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Recognizing Major Donors

Recognizing Major Donors

Q: One of our donors made a generous gift in October, which we announced with a press release and online news story. Six weeks later, the donor added to that gift. What would be the best way to announce this increase in the original gift?

Ann Marie in Michigan

A: Recognition of major donors is an important element of the cultivation process. You want to be sure that the recognition is appropriate, timely, and most of all, meaningful to the donor! If they appreciated the press release, it might be best to do another one announcing the additional gift. If the increase was nominal in comparison to the initial gift, a press release might not be appropriate, but perhaps a personal visit or call from your CEO or a key board member would be. Many times, donors have a specific type of recognition in mind. While we could spin our wheels trying to guess what would be most meaningful, it is often best to just come right out and ask, suggesting one or two options, yet leaving it up to the donor to choose. We find that major donors appreciate that consideration.

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Benevon’s Key Metric #2: Ensuring an Abundance of Ambassadors

The Art of Blessing and Releasing

Think you already know what the Benevon Model is? Think again!

We have distilled five key metrics to ensure your success. Here’s the second one:

Minimum of one new volunteer Ambassador is generated from the follow-up calls after each Point of Entry Event.

Answer these questions to see how your organization is doing at meeting this second key metric:

  1. Was each guest invited to the Point of Entry by an Ambassador with whom they have a pre-existing relationship?
  2. Does each guest know in advance that they will be receiving a follow-up call from your Team Leader to give their feedback?
  3. Does the Ambassador host say, at the start of the Point of Entry, “I am an Ambassador for _________ (organization), which means I am a volunteer who helps spread the word by hosting a _________ (Point of Entry Event) like this. As we go through the next hour together, please be thinking of any other individuals or groups of people in your life who might want to learn more about our organization. I hope you will become an Ambassador”?
  4. Does the Team Leader have enough of a speaking role at the Point of Entry to ensure the guests will remember them and take their follow-up call?
  5. At the end of the Point of Entry Event, does the Ambassador use the following script?“_________ (Team Leader) will be calling each of you in the next few days to get your feedback. Please accept her/his call. If you were inspired by what you’ve seen today, the best way you can help us is by telling others and inviting them to a similar _________ (Point of Entry Event).

    “If you would like to invite others or host a session like this for a group of your own friends or colleagues, please let _________ know that when she calls you. My hope is that, after what you’ve seen today, you will consider becoming an Ambassador. That’s the very best way you can help us.

    Thank you all and have a great day.”

  6. Immediately following the Point of Entry, do you meet with your Visionary Leader to review the names of each guest to see if there are some guests that should be called by the Visionary Leader rather than the Team Leader?
  7. Has your Team Leader set aside enough time to make the follow-up calls two to three days after the Point of Entry Event? Allow 15 minutes per call. If you do not reach the guest, leave one voicemail message and send an email requesting the best time for a call. If you do not hear back within five days, call again. If you need to leave a message, let them know you won’t call back after this. Tell them you’d still appreciate getting their feedback and ask them to call you.
  8. When a Point of Entry guest says they want to become an Ambassador and host a private Point of Entry, are you prepared with possible dates and an explanation of how the process works? Have you scheduled your next call with this new Ambassador to make a plan for filling their Point of Entry?
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Inviting Guests to the Point of Entry

Inviting Guests to the Point of Entry

Q: We are starting our Point of Entry this Friday as a soft start with a few select guests. I am wondering if you have an email that we could use with some key points for our invitation to our guests.

Jennifer in Montana

A: In the Benevon Model, each Point of Entry Event is a private event that is hosted and filled with ten or more guests by a volunteer Ambassador. Ambassadors are board members, volunteers, donors, staff, or parents of students at your school who are passionate about sharing the work of your organization with others in the community by inviting them to a private Point of Entry.

Since you are just getting started with Point of Entry Events, we would recommend that you begin by identifying potential Ambassadors and inviting them to your first few Point of Entry Events. Once they’ve seen the program, they will be able to commit to hosting their own Point of Entry with a full understanding of what that entails. Look for people who are passionate and who follow through on what they say they will do! Reach out personally, by phone or face to face, to invite them to see something new that you’re doing to get the word out about your organization. Stress that this event is not a fundraiser and they will not be asked for money, but that you are going to make a follow-up phone call after the event to get their feedback. Tell them you are hoping they will be interested in hosting something similar in the future for a group of their own.

Once they’ve attended the Point of Entry, in the follow-up call, which happens two to three days later, ask if they would be willing to serve as an Ambassador, hosting and filling a future Point of Entry with ten or more guests. If they say yes, you will work with them to identify their guest list and coach them to invite their guests personally, just like the invitation the Ambassador received to their initial Point of Entry.

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Renewing the Passion for Your Mission

Renewing the Passion for Your Mission

Scarcity and resignation, thinking it can’t be done—these are the recurring challenges for anyone committed to big results. To deal with these challenges, you and your team need to be able to readily tap into your genuine passion for the mission of your organization.

And there is definitely no scarcity of passion in the nonprofit world if you know where to look for it.

Almost everyone is originally attracted to a cause or organization because its work is something they feel passionate about. Whether that cause is families, foster care, substance abuse, mental illness, international relief, physical or intellectual disabilities, advocacy, faith, the environment, arts, education, healthcare, animal welfare, housing, or public policy, what attracts each person is almost always a prior personal experience.

