Making Your Case

135 Pages·2009·3.06 MB·English

by  John Scarpucci

Makingg Your Case
How to Sell Your Vision to Donors
by Tom Ahern | www.aherncomm.com
Case for Support | Tom Ahern | www.aherncomm.com 1
U.Toronto’s Billion $ Campaign
• Began in 1997, ended 2004
• 217 donors gave $1 million or more
• Of them,, 30 ggave $$5 million or more
Case for Support | Tom Ahern | www.aherncomm.com 2
U.Toronto’s Billion $ Campaign
• 95,000 donors gave less than $1,000
• 112,819 donors in total gave
• Almost half were first-time donors
Case for Support | Tom Ahern | www.aherncomm.com 3
What a case isn’t
Case for Support | Tom Ahern | www.aherncomm.com 4
NNoott aa ggrraanntt pprrooppoossaall.
NNoott aann iinntteerrnnaall mmeemmoo..
Case for Support | Tom Ahern | www.aherncomm.com 5
A sales brochure.
Case for Support | Tom Ahern | www.aherncomm.com 6
EEmmoottiioonnaallllyy ggrraattiiffyyiinngg, lliikkee
aa ggoooodd nneeww ccaarr bbrroocchhuurree..
Case for Support | Tom Ahern | www.aherncomm.com 7
No specialists here!
Case readers are volunteers,
giiviing you a ffew miinutes off
tthheeiirr vvaalluuaabbllee ttiimmee.
Case for Support | Tom Ahern | www.aherncomm.com 8
AAnndd yyoouu ccaann’tt eexxppeecctt tthheemm
ttoo rreeaadd ddeeeepp..
Case for Support | Tom Ahern | www.aherncomm.com 9
The fickle eye.
Case for Support | Tom Ahern | www.aherncomm.com 10