Dee Jay Oshry Fundraising Recap (again)...

Here are the highlights from the 1/26/08 session with DJ:

Pittsburgh is the 16th largest with regards to corporate headquarters: corporations are overwhelmed with requests! "Challenge Dollars" a great way to approach corporations.

Individuals: the future of fundraising. A very "un-tapped" resource.

Fundraising: legally and morally the responsibility of the boards (the entire board--not just one or two individuals).

When approaching individuals for an "investment" in the library: talk about the library, the programs, the accomplishments and how the library is central to the community. Talk about the vision; talk about the future. Get them excited about what the library does for the community.

People do not give unless they are asked.

People give to people! People want their money to make a difference.

Translate services into dollars: "$100 will pay for 2 children to participate in summer reading".

People are inspired by what "can be"--they are not interested in keeping the lights on or paying for staff (that is the board's responsibility!).

At the beginning of every year (January's board meeting, you should "establish a case for the library"--something that everyone can know and recite when they are out and about (yes, board members are supposed to be out and about talking up the library...).

It should include the NEEDS OF THE PEOPLE WE SERVE--NOT THE STAFF (or the library as an institution).

Libraries don't NEED; The Community NEEDS.

Goal: Every board member participates in the fundraising program of the library.
1. Every board member gives and should give in January. They can't ask others to give if they themselves haven't given.

2. Suggest prospects for the annual solicitation letter. You should be continually adding to that list.

3. Look at the list annually and identify those that have the capacity to make larger contributions. They may need a personal phone call, a personal letter, or even a visit.

Letters:
The first letter goes out in February and talks about the upcoming year and what it will bring as far as programs and services.

The second letter goes out in May and should highlight the summer activities.

The third letter goes out in September as school is beginning and highlights the services the library provides to its students.

The fourth letter goes out on Black Friday as asks that they think about the library when making their year end gifts.

All letters should be personalized. Personalized letters have a response rate of 15% as opposed to non-personalized, direct letters which have a return rate of 1-3%.

Cultivation! Each board member can suggest people they know in the community to approach or send letters to. It is an on-going process, cultivation, and should never stop.

Board member job description should be clear:
attend meetings every month;
attend fundraising functions;
participate in fundraising;
contribute once a year.

Board members should know their library. Be able to talk about specific things and articulate well. Know the case for support and be specific: here's what we are all about; here's what we are doing". Keep it simple.

Discuss the vision, NOT the PAST, but TOMORROW!

Enthusiasm! Talk about the library enthusiastically!

Make it EASY for people to give.
Have a link on your website.
Accept credit cards.
Accept monthly, quarterly, semi-annual payments--very effective!

Stewardship: it is our obligation to keep them in the loop. Send them newsletters, announcements...

The library is a community asset.

Many people believe that libraries are solely support by taxes. A huge misconception.

Try matching challenges, "I gave $200, I hope you will join me."

Think end user.
Think community.
NOT library!