Perhaps they have a family member with that particular disability or a close friend who experienced discrimination due to a mental illness. Perhaps they developed a love of the outdoors as a child, or their passion for science dates back to the first time they looked through a microscope in elementary school science class.

But passion can become buried or lost over time. When that happens, how do you get it back?

The Passion Retread Exercise
We do a small group exercise at our workshops that we call the Passion Retread exercise. Working in the nonprofit sector, the tread on the passion tire sometimes wears thin. So we ask each person in the small group to answer these two simple questions:

  • Why do you work or volunteer at this particular organization?
  • What is it about their unique work or mission that inspires you and keeps you engaged?

While some volunteers will say that they want to give back to the community, when we ask them to take a deeper look, many tell us they feel called to do the work of the organization. For them it is an avocation.

Answering these simple questions truthfully, in a small group of dedicated board members, staff, and volunteers, reconnects people to their own passion, to each other, and to the mission of the organization.

I once asked a group of board members from a chapter of the American Lung Association to answer these questions. One of their long-standing board members immediately offered his response. “I know exactly why I’m here,” he said. “When my son, Adam, was eight years old, he died in my arms while having an asthma attack. I vowed in that moment to give my life to doing whatever I could to find a cure for childhood asthma so that no other parent would ever have to experience such a tragic and painful loss.”

Before you embark on implementing the Benevon Model for Sustainable Funding, do this exercise with your entire team:

  • Ask each person to look more deeply at their own reasons for being involved with the organization.
  • Then give them the time to share their answer to this question with the rest of the group.

It will focus each team member on their unique connection to the mission of the organization and add new tread to their passion. It will bond you as a team and sustain you as you move forward.

A tip: this exercise also works well when done with long-standing board members, volunteers, and staff.

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Benevon’s #1 Key Metric

Benevon’s #1 Key Metric

Think you already know what the Benevon Model is? Think again! We have distilled five key metrics critical to your success.

Here’s the first one:
Minimum of two sizzling Point of Entry Events per month, each hosted and filled (with ten or more guests) by an Ambassador.

Answer these questions to see how your organization is doing at meeting this first metric:

  1. Do you have at least two Point of Entry Events per month?
  2. Is each Point of Entry a private, invitation-only event, hosted and filled by a board member, volunteer, or someone from the broader community? In the Benevon Model, a Point of Entry Event is not:
    • An open house that you post in the newspaper and online
    • A recruitment event for new volunteers or new students for your school
    • A presentation at a local civic group, like Rotary
  3. Does the Ambassador have a personal relationship with each of the guests? Relationships are the glue that holds the whole model together. People who agree to serve as a host for the day at an open-to-the-public event or a Table Captain do not qualify as Ambassadors.
  4. Do you open each Point of Entry with a welcome from the Ambassador who explains that she is an Ambassador for the organization, shares her personal story or connection to your mission, and asks guests to consider becoming a future Ambassador as they take the tour today?
  5. Do you have people introduce themselves at the start of the event, stating their connection to your organization if they have one?
  6. At each Point of Entry Event, does your Visionary Leader (executive director or CEO) give an inspiring talk, following the Benevon format?
  7. Do you clearly delineate your organization’s three “buckets” (areas of impact)?
  8. Do you have three carefully thought-out tour stops, each highlighting one of your three buckets, stating a myth, a myth-busting fact, a story (via letter, audiotape, or in person), and a need?
  9. Do you end your Point of Entry with a live testimonial from someone whose life has been changed thanks to your work?
  10. Does your Point of Entry Event last sixty minutes or less?
  11. Are people inspired and moved to tears several times during the hour?
  12. Does the Team Leader have enough of a speaking role at the Point of Entry to ensure the guests will remember them and take their follow-up call?
  13. Do you end your Point of Entry with your Ambassador reminding the guests that they will each be receiving a follow-up call from your Team Leader to:
    • Give their feedback about the event
    • Ideally, become an Ambassador, because the very best way they can help your organization is by telling others and inviting them to a similar Point of Entry?

You will likely find you need to make some modifications and tweaks in your Point of Entry and Ambassador programs to meet this first key metric.

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New Year’s Treats

New Year’s Treats - Colorful Candy

We have many new treats for you in 2018.

First, I’m excited to announce our newly updated website. In addition to a beautiful new design, we’ve added a quiz and other resources that everyone, from brand new organizations just getting started with the model to our seasoned Sustainable Funding Program alumni, can use in your day-to-day implementation of the Benevon Model. We hope you’ll visit and let us know what you think!

Additionally, we are changing the frequency and structure of our Benevon E-New$. New articles will be posted weekly on our Benevon Blog, and a weekly email will be sent to E-New$ subscribers with links to our blog updates, as well as other key bits of information about news and upcoming events.

We’ll be diving deep into quarterly topics aimed at development staff, your CEO, and board, starting with a look at Benevon’s Five Key Metrics for success. Each quarterly topic will include white papers and templates, so if you’re not already an E-New$ subscriber, I encourage you to sign up today.

We hope you will enjoy these new resources, and find them useful!

-Terry