Smart ideas from Hartsook Companies, Inc.

January 13, 2009

Ten Campaign Agreements

Your case for support is clear and compelling, your campaign leadership committee has made their commitments, and your prospect research is thorough. You're ready to begin cultivating and soliciting top prospects ... almost.

Before you step out, ask your campaign leadership to make these promises to each other in the spirit of advancing your mission.

1. No Asking on the Phone
   We will ask for every major gift in person. We will call and schedule an appointment to talk about their support of our project.
   
   
2. No Group Asks
   We will ask for every gift individually. We will not ask a group of people to support us.
   
   
3. No Negativity
   We will remain positive and forward-looking. We will stay focused on the mission, the promise, and the good that will come about as a result of this project.
   
   
4. No Premature Asks
   We will wait until every prospect is ready to be asked, regardless of our timeline and urgency. We will cultivate each prospect to ensure he/she knows and cares enough to say "yes" to our request for a stretch gift.
   
   
5. No Pledge Sheet Asks
   We will ask for the gift, and only use the pledge sheet for follow-up purposes. We will not use the pledge sheets as a prop to ask.
   
   
6. No Saying "No" for Prospects
   We will let our prospects decide their level of commitment. We will not decide, because of circumstances we believe to be true, they no longer care about this project.
   
   
7. No Open-Ended Asks
   We will ask each person for a specific amount for a specific purpose. We will not ask anyone for "whatever they would like to give."
   
   
8. No Leaving the Ball in Their Court
   We will retain the right to follow up. When we ask for a gift or make other contact, we will let prospects know when they can expect a follow up.
   
   
9. No Acting on Our Own
   We will act on behalf of our organization as a part of a larger campaign plan. We will not decide, on the spur of the moment, who to ask, what to ask for, and who will make the ask.
   
   
10. No Leaving Them Hanging
    We will follow up when we say we will. By doing this, we will show our prospects their gift matters, we are responsible, and they can trust us to do what we say we will do.

- Karin Cox, MFA, Senior Vice President (Wilmington, NC) kcox@hartsookcompanies.com

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

"Remember to ask for the gift when the donor asks you to ask." - David Tinker, Greater Pittsburg Literacy Council (Pittsburgh, Pa.)

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" or the "Hartsook Best Practices Collection", please email Cathy Rutz, cathy@hartsookcompanies.com, or visit our web site at http://www.hartsookcompanies.com. We also invite you to contribute your own best practice by emailing Shelly Chinberg, shelly@hartsookcompanies.com.

Visit the Hartsook Companies web site for:

• Educational opportunities
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Strategies for Success explores smart ideas, connecting with more than 1,500 fundraising professionals bi-weekly. We welcome your contributions or comments. Send to Strategies for Success and eHartsook Editor Karin Cox, MFA, Senior Vice President (Wilmington, NC), kcox@hartsookcompanies.com. 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.