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

March 21, 2006

The last few years have seen a subtle shift from word-intensive case statements to ones with less copy, fewer pages, more "call-out" boxes and a greater use of pictures and graphics. This is, no doubt, a reflection of our times - and a nod to the challenge of time many donors experience.

But whether the case is a full-blown tome or a brief set of highlights, its importance has not diminished. A good case for support:

• Connects with prospects and volunteers

• Tells your story, taps the passion

• Shows you are smart and well managed

• Defines your need and solution

• Invites involvement, investment

• Focuses on benefits - not features

• Stresses the difference a gift will make...and for whom

• Proves you are a smart investment because of your

  - Solid plans and vision
  - Solid past and present
  - Solid management and leadership
  - Fiscal responsibility

Clearly, the case is not something to be taken lightly.

But there's a caveat: The case, in and of itself, rarely closes the sale. Don't send it alone and expect it to do your work for you. The case is best used to support ongoing and personal cultivation.

Your case for support has another benefit: It serves as the foundation for all other campaign presentations, including talking points, proposals and publicity. This will ensure consistency, accuracy and the best face forward.

- Ron Fredman, APR, Senior Vice President (Kansas City) ron@hartsookcompanies.com

This is the message Ron will deliver to the Association of Fundraising Professionals International Conference from 3 to 4:15 p.m. on Saturday, April 2 in Atlanta. The name of his presentation: "Winning Their Hearts and Their Wallets: The Case for the Case for Support." It is listed in the conference program as Workshop CC1.

Another smart idea...From the Hartsook Best Practices Collection^SM

"We developed an assessment tool we are using with our centers to assure focus on the fundamentals of development. The tool includes all areas of development and explanations of what is involved in each area." - Sandra Byrd, ACFRE, Devereux Foundation (Villanova, Pa.)

If you're interested in Best Practices, check out these additional resources from Hartsook Companies:

• "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
• "Another Two Dozen Best Practices and Great Ideas^SM," a special edition which features suggestions from 24 Hartsook Companies consultants
• "Hartsook Best Practices Collection^SM," our original collection of 250 best practices and great ideas

For a free copy of any or all of the "Best Practices" collections, please email Erika Turner, erika@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 Erika Turner, erika@hartsookcompanies.com. You also can reach her at 316.630.9992.

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