Smart ideas delivered every other Tuesday from Hartsook Companies, Inc.

September 18, 2007

You've probably heard time and again that fundraising is about relationships. As you develop these ever so important relationships you discover that each person has their own web of contacts. Hidden "gems" are often found in these circles of acquaintances.

Below are some practical ways to maximize both new and established relationships:

1. Meet individually with those closest to your organization - Board members, donors, volunteers, vendors and staff. Ask them to identify and arrange an introduction with people of affluence and influence not yet acquainted with your agency/mission.

2. Meet with CEOs of area civic and professional organizations, superintendents of school systems and PTA presidents to gather similar information.

3. Ask associates in the investment profession who know and work with wealthy people for help in identifying potential prospects.

4. Review lists of directors of major companies and public corporations - see who knows them and can arrange an introduction.

5. Identify and arrange to meet successful entrepreneurs - they may even be willing to introduce you to their peers.

6. Heads of community foundations and those who oversee charitable trusts at banks and other financial institutions can be excellent sources for new prospects.

7. Ask each new major donor who they know that might appreciate your mission and have the capacity to make a significant gift. Ask if they would be willing to introduce you.

8. Interview editors and publishers of major newspapers and business-oriented magazines, particularly if they focus/report on philanthropy.

This "detective" work is fun and quite rewarding and, done persistently throughout the year, will result in new prospects emerging through your web of relationships.

- Terry Snapp, Executive Vice President (Kansas City) tsnapp@hartsookcompanies.com

Another Smart Idea...From the Hartsook Best Practices Collection^SM

"We send donors a jar of honey each year. Our president raises bees, so the connection between the organization and leadership makes a strong statement and serves as a great reinforcer." - Matthew Ruffner, The Leadership Institute (Arlington, Va.)

If you are interested in Best Practices and smart ideas, see these additional resources from Hartsook Companies:

• "Fundraising Magic - 33.5 Strategies for Turning Board Members into Money Makers" by Robert G. Swanson (2007, ASR Philanthropic Publishing). This book shares proven strategies you can implement immediately to give Board members the confidence and tools needed to cultivate donors, solicit gifts and strengthen your organization's position in the community. To order this book, follow this link http://www.ASRpublishing.com.

• "Reality Fundraising: Proven, Practical Ideas for the Enlightened Fundraiser" by Bob Hartsook (2005, ASR Philanthropic Publishing). The book features great ideas, insights and lessons learned through hundreds of best practices from nonprofit professionals nationwide. To order the book, follow this link http://www.ASRpublishing.com.

• "Best Practices Coast to Coast^SM," a compilation of best practices from every state in the union.

• "Hartsook Best Practices Collection^SM," our original collection of 250 best practices and great ideas.

For a free copy of "Best Practices Coast to Coast^SM" or the "Hartsook Best Practices Collection^SM", please email Tammy Weinman, tammy@hartsookcompanies.com, or visit our web site at http://www.hartsookcompanies.com/bestpractices2.shtml. We also invite you to contribute your own best practice by emailing Tami Druzba, tami@hartsookcompanies.com.

Interested in Speakers?

Hartsook consultants are available to speak to your organization on a variety of topics. To read more, visit http://www.hartsookcompanies.com/speak.shtml or email Tami Druzba at tami@hartsookcompanies.com to discuss the possibilities.

Visit the Hartsook Companies web site for:

• Educational opportunities
• Books/reference articles
• Conference/workshop speakers

Strategies for Success explores smart ideas, connecting with more than 1,500 fundraising professionals bi-weekly. We welcome your contributions or comments. If you'd like a free subscription to Strategies for Success - or its monthly companion, eHartsook on Philanthropy - contact Tammy Weinman, tammy@hartsookcompanies.com. You also can reach her at 316.630.9992.

Our web site is located at http://www.hartsookcompanies.com.