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Individual
Donor System
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to Services
The
American Association of Fundraising Council reports that
individuals are the most lucrative source of revenue for
nonprofit organizations. Last year, individuals accounted for
83% of all contributions. By stark comparison, corporate
and foundations accounted for nearly 15% of all contributions.
LAPA
provides technical assistance for implementation of a 4-Step
Individual Donor Giving System.
In the 4-Step Individual Donor system, individual donors
are:
1.
Introduced to an organization, educated and inspired
2.
Followed-up by phone one-on-one and involvement is
explored
3.
Asked
for multi-year gifts (based on an organization’s Units of
Service)
4.
Re-involved
through a detailed cultivation plan.
©
Terry Axelrod, 2000
We work with the Board,
administrative staff, program staff, volunteers and clients to
develop a system in perpetuity that others will be able to
learn, implement and adapt as necessary for future individual
donor fundraising. This includes training on the 4-steps and its
related components, including assistance on PR materials
development, database management, donor prospecting, individual
coaching, assistance with "Ask" event planning, and a
detailed cultivation plan including an online cultivation
strategy that complements offline efforts.
Our approach to
individual donor giving is practitioner focused (not
theoretical) and largely integrates the work of Terry Axelrod
and Kim Klein. Terry Axelrod’s work around the 4-step system
gives fundraisers a theoretical model for developing a system
(with checks and balances). What we feel is missing from
Terry’s 4-step model are the practitioner tools needed to
introduce the system to an organization. Kim Klein’s work
often offers these tools. Her work (and ours) gives fundraisers
the practical "nuts and bolts" of cultivating
individuals in the effort to make them life-long donors to an
organization.
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