A Higher Bid E-Book

Kathy Kingston

• Herausgeber: John Wiley & Sons
• Kategorie: Fachliteratur
• Sprache: Englisch

Seitenzahl: 416

Veröffentlichungsjahr: 2015

Beschreibung

Transform fundraising events into long-term revenue with expert auction advice A Higher Bid is the nonprofit school and organization guide to planning and executing more exciting, more lucrative special event fundraisers. In this book, award-winning consultant, fundraiser, speaker, and professional auctioneer Kathy Kingston shares her proprietary and proven approaches to audience development, board empowerment, leadership succession, guest cultivation and engagement, and donor development. You'll learn how live auctions, special appeals, innovative icebreakers, silent auctions, and new technologies can help increase revenue, and how to execute these events in a way that translates to a stronger donor base for long-term giving. Kingston describes how to match the guest list and catalog for better results, and reveals the strategies professional auctioneers use to curate the right auction items and discover the right people to generate optimum revenue and engage donors. This book offers a fresh approach to fundraising, showing you how charity benefit auctions can be made a centerpiece of fundraising special events to drive both short- and long-term fundraising goals while providing a fun and inspiring opportunity to generate awareness and keep supporters excited about the mission. Using Kingston's proven framework, you'll learn effective ways to: * Strategically increase high-profit revenue streams * Increase your organization's donor base * Empower the board toward efficiency and productivity * Engage supporters more deeply and keep them invested Donors are the lifeblood of any nonprofit organization, and sustainable revenue depends upon their high engagement and willingness to give. Well-executed benefit and charity auctions have proven to be effective fundraisers for nonprofits, associations, and schools of all types, and A Higher Bid is the expert guide to optimizing these special events for maximum impact.

Leseprobe

Table of Contents

Title Page

Copyright

Dedication

About the Author

Join Kathy's community

Foreword

Introduction

Note

Section I: Strategic Benefit Auctions: The New Catalyst for Philanthropy

Chapter 1: The Shift: Event Transaction to Philanthropic Transformation

Pillar 1: Find Out What Matters Most to Your Supporters

Pillar 2: Invite Your Supporters In

Pillar 3: Inspire Your Supporters to Fall in Love with You

Pillar 4: Give your supporters reasons to stay in love with you forever

Pillar 5: Invest in What Counts; Ignore the Rest

Revitalized Leadership Roles for Board Members and Auctioneers

Philanthropy Model versus Transaction Model of Auction Fundraising

The Giving Gap

Conclusion

Notes

Chapter 2: Bid High and Prosper: Are Auctions Right for You?

Critical Factors for First-Time Benefit Auctions and Every Year, Really ...

Decide What Kind of Auction You Want

Consider These Questions for a First-Time Auction

A: The Role of the Professional Benefit Auctioneer

U: One-of-a-Kind Items Make Your Event Unique

C: Cultivate Auction Guests

T: Timing Is Everything

I: Inspiration for Impact

O: Outcomes

N: No Bidder Left Behind: The Fund-a-Need

S: Sound, Lights, Action!

Conclusion

Notes

Chapter 3: Energize and Empower Your Board and Team

Engaging Board Members

Keep the Energy Going after Your Auctions

Start Now for Next Year

Leverage Board Contacts for Sponsorships

Conclusion

Note

Chapter 4: Make Your Auctioneer Your Quarterback

Catapult Your ROI: Increase Your Profit by 20 Percent or More

All Auctioneers Are Not the Same

Audience Motivation

Lead Time

The Style of Selling: The Chant (That Thing Auctioneers Do)

Showmanship and Fun

Advantages of a Professional Fundraising Auctioneer

Your Magic Formula: Return on Auctioneer (ROA)

What Do Organizations Want?

How Nonprofits Benefit: What's in It for You

Other Services Fundraising Auctioneers Offer

The Auction Team: Professional Auctioneer Bid Assistants

How to Retain a Great Auctioneer

How to Interview an Auctioneer

Competencies of a Benefit Auctioneer

Auctioneer Compensation

Your Mission Ambassador

The Fundraising Auctioneer—Your New Philanthropic Partner

Your Auctioneer Can Be Your Coach Too

Conclusion

Notes

Section II: Designing Strategic Benefit Auctions

Chapter 5: Attract the Right People First

Obsess on Strategic Audience Development

A Philanthropic Approach to Audience Development

Attract More High Bidders

Draw on Your Development Professionals Expertise

Empower Your Community of Champions

The Super Connectors

Get Rid of Your Ticket Committee

Kathy's Top Strategies for Audience Development

Five Mistakes You'll Want to Avoid

We Sold Out! Create the Expectation to Give

Make Your Event a Signature Networking Opportunity

Conclusion

Chapter 6: Procure Incredible Auction Items

It's All about Relationships

What's

Hot

? Fulfill Fantasies, Hit Emotions

What's

Not

? It's Personal

How Many Items to Procure?

Analyze Your Auction Data

Use Time as a Guide

Making the Ask

No Is Not Always No

Kick-Off Rally

Connections to Procure Auction Items

A Few of My Favorite Things

Consignment items

The Dream Game

Conclusion

Note

Chapter 7: Make Your Show Flow

Planning Your Show Flow

Anatomy of a Benefit Auction

Design an Inspiring Program

Make Every Minute a Revenue Minute

Transitions: From the Fund-a-Need

Shrimp Cocktail—Your Secret to Big Silent Auction Bidding

Run Your Auction Like a Track Meet

Add a Stage Manager and Speaker Handlers

Note

Chapter 8: Communicate Donor Impact

It's Not the Plane—It's the Destination

Riveting Remarks Raise More Money

Getting to the Heart of Your Message

Extreme Focus on Fundraising

Kathy's FAB Formula

Leverage Your Sponsors' Marketing Power

Sponsors Have Powerful Relationships

The Gift of Influence

Public Relations

Specialty Newsletters and Publications

Social Media Marketing for Benefit Auctions

Item Solicitation and Procurement

Marketing during Your Fundraiser

Climb the Golden Ramp

Conclusion

Notes

Chapter 9: Measure Impact

Your Auction Data Is a Goldmine

Know Thy Audience

Performance Snapshot

Beyond the Numbers

Kathy's PILI Method: Purposeful Informal Listening In

Kathy Kingston Fundraising Auction Impact Scale

You Get What You Measure

Conclusion

Notes

Chapter 10: Leverage New Technology

Fundraising Auction Software

When to Do an Online Auction

Top Strategy for Fund-a-Need Mobile Bidding

Conclusion

Note

Section III: Conducting Strategic Benefit Auctions for Donors and Dollars

Chapter 11: Optimize Silent Auctions for Loud Results

Too Little Money for Too Much Work?

Strategically Cultivate Guests during Silent Auctions

Empower Your Leadership Team Now

Your Auctioneer Is Your Ambassador Too

Learn from the Retailers

Claim the Prime Space

Amazing Grazing

How Many Silent Auction Items?

Generate Crowd Momentum

Elevate Your items

Superb Sound

Silent Auction Quad Pods

Timing: When to Close Silent Auctions

Volunteers Are the Key to Success

What's New in Silent Auctions? Mobile Bidding

Conclusion

Notes

Chapter 12: Maximize the True Worth of Your Live Auction

Twin Morals of the Story

Twin Strategies for Ultimate Live Auctions

Why Live?

Stop Selling Items—Start Selling Your Cause

Why Risk It?

Stand Up Front and Gain a New Perspective

Combo Auctioneer and Emcee

A Hidden Benefit of Live Auctions

Increase Generosity: Prepare Your Guests to Bid

New Stakeholder Leadership for Higher Bids

Curate Your Live Auction Items

The Fun and Profit Factor at Your Live Auction

“Auction-tainment”: Lights, Camera, Auction!

Double Double—Dollars and Donors

When Bigger Is Better—Bid Cards

The Value of a Live Auctioneer Team

Engage Donors in New Ways

Note

Chapter 13: Ignite Generosity with Fund-a-Need Special Appeals

Double Your Income in 10 Minutes

Inspire Generosity and Goodwill

The Secret Ingredient

Communicate Emotionally

Characteristics of a Successful Fund-a-Need

Showing Donors That Their Gifts Made a Difference

Why You Need a Professional Benefit Auctioneer

Preparing Your Fund-a-Need Speaker

The Run-Through Required

Visuals during the Fund-a-Need

A Long-Term Strategy

Eight Key Points for a Successful Fund-a-Need

Conclusion

Notes

Chapter 14: Add Strategic Income Streams (…and Fun)

Make Every Minute a Revenue Minute!

Planned Spontaneity and Profits

Add More Fun

Fresh, Fun, and Profitable Income Streams

Heads-and-Tails

The Mystery Grab Bag

Premium Dessert Frenzy

Auction Chicken

Party Boards

Gift Card Frenzy

Centerpiece Auctions

Silent Auction Green Line Auction

Golden Ticket

Pot of Gold

Wild Card Auction

Mini Live Auction

A Word on Raffles

Great Fundraiser Warm-Ups

Notes

Section IV: Leveraging Strategic Benefit Auctions

Chapter 15: Keep the Money Flowing

The Party's Over—See Ya Next Year…Maybe…

Stop Inviting Guests and Start Engaging Donors

Do You Treat Every Guest as a Donor?

Your Auction Items Are Sold, but Are Your Guests?

Cheers! Sonoma Harvest Wine Auction's Stunning $4 Million Success

Pick Door Number 3: Take Your Organization to the Next Level

Create the Greatest Impact—A Strategic Donor Cultivation Plan

Get to the Heart of What Matters

The Power of a Story

Notes

Acknowledgments

Resources

Associations

Journals and Media

Auctioneers

Books

Articles and Reports

References

A Final Call: Giving Back and Passing Forward

The Kingston Fund

A Special Note to Kids

Inspire Others and Yourself

Notes

Index

End User License Agreement

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Guide

Cover

Table of Contents

Introduction

Section I: Strategic Benefit Auctions: The New Catalyst for Philanthropy

Begin Reading

List of Illustrations

Chapter 1: The Shift: Event Transaction to Philanthropic Transformation

Figure 1.1 The Philanthropy Model of Fundraising Auctions

Figure 1.2 Philanthropy Model Word Cloud

Figure 1.3 Transaction Model Word Cloud

Figure 1.4 The Giving Gap

Chapter 2: Bid High and Prosper: Are Auctions Right for You?

Figure 2.1 Four Facets of Fundraising Auctions

Chapter 9: Measure Impact

Figure 9.1 Doorways to Greatest Impact

Chapter 14: Add Strategic Income Streams (…and Fun)

Figure 14.1 The Benefit Auction Brain

Chapter 15: Keep the Money Flowing

Figure 15.1 Community of Champions

Figure 15.2 Doorways to Greatest Impact

More Praise For A Higher Bid

“Just as Kathy