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little sort of art and geometry project from grade school called the geometry of fundraising and I'm gonna try to actually fit all of fundraising campaigns and strategies into 15 minutes kind of late maybe like two minutes Shakespeare and the concepts that we're going to go over I think will be useful whether they're new to you or you've been through many different fundraising classes and that sort of stuff it's a good way to encapsulate sort of being too little the way to fundraise universally I'd like everybody to if they have their piece of paper just drop the top three basic shapes we're going to draw a triangle a circle these are our basic geometric shapes so we're going to use to pretty much understand out a campaign yeah and when I say campaign I don't mean like a big effort to raise millions of dollars for a building but you can use the same concepts if you're thinking about just how much you need to raise over a single year or an annual fund or for your operating room first the triangle we're also going to draw two other triangles one right side up in one on its head and the one here on the left is donors and the one on the right is dollars and I'm just going to do a little more drawing pyramid for a line here on this one and aligned out here on this one and this is 80 now this is a very standard mathematical equation that probably most of you know which says that 20% of our donors give us 80% of our money and when we say donors I'm talking about individuals corporations foundations put government money and earn income sort of outside of that picture so what does this relationship mean it means that if we want to make our budget every year or reach the goal for our campaign we need to make sure we know who these twenty percent of the people are and by people I again foundation and we'd better make sure that we have strong relationships with those folks and this is really true if you go back to your office and you take a look at how much money you raised last year and who gave it I'm very sure that in almost every organization whether here $50,000 nonprofit or a 50 million dollar nonprofit you're gonna find that there's this this relationship so the other interesting thing about this is that down here is where typically you know for years and years it would be where people did direct mail campaigns telephones all that kind of stuff this money and those those relationships and those activities those are really important you can't really run a non-profit effectively most the time without them but if you focus your effort down here you're never gonna get what you need to run your operation which is 80% of the money so a lot of the times for instance I'll meet with a potential client and they're gonna say okay well we need to raise X amount of money we're gonna send out a letter to everybody we know when we're gonna ask them to give you know a thousand dollars the interesting thing and the thousand dollars maybe a lot interesting thing is that that's never gonna get you to here and when you send out that letter and you get the mother back it's gonna come in in the distribution of some people are gonna give two thousand dollars we're gonna give 50 thousand fifty dollars coming in this kind of distribution so you need to do things that again figure out who these people are one other interesting thing before we move on to the next geometric shapes is today a lot of this work is in online giving social media that sort of thing and that's it it's very exciting it's very cool you got to do it I advise people to do it but you're making a mistake if you think that's gonna get you here and in fact social media and online giving took a really big jump forward with Obama's 2008 campaign where there was a lot of attention on you know this was a grassroots effort and it was a very amazing thing that he and his staff were able to do however shortly after the 2000 campaign report came out analyzing is giving turns out that the majority of gifts were either people giving multiple times through the internet so that their total giving was above you know twenty five or two hundred dollars and or or people giving significantly more and in fact the recorded numbers show that Obama actually received eighty percent more money from large donors those giving a thousand dollars or more total than from small donors very widely known circle those of you who are drawn please draw two circles circle on the left it's called your network circle on the right is us giving the second one minutes so also in the network you want to draw some concentric circles those aren't very concentric but get the idea these are actually points that some of the previous speakers refer to but you need to figure out like right here in the beginning I mean in the center that's your staff that's your board those are your closest friends so in order to raise money effectively first of all you have to have a center of your circle you have to have a sort of nucleus of your network there and over time you have to figure out how to use this group of people to effectively connect to the people who are somewhat further out in your network this this whole thing right here this is kind of like the key to to a lot of successful fundraising something how that really works in detail it's really if you can figure out how to do that effectively you've done a big part of the job so you need to to know who these people are to figure out that 20% there and then you know sometimes you have people who are if this is your circle we've got people here on the periphery who are in the outfield sometimes there are people who are out of balance and your job is really you know who can I use in my network to to reach these individuals and frankly sometimes I'll sit down with nonprofit leaders and then they'll say well I want to get to Bill Gates and for some reason you know he's feel like he's kind of like a mythical theory but always got a foundation now everybody somehow wants to get money from Bill Gates and you know like a personal check occasionally and this is kind of funny I mean occasionally somebody will say yeah I actually know is so-and-so who knows then it's okay but otherwise he's really for most of you he's in outer space okay so us giving this was referred to by Hildy also let's put a little line there so we've got a pie and this here is 75% of the pie this represents the individual giving in the United States this doesn't change very much here to here in terms of percentages of pesos over 75% there abouts of the money that is donated to charity in the United States each year comes from individual donors the other 25% or so comes from foundations corporations and requests which actually do include the requests it makes individual giving significantly more so the total amount that is given each year is roughly three hundred billion dollars plus or minus so that's a lot of money that comes from individuals my point here is that many many nonprofits focus on government money corporate money foundation money earned income really really important great money if you can get it if you're not figuring out how to maximize your individual donations still be sipped starting us off this morning figuring out what your network is you're missing out on a lot of potential money you can get and you're gonna probably have a hard time maximizing this 20% of the people who jeepers certainly know looks like I have a few minutes left sure everybody's wondering what's the right thing I didn't put it on here two reasons one I don't have enough room but the other is that on the back of this geometry page which you can pick up on your way out if you don't have one there are two gift tables that are assembled and a lot of you probably already also familiar with gift tables that's our rectangle a gift table is a very very elegant way to put the metrics of how you do fundraising into a simple rectangular chart and what it does is it shows us both the people that the number of gifts that you need and then the number of prospects that you need to get those gifts at various dollar levels to reach your goal and then I put two samples here one is a $500,000 campaign and the other is of a five million dollar campaign and again that could be an annual fundraising effort work could be a multi-year effort and what happens is if you take some time to study this chart you can put some specificity around this you know if I need say 25 people to reach this 80% of my dollar goals do I have those 25 people already in my network do I know who I can go to or am I gonna have to spend two months a year figuring out how to increase this network to reach those people very elegant tool we use it a lot in the fundraising campaign Willman also just helping what I wanted to cover to go over I just done I wanted to show you I brought my business card which I'm sure very hard to see from the back there so I flew it up a little bit not very much and this also kind of refers to Bill Gates if you can see and and if not these are on the table out there and also on this side as my contact info if you'd like to contact me this is an infinity symbol and these are little dollar bills so if the my logo is infinite money in green of course I'm optimistic and it relates to Bill Gates because he said once I have infinite money meaning that I thought more money than I could ever personally spend so may all of our nonprofits aspire to that