contacts and further develop relationships with supporters? ________________________________________
_________________________________________________________________________
What types of events are good for making new contacts? ________________________
List of References from the Interview
AudioBook: Creating Donor Evangelists by Marc Pitman
Called
to Serve: Creating and Nurturing the Effective Volunteer Board 
Built
to Last : Successful Habits of Visionary Companies
Creating
Customer Evangelists
First
Break All The Rules