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̙33"T (  &   x,0e0e?Rectangle 2P    ZMarketing Definition A    x0e0e?Rectangle 3P`  RPlanning Pricing Promoting Distributing Your organization s programs and products based on the needs of your constituents2( R (ARA zH  0޽h ? ̙33" .&(  #   x80e0e?Rectangle 2P    WWhat is Marketing A [   x;0e0e?Rectangle 3@`  IMarket Research Product Development Pricing Promotion Advertising Sales J JA JH  0޽h ? ̙33" tl (  %   xD0e0e?Rectangle 2P    YMarketing Questions A    xA0e0e?Rectangle 3@`  What is our mission? Who are our constituents? Who is our competition? What benefits do we offer that make us different from our competition? A H  0޽h ? ̙33" 05(  C   xu0e0e?Rectangle 2P    w1Why Nonprofits Need to Market Their Organizations2 2A 2   x 0e0e?Rectangle 3@`  Global Economy Increased Media Attention More Competition Increased Technology Decreasing Resources Changing Industries More Sophisticated/Less Loyal Donors ZC H  0޽h ? ̙33" @ '(   !   xؐ0e0e?Rectangle 2P    UMarket Research A    x80e0e?Rectangle 30p  hInternal Marketing Audit Development Audit External Focus Groups Market Study Planning/Feasibility Studyd "  5  A"A A5A iH  0޽h ? ̙33"l  P$(  $- $  x`0e0e?Rectangle 2P    aInternal Marketing Analysis A / $  x0e0e?Rectangle 3@  cPast and Current Performance What type of institution do you think you are? Do you have an organizational plan? Are the board of directors helpful in marketing the organization? Is your location a burden or a blessing? What is your organizational culture?6  CC H $ 0޽h ? ̙33"E `(u(  (- (  x0e0e?Rectangle 2P    aInternal Marketing Analysis A  (  xT0e0e?Rectangle 3P`  <Strategic Problems What is your image in the marketplace? What is your marketing history, especially in the areas of fundraising and attracting new clients? How do you discover new prospects?L Z ZCCC H ( 0޽h ? ̙33"j  p,(  ,- ,  x0e0e?Rectangle 2P    aInternal Marketing Analysis A - ,  x\0e0e?Rectangle 3@`  aDo you have access to: Prospects for services, volunteers and funding? Existing donors, those needing to be upgraded, former donors needing to renew? An adequate budget for services and fundraising? Professional service and fundraising consultants? : Z ZCC H , 0޽h ? ̙33"@ 0p(  0- 0  x0e0e?Rectangle 2P    aInternal Marketing Analysis A  0  x0e0e?Rectangle 3`  7Fundraising, service, product costs and performance: What is your service portfolio and what services are you trying to sell your various audiences? What financial constraints are you facing in achieving your goals?25  5AA H 0 0޽h ? ̙33"  4;(  4- 4  xl 0e0e?Rectangle 2P    aInternal Marketing Analysis A  4  x0e0e?Rectangle 3@`  Productivity Rate of financial return Average gift size Average cost per gift Average cost per client Service success rate Program cost percentage Bottom line6  Z Z AA H 4 0޽h ? ̙33" 8(  80 8  x0e0e?Rectangle 2P    dPlaces to Publish Your Mission A  8  x 0e0e?Rectangle 3 `s   Letterhead Framed copy in offices Screen savers Board agenda Board minutes Annual report Newsletter Brochures Video Website Invoices ZC  8  x'0e0e?Rectangle 4   Grant proposals Directions to office Postmark T shirts Fax cover sheets Voice mail Agency checks Business cards Response envelopes  ZC H 8 0޽h ? ̙33"\ <(  <* <  x G0e0e?Rectangle 2P    ^Five Important Questions A " <  xlK0e0e?Rectangle 3`p  VIs your mission statement brief? One paragraph How many goals do you have? One broad goal, many small goals, or both? Are your goals measurable? Do you measure your success quarterly? p!    !CCCC H < 0޽h ? ̙33" ]U@(  @D @  x,0e0e?Rectangle 2P    x2Peter Drucker s Questions A i @  x,_0e0e?Rectangle 3@`  UWhat is our business? Who are our customers? What does our customer consider value?V VC$ VH @ 0޽h ? ̙33" E=D(  D! D  xm0e0e?Rectangle 2P    UMarketing Tools A t D  xr0e0e?Rectangle 3@`  ^Annual Report Newsletter Fact Sheet Press Releases Brochures Public Meetings Mass Media Events_ Z_C _H D 0޽h ? ̙33" 1)H(  H; H  x0e0e?Rectangle 20   oPublic Relations Ideas * CC F H  x0e0e?Rectangle 3 @ ` <4___PPT9 6 Billboards Bumper Stickers Flyers Mass Transit Placards Print Ads-Newspapers, Magazines Radio/TV Commercials Trade Show Booth Banners Giveaways Posters Video h " Z vZGGG H H 0޽h ? ̙33" ZRL(  L* L  x0e0e?Rectangle 2`   ^Defining Marketing Tasks A  L  x0e0e?Rectangle 3    LThe nonprofit marketing plan must answer: What are the targeted markets? What are the key segments within these markets? What are the needs of each market segment? What business do our constituents think we are in? How much interest or awareness do our activities generate? How satisfied are our current customers with our services?:* Z# Z*C#C MH L 0޽h ? ̙33" PM(  P* P  x0e0e?Rectangle 2P    ^Defining Marketing Tasks A  P  xi0e0e?Rectangle 3@`  Concerning our resources: What are our major strengths and weaknesses that could limit or enable expansion? What opportunities are present that will enable an expanded resource base? 2  AA H P 0޽h ? ̙33"t   T(  T* T  xl0e0e?Rectangle 2P    ^Defining Marketing Tasks A : T  xX0e0e?Rectangle 30   n Concerning our business orientation: What is our mission Who are our key constituents? Who are our major competitors? What benefits do we offer that make us different from our competitors? Are there market segments open from competition that would allow us to excel?6%  %CC H T 0޽h ? ̙33" 0X4(  X& X  x0e0e?Rectangle 2P    ZWhat Do Donors Want? A  X  xD0e0e?Rectangle 3@`  Reminders about pledges Thoughtfulness Information Appreciation Acknowledgement News Based on a study done by Mellon UniversityTU  + UCC+C H X 0޽h ? ̙33"o @\(  \# \  xD0e0e?Rectangle 2P    WDonor Cultivation A < \  x0e0e?Rectangle 3@`  p*One-on-One Cultivation Cultivation Events+ +A +H \ 0޽h ? ̙33" #P`(  `( `  x80e0e?Rectangle 2P    \One-on-One Cultivation A K `  x0e0e?Rectangle 3@`  9Visits to Donors Major Donor Files Tours/On-Site Visits: :A :H ` 0޽h ? ̙33" ME`d(  d$ d  x@0e0e?Rectangle 2P    XCultivation Events A y d  x0e0e?Rectangle 3@`  gChoose Your Audience Select Your Event Keep Meetings Short Have a Purpose Tell Your Story Ask for Inputh hA hH d 0޽h ? ̙33"2 phb(  h& h  x/0e0e?Rectangle 2P    ZChoose Your Audience A  h  x810e0e?Rectangle 3@`  0Local Business Leaders Industry Specific Groups Bankers Realtors Insurance people Media Pastors @1 0  1A1A bH h 0޽h ? ̙33"z l(  l# l  x,;0e0e?Rectangle 2P    WSelect Your Event A G l  x060e0e?Rectangle 3@`  {5Breakfast Luncheon Dinner Cocktail Party Focus Groups6 6A 6H l 0޽h ? ̙33"o p(  p  p  xC0e0e?Rectangle 2P    THave a Purpose A ? p  x\J0e0e?Rectangle 3@`  s-Advice Community Awareness Volunteers Donors . .A .H p 0޽h ? ̙33"x t(  t! t  x8Y0e0e?Rectangle 2P    UTell Your Story A G t  x\0e0e?Rectangle 3@`  {5Testimonials Video Written Materials Tour of Facility6 6A 6H t 0޽h ? ̙33"_ x(  x x  xR0e0e?Rectangle 2P    S Ask for Input A 0 x  x`e0e0e?Rectangle 3@`  dQ & A Questionnaire Follow Up  A H x 0޽h ? ̙33"% |U(  |. |  xp0e0e?Rectangle 2P    bEstablishing Marketing Goals A  |  xt0e0e?Rectangle 3@`  What are current industry trends? 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