Nonprofit organizations often put much energy into an elegant gala, an annual dinner, a silent auction, or some other special event. The event itself may be a roaring success (or maybe not). But then, as Bay Area fundraising consultant Lela DaVia describes it, “the captive audience attending the event is often forgotten in the aftermath of staff and volunteers recovering from the hard work. If there’s no follow-through, you may have lost a golden opportunity to cultivate current donors and engage new ones who attended.”
A profitable event can, with the correct follow-through, maximize its fundraising potential by fostering new and ongoing donor involvement. This was a key theme in DaVia’s January, 2013 workshop at the Foundation Center in San Francisco, entitled “A NONPROFIT’S NEW YEAR’S RESOLUTION: IMPROVE DONOR RELATIONS.”
What exactly does effective follow-through involve? In the case of one organization with which DaVia worked, it meant that “after the event, every person in the room was entered into the organization’s database; the guests were segmented into categories; and then they were personally contacted by someone from the organization (ideally a Board member or key volunteer), asking how they learned about the group and inviting participation, for example in the next year’s event-planning efforts.” Sending a follow-up letter or e-mail is another option for communication.
Of course, the organization that holds the event may not have a complete guest list on hand — after all, if a corporation buys a table and invites various employees and their family members to attend, even the ticket-buyer may not know until the last minute who will actually show up. But your group can capture such names by unobtrusive means, such as putting out a guest book, offering a door prize, or holding a contest (in which attendees are quizzed on facts about your organization). You can do all of these to cover all bases.
If this sounds like common sense or something you’ve heard before, remember that it’s still not the way things typically happen. In fact, lack of follow-through was a prime concern expressed by members of DaVia’s workshop audience. In many cases, despite coming from established nonprofits, and their interest in attending the workshop indicating their organizations’ commitment to professional development, many cited lack of follow-through as a major impediment to their group’s fundraising success. Sometimes the ball got dropped even before the event was over, as in: “We have house parties, but no one is willing to make a clear ask for money.”
Follow-through issues can be compounded when a group brings in a consultant to serve as events planner. The very person who was devoting the most energy to assuring the event’s success must pick up and leave when it’s over, along with a good deal of institutional memory. No matter how great a job the event planner did at creating notebooks or files describing what happened before and during the event and what needs to happen after, the key is actually reviewing those notebooks to take the next steps. A good new year’s resolution to cultivate those donors from minor to major!