The terms “sales” and "selling" make a lot of nonprofit people nervous, which is too bad. There are many beneficial sales skills nonprofits would be wise to adopt, especially if you're raising major gifts and corporate sponsorship. So kindly overcome your distaste for “sales” and “selling” and read on. Fundraising and selling are two ways to generate income. Why not see what our for-profit brethren are doing that we could use??
Does your forecasting feel like this? If so maybe we need to rethink things. One of the things I want to rethink is the difference between the pipeline and the forecast.
The PIPELINE isn’t the same as the FORECAST. Even though we have almost always squished these two distinctive concepts into one, they're really not the same. But there's an unquestioned assumption at work here.
Hey, do you know where you put your Case Statement? Maybe you call it your Case for Support. Maybe I should ask, do you HAVE a Case Statement? Well, we've been studying this very subject in our Leaky Bucket Study for Effective Fundraising. And the answer we're getting is kind of depressing. So far, only about 16% of those surveyed told us that they have an up-to-date Case Statement. And lots of those giving that answer were large, well-established agencies!
Your fundraising pipeline, that useful calendar of prospective grants and gifts that you try to keep full, may only tell you two things today: "what's coming in soon?" and "are we going to meet our fundraising goals this quarter?" But your pipeline could tell you many other valuable things - if it could speak "Donor,"' that is, speak to you in the voice of your donors, grantors and corporate partners.