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Frfth Booklet FUNDRAISING FROM THE HEART with Lynne Twist An Audio-Video Course on Effective Generative Fundraising The Fundraising from the Heart Audio-Video Course is designed as a training tool for fundraisers in the social profit (not-for-profit) sector. It is comprised of this handbook, a 25-minute video tape, and three one-hour training audio tapes. Additional copies of the course may be ordered at a cost of $95.00 from: Fundraising from the Heart c/o Synergem 115 Newfield Ave Edison, NJ 08818-6292 tel 800-867-5432 ext. 16 The funding of this project was made possible through generous grants from The Fetzer Institute, Ted Mallon, the Alan Slifka Foundation & Heather McFain. The inspiration and vision for the Fundraising from the Heart Audio-Video Course came from Dr. Dee Mosbacher. Project Manager: Tracy Apple Howard Media Consultant: Neal Rogin VIDEO: AUDIO: Producer: Dee Mosbacher Editor: Tracy Apple Howard Director/Writer/Editor: Neal Rogin Post Production Sound: Narrator: Michael Tucker Silver Shadow Productions Video Editor: Kenji Williams Associate Video Editor: Mike Palumbo WRITTEN MATERIALS: Music Composer: Kenji Williams Editor: Tracy Apple Howard Line Producer/ First Camera: Matthew Siegel Layout and Design: Rhonda Dubin Camera Operators: Alison Rider, Mike Sloat Gaffer: Jeff Wager Key Grip: Rainy Ran Sound: Lori Dovi Production Assistant: David Tennant Sound Recording: Barbara Morgan SPECIAL THANKS TO: The Institute of Noetic Sciences, Joan Holmes, The Hunger Project, Schulberg MediaWorks, Golden Gate Productions, Pat Jackson, Beth Jones, Rob Lehman, Jon Schulberg, Darren Lawson, Tom McCallanan, Angela Wilson & the participants in the May 2000 Fundraising from the Heart Symposium Produced by Woman Vision • www.Woman-vision.org copyright © 2001 Woman Vision and Lynne Twist ii Table of Contents ○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○ Mission Statement ........................................................................................................................... 5 Principles of Fundraising Principles of Effective Generative Fundraising ........................................................................... 9 The Four Key Elements to Successful Fundraising Conversation................................................... 10 Background of Relatedness.......................................................................................................... 11 Asking for the Money .................................................................................................................... 12 Approaching New Investors ......................................................................................................... 14 Tips & Tools that Enhance Effectiveness Identifying the Purpose of Meetings and Interactions ............................................................. 19 How to Lead a Great Meeting & Motivate Your Team ............................................................... 21 Conversations for Possibility, Opportunity & Action ............................................................... 22 Organizing for Action at the End of a Meeting........................................................................... 23 Partnering Resources ................................................................................................................... 24 “Conditioning” a Target ................................................................................................................ 25 “Conditioning” a Target - Sample Worksheet ............................................................................. 26 “Conditioning” a Target - Worksheet........................................................................................... 27 Tracking Pledges ........................................................................................................................... 28 Sample Pledge Form...................................................................................................................... 29 Displaying Fundraising Results ................................................................................................... 30 Resources “Soul of Money / Money of Soul” .................................................................................................35 “The Joy of Fundraising” .............................................................................................................. 43 Tips for Transformative Leaders .................................................................................................47 Recommended Reading on Fundraising and Money ................................................................ 49 About Lynne Twist ........................................................................................................................ 53 iii ○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○ “Come to the edge,” she said. They said, ‘We are afraid.” “Come to the edge,” she said. They came. She pushed them ... and they flew. - Guillaume Apollinaire ○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○ 4FUNDRAISING FROM THE HEART Mission Statement ○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○ Take a few moments to reflect on your life—past, present, and the future as you envision it. Below, write down your life mission, as best you can articulate it at this point in your life: Now, write down the mission of the organization for which you are fundraising: Reflect and consider: Is there a compelling synchronicity between the two missions? If so, continue with the Fundraising from the Heart Audio-Video Course, and good luck! If not, reconsider—it may be time to find another place to put your energies, or to find a way to become deeply aligned with and committed to the organization with which you are currently affiliated. ○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○ 5 ○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○ All that is not given is lost. - Hasari Pal ○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○ 6FUNDRAISING FROM THE HEART - I - PRINCIPLES OF FUNDRAISING 7 ○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○ When you let go of trying to get more of what you don’t really need –which is what we are always trying to get more of– an enormous amount of energy is freed up to make a difference with what you have. When you make a difference with what you have–it expands. - Lynne Twist ○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○ 8FUNDRAISING FROM THE HEART Principles of Effective Generative Fundraising ○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○ • Fundraising consistent with, and born of the mission, will both fulfill the mission and ensure that the work is always viable. • When you bring joy, privilege and honor to fundraising, it will always be productive and fulfilling. • The integrity of the donor’s (investor’s) relationship to his/her contribution is what gives the contribution power. Money given to make a difference, does. It is blessed money. • The moment you ask for money, you raise the quality of the dialogue. You elevate both your relationship with the donor/investor and the work you are doing, and you will be taken seriously. • When you ask people to invest, to be vested in a new future, you honor them by asking them to risk, to take a stand, to cause something unpredictable to happen. This calls for them to be great with their money. • Inspiration and being moved transcend position, opinion and points of view. When people are moved to give their money and moved to have their financial resources allocated consistent with their deepest commitments, it gives them an experience of their wholeness. • A fundraiser has the rare opportunity to empower people to be prime movers— to generate, catalyze, found, invent; to make possible a beginning of something. • A request born of respect for the commitment of the potential investor/donor and an affirmation of who they are will always serve them-even if their answer is no. • The act of investing calls up accountability and ownership. The true value of the interaction is well beyond the money; it is in having called forth a committed partner. ○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○ 9 The Four Key Elements to Successful Fundraising Conversation ○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○ POWERFUL CONTRIBUTIONS / INVESTMENTS ARE MADE WHEN: People are in touch with themselves, with their own vision and 1 magnificence, and with the difference they make. People see that the work you are asking them to fund really 2 makes a difference. 3 People see that their money makes a difference. 4 Someone asks, giving them an opportunity to contribute/invest. ○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○ 10 FUNDRAISING FROM THE HEART Background of Relatedness ○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○○ In fundraising we often think that in order to get more money we need to drive ourselves and our colleagues harder. Sometimes that may be true, but more often than not when results are sluggish and there seems to be a ceiling or a plateau, what’s needed is to broaden and deepen the background of relatedness of the key players. The pyramid below, which represents the relatedness of your team and extended team, demonstrates how the most viable way to make the pyramid grow taller is to broaden the base. (Think of making sand castles at the beach as a child: if you wanted to make it taller, you had to keep broadening the base.) In the diagram, the base is the alignment, commitment and clarity of those who are
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