TCAL Annual Meeting 9/8/05
 

Marketplace Perspective/ A new approach to development by Institutions

Yantis, Spencer T. Yantis
 

I.     The Old Way Versus the New Way

Old Way was an organization thought the more we talk about our needs and desperate state the more the donor would give. Question… who wants to give to a looser.

New Way The organization recognizes that the donor has the needs, dreams and the organization positions it self to answer those needs.

II.     How and where do you start?

Clear Vision    Is the vision of your organization clear and concise. Can you remember it with out having to look at a piece of paper? Does your vision serve as an inspirational message for where you are going?

Realize/visualize You have to visualize your success. The golfer who sees hitting a slice will more than likely hit a slice. I have done it at the 6th hole at my home golf course so many times. You must visualize success.

Development office Become friends with the development office see how you can help them, Make sure they know what your vision is. Also listen to their advice. They do not have a closet full of donors, but they have a way to help you develop your own closet full of donors

III.     Starting from Scratch

Communication plan   you need to develop a communication plan to donors and prospective donors. Write personal notes to those you meet, develop a newsletter tat gives exciting news. Thank donors not only when they give the gift, but maybe a year later when you talk about what the gift has enabled you to do.

Community programs Offer events in your facility to the outside. Things like planned giving seminars, investment seminars, travel etc. Always get names and addresses and thank the people for coming. Be there or have a representative who stays for the whole meeting.

Galas and other high profile events Attend and introduce yourself, drop a note afterwards to those you met. Volunteer to the president’s office to help fill in tables they have bought. Always be willing to be a last minute fill in.

CASE Conference  An excellent conference is the CASR Fundraising for deans. It is always top notch. Just ask Dana Rooks. You will understand the jargon, the methods and increase your ability to communicate with development professionals. (We do have our own jargon like Liberians)

Befriending other deans/ faculty/ staff  Always keep your “friends” posted and informed. Invite them to your activities. Seek their advice.

Explore town’s hidden assets  Get to know the trust officers at banks many of them handle family foundations and trust that can benefit you. Not all foundations are in the directory. Get to know the law firms which do estate planning. Offer your facilities and ways that people can remember the library in their estate plans. Get to know the family foundations in your town, most meet over the thanksgiving holiday to make their year end gifts. Also get to know the successful financial planners, once again let them use your meeting rooms.

Build relationships by:

1.     Handwritten notes

2.     extending invitations

3.     keep a record of their interests

IV.     What to launch

Annual Fund- annual appeal, small gifts but keep track of consistent donors they are prospects fro special gifts

Special Gifts – folks who have supported you in the past through annual funds etc. if you know of their personal interest match it with an opportunity within the library. Requires some research of your past efforts/relationships with the donor

Major Campaigns – These are normally given during a campaign effort. These gifts are asked for first and they set the tone. If you are going to ask for several folks for a major gift. You ask for the largest gift first. It will set the tone for the others.

Planned Giving – This should be done regardless. Posters that say remember the library in your will. Hosted planned giving seminars. High lite previous planned or estate gifts to plant seeds with others.

V.     Preston’s 12 step program to successful library fund raising:

1. Recognized that it will be a challenge

2. Don’t forget the wives, they outlive their husbands
3. Best candidates are those who have an interest in History and literature
4. Libraries with archives have an added appeal
5. Patience is a virtue
6. Square dealing. Lies are half truths will always catch up to you
7. Relationships with people count
8. Need to be creative in approach
9. Be aware of territorialism
10. Enhance the community beyond the walls of the library
11. Make sure your staffs are fully involved in activities at your library. Don’t leave “friends” meetings early, you are sending a bad message

12. Always remember your staff; some might become the nation’s first lady.

Ben Franklin Quote…” My practice is to go first to those who know the cause and believe in it, and ask them to give as generously as possible. When they have done so, I go next to those who may be presumed to have a favorable opinion and to be disposed to listening, and secure their adherence. Lastly, I go to those who know little of the matter or have no predilection for it, and influence them by presentation of the names of those who have already given. Do not neglect those who you are sure will give nothing, for in some of them you will be mistaken.”