The Donorly Method in action

“I know I’ve got a great idea, but I need the money to make it happen!”

How we helped a founder-led organization get its footing.

We unearthed several ways to help an exciting young organization overachieve. Through the plan we designed, contributed revenue increased by 80% in the past two years, and took its gala from a net loss, to earning three times its goal, and then another 50% increase again the following year. 
How did we do it? The charismatic founder needed some minimal coaching on the art of the ask, and we set up the systems to keep the fundraising machine running smoothly. We migrated the organization into a new fundraising-friendly CRM, organized gift records, set up easy-to-manage processes and routines for annual appeals and events, streamlined the grant application process, and implemented best practices for Board involvement.

“We need to grow in order to survive!”

How Donorly helped an organization move from small-time to big-deal.

Over a multi-year engagement, we worked with the staff and leadership of a client organization to professionalize its processes and increase fundraising capacity. We launched a multi-year fundraising campaign, which started with the organization's lead donor relationships and expanded beyond the organization's inner circle. The multi-pronged approach of raising campaign funds, stabilizing the annual fund, and identifying new avenues for institutional support proved highly successful. During the period of this engagement, the staff doubled in size and the operating budget of the organization increased by 38%.

“Why can’t we get to ‘yes’?”

How we helped our client close the deal for a new gala table.

A client had hired a new Director of Development who wanted to solicit her contact at a major corporation for a gala table. After much email back-and-forth, nothing happened, and our DofD was getting frustrated. We talked through a script and the tools she needed to confirm the corporate table purchase over the phone. One call, and the transaction was complete. The organization welcomed a new corporate donor to the gala, and have come to that annual gala ever since.

“I have an interesting lead, but I’m not sure what to do with this information.” 

How we help shape the conversation that moved a mid-level donor into the lead.

A client was cultivating an annual fund donor who had been making modest gifts to the organization over several years. During one conversation the donor casually mentioned that they had included the organization in their estate plans. We researched this individual and provided information on the person’s capacity and affinity. This was new information, and the client followed up offering the donor a tour of the facility. It was time well spent. The donor felt taken care of, and a six-figure gift soon followed.

“I’ve never met this donor, but they sure seem to like us!”

Cultivating a transformational gift from a major donor.

When a client received an unsolicited gift of $25,000, they asked Donorly to perform extensive research on this individual. By conducting a thorough research profile, it was identified that the donor was a very private individual with vast resources and a strong affinity for the client’s mission. Armed with that information, the client devised a cultivation and solicitation plan that led to a second gift of $2.5 million a few months later.

“I have the opportunity of a lifetime and one chance to get it right!”

How we guided prioritizing the guest list for a high-profile cultivation dinner toward quick results.

A client looking to build their Board and Major Gifts program had a special opportunity to host a 10-person dinner party with an A-list celebrity, and wanted to invite prospects and donors who were the best candidates to be future Board members and become major donors.  
They had a pool of 40 individuals, and wanted to make sure they asked the 10 who had the best potential. Extensive research helped this client prioritize the invitations. We got it right. Solicitation after the dinner resulted in a $50,000 first-time gift, and another commitment to take on the gala-leadership role at $100,000. Both of these relationships eventually resulted in a Board membership.

“Can I really ask for $1,000,000? I hardly know them.”

How we helped a Board member make an informed request.

A Trustee of a small organization had scheduled a solicitation meeting with a new prospect for a campaign gift. The prospect was highly interested in the mission of the organization, but was a new major gifts prospect, the Trustee didn’t have confidence that the donor could make a gift over $1 million. Donorly research on the individual’s past giving and wealth revealed substantial giving capacity, and a history of gifts at or above $1 million. This gave the Trustee the confidence they needed to cultivate the relationship and request a $1 million gift. The organization received its largest one-time gift soon after.

“I don’t know anyone at this foundation, do you?”

How Donorly helped uncover a relationship history.

A client had been receiving $5,000 gifts from a charitable trust for several years. There was no institutional memory as to why or how the grants were made and the trust’s finances and processes were very opaque. After consulting the organization’s leadership, the twice-removed relationship was revealed, and we developed a strategy for renewed cultivation. The organization was in the midst of a capital campaign, so Donorly put together a strategy around a campaign gift. During an initial cultivation meeting, it was revealed that the trust was looking for an opportunity to honor its namesake’s legacy. At the meeting, the trust committed to a $150,000 gift. This was the first capital campaign they had ever participated in.

“How do we turn renewals into increases?”

How we helped a client right-size their ask.

A client had an annual fund donor making $500 gifts to the organization. During routine research of the full donor base, we uncovered that this donor was giving much larger annual gifts to other organizations. The client felt confident in making an ask for an increased gift and now receives $5,000 from this donor annually. 

“Help! 400 new donors just joined my organization!”

How we organized cultivation of a large pool of new donors to turn them into annual donors.

When a client doubled its annual patron membership over a 4-month period with donors who were largely unknown, the development staff wondered how they could meet and make meaningful relationships with all of these donors in time for the next renewal cycle. Donorly research was utilized to prioritize cultivation efforts for each of these new donors during the first year of patron membership. High-capacity donors were paired with leadership, and research helped jump-start the get-to-know-you process for the remaining donors with staff. The renewal rate for these new donors was 79%, well over the national average of 19% for retention of first-time donors.