Welcome! Mastering the Art of Approaching Major Donor Prospects August 25, 2015 11-12:30 pm PT | 2-3:30 pm ET @fdncenter #FCLearn Sarah Jo Neubauer Capacity & Leadership Development Manager Foundation Center @fdncenter #FCLearn 1 About Foundation Center Training Foundationcenter.org/training CenteForu nTdartaionicneninterg.or g /training 2 Webinar Logistics TODAY: Download slide deck — upper left corner Enter your questions — bottom left corner End of the session — please take our short survey! TOMORROW: Look for an email from Webinar/Adobe Connect with a link to the recording! @fdncenter #FCLearn Today’s Presenter Armando Zumaya Senio r Vice President Business Development & Campaign The Mexican Museum [email protected] www.armandozumaya.com @fdncenter #FCLearn 3 Mastering the Art of Approaching Major Donors Foundation Center Armando E. Zumaya August 25th, 2015 [email protected] www.armandozumaya.com 4 Why Prospect?  Money, lots of money  Diversity, no tokens  Developing new MG donor bases  Geographic and demographic expansion  Money  Money When we think of cold calling... 5 The Difference is...  We are easy to get rid of.  We do our RESEARCH. Ummm do we?  You are hopefully selling something awesome! First: Prospect Research  Full Time Staffer  Part Time Staffer  Freelance  Firms  FPRA on LinkedIn (Freelance Prospect Research Assn)  On my website under “Contacts”  APRA’s Prospect-L 6 “It’s not in the budget”  Well then neither is fundraising!  Ok..ok that was snarky.  But………. The reality of this type of work  It’s not easy.  Persistence  Creativity in approaches  The more you do—the better you get.  Courage  When it pays, it pays big! 7 When do we cold call?  No connections  When you have no alumni, no constituents  When you need new leadership  Looking for new growth in donors Prospecting from Lists  NO PROFILES  Database “Cut” Lists OR  Researched Lists 8 Example  Simple names, contact info, any notes  Work numbers are betters  Call first and leave a message  Email after you try phone Name Address City, State, Zip Phone Email FY13 FY12 FY11 Notes 345 Scooby Doo [email protected] Former Board member, Kendra Smith Way Anaheim, CA 96671 323 453-1234 om $1,500 1,000 $640 1 998 Rebecca 323 556- RR1000@gmail. $5,00 $5,00 $5,00No information, has been Rodriguez 233 Palisades St Santa Monica, CA 91123 0098 com 0 0 0 g iving via mail 415 889- jmalone@hotm Joe Malone 55 Arbor St Pacific Palisades 9909 ail.com $1,000 $250 $250 C EO of Dynamix Corp 707 889- [email protected] $8,00 Terrence Russell 334 Mueller Ave San Luis Obispo, CA 90045 0098 m $350 $350 0 M ail donor Case Study: Major City Museum  Great need for new donor growth, “graying” of major donor population  New Circles of Influence  Younger donors  LGBT Audiences  Asian donors  Who are the hubs? 9 Case Study: Public Education  Small MG donor based on historic wealth/philanthropy  Shoe leather needed to identify true donor population  Went from raising $800,000 a year to $4.2 million in two years. 10