JF Smith GroupJF Smith Group
JF Smith Group
Helping You Help Others
  • About Us
    • What We Do
    • How We Do It
    • Our Team
  • Our Services
    • Campaign Management
    • Feasibility Studies
    • Advancement Assessments
    • General Counsel
    • Electronic Screening
    • Staff Training
    • Fund Raising Seminars
      • Fund Raising Seminars
      • Seminar Comments
  • News and Updates
    • Client Updates
    • Newsletter
    • Event Calendar
  • Articles
  • Contact Us
  • About Us
    • What We Do
    • How We Do It
    • Our Team
  • Our Services
    • Campaign Management
    • Feasibility Studies
    • Advancement Assessments
    • General Counsel
    • Electronic Screening
    • Staff Training
    • Fund Raising Seminars
      • Fund Raising Seminars
      • Seminar Comments
  • News and Updates
    • Client Updates
    • Newsletter
    • Event Calendar
  • Articles
  • Contact Us
August 8, 2013Leave a commentArticles, Philosophy of Fund-raisingBy Susan Crowe

 J.F. Smith Group’s Philosophy on Fund-Raising

 

  • Fund-raising is a team effort – It takes every person in the development office working together to achieve your goals and objectives.
  • Formula for Success:  BP + CS x E = S                                                                                                                                                                                                                                                               (Basic Principles + Common Sense x Effort = Success)
  • Basic Principle #1 – Always ask for a specific dollar amount. This is the greatest mistake made in fund-raising today.
  • Basic Principle #2 – Major on the majors – do not major on the minors. Try to stay focused on prospects who have the inclination, ability, and willingness to support your organization.
  • Basic Principle #3 – People who are involved in your organization tend to become committed to it and the dollars follow their commitment. Therefore, individuals, companies and foundations who are identified as major prospects should first be invited to become involved in Your organization’s programs or committees.
  • Basic Principle #4 – Your solicitation success rate increases with the number of preliminary  meetings you have prior to making the “ask”.
  • Basic Principle #5 – Volunteers are essential to your overall fund-raising success because they duplicate your efforts and volunteers give more than non-volunteers.
  • Basic Principle #6 – Never make a solicitation request without written (proposal) justification.
  • Basic Principle #7 – Development officers should be evaluated on the number of contacts, solicitation requests and dollar amount of proposals presented – not on the amount of money they raise.
  • Basic Principle #8 – Stewardship is necessary if you are going to cultivate and build a relationship with a previous or current donor.
  • Basic Principle #9 – The first gift a person, company or foundation makes is generally their smallest gift.
  • Basic Principle #10 – Development officers should always carry the President or Board Chair on major solicitation calls. Prospective donors always want to hear from the decision makers.
  • Basic Principle #11 – There is no shortage of money – just a shortage of great big bold ideas (projects) where the prospective donor feels his/her contribution can make a difference.
  • Basic Principle #12 – Always “sell” what the prospective donor wants to “buy”.
About the author

Susan Crowe

Related posts
Always Use A Proposal
Always Bring A Proposal On A Solicitation
November 2, 2018
Reading Body Language
The Art of Reading Body Language
October 23, 2018
Best practices for saying thank you and stewardship
The ABC’s of Saying Thank You
October 17, 2018
Jerry gives his advise on how to handle the post solicitation follow-up.
How to Follow-Up After a Solicitation
September 13, 2018
9 Best Focus Group Questions
The 9 Best Questions for Focus Groups
September 10, 2018
Cultivate Donors For Life
The 7 Steps to Cultivate Donors for Life
September 6, 2018
Leave Comment

Cancel reply

You must be logged in to post a comment.

Contact us to get a copy of Jerry’s new book!
Think Up!...and Achiever Your Fund-Raising Goals
What others have said about Jerry’s book…
  • Thank you very much for the book. Read it cover to cover and loved it. You’ve been a tremendous mentor. As I think about the best coaches I’ve ever had, you’re right in there as you all share the common threads of being great communicators who excellently stress the basics, the fundamentals for success.

    Best,

    B.J. Antes
    Dallas Catholic

    Read it cover to cover and loved it.
  • I wanted to thank you for sending me a copy of “Think Up”. I read it immediately and had several takeaways that will no doubt be helpful in my fundraising efforts.
    Best wishes and Merry Christmas!

    Bo Kerr
    Deputy Director of Athletics for Revenue Generation
    Samford University

     

    Thank you!
  • Thanks for the book!  You are giving away all of your secrets!  Great stuff.

    Chris Terrill

    Great stuff.
  • I am so excited about your book! Thank you so much for sending the UW Foundation Development Staff copies. In fact, the timing of this could not be better. It was my New Year’s resolution to read more, learn more, and grow in this professional area. And now, I have a book from the BEST!!!

    Pepper Jo Six (PJ6) ‘97
    Director of Development
    University of Wyoming Foundation

    …excited about your book!
  • “I read your book over the weekend and was very impressed. It was an easy read and a lot of great information for all business people. Thanks for what you are doing at Cumberland and for sharing the book with me!”

     

    – Wayne Starks

    Very Impressed!
  • “Kudos! Your “Think Up!” book is excellent! For those new to the profession, it is a guide to the sequence of seeking and securing philanthropic support. For veterans, it is a review of best practices. And well and enjoyably written. Congratulations! Bravo! Well done!”

    -Roger Schifferli

    Kudos!
Recent Posts
  • Cypress Christian School Opens New Campus Life Center & Gym
  • Always Bring A Proposal On A Solicitation
  • Whitesburg Christian Academy Nears Completion of Second Capital Campaign
  • Southern Arkansas University Presents Jerry with Plaque of Appreciation
  • Rockhurst High School’s new Student Life & Alumni Center
Contact Us
  • Phone
    334.502.5374
  • Email
    stevejankiewicz@jfsg.com

Find us on:

FacebookTwitterGoogle+YouTubeLinkedin
Contact Us
  • Phone
    334.502.5374
  • Mailing Address
    P.O. Box 1197 Auburn, Alabama 36830-1197
  • Email
    donnanunes@jfsg.com

Find us on:

FacebookTwitterGoogle+YouTubeLinkedin
About JF Smith Group
Thank you for your interest in JF Smith Group! We'd be more than happy to assist in any way that we can with your organization and your goals! If you have any questions, feel free to use any of the contact information on the Contact Page, or simply use any contact form you see on the site. We'll do everything in our power to get back in touch with you as soon as possible.
Contact Us
  • This field is for validation purposes and should be left unchanged.
Quicklinks
  • Homepage
  • About Us
  • Our Services
  • Our Team
  • Receive Our Newsletter
  • Privacy Policy
JF Smith Group
© 2017 JF Smith Group. All Rights Reserved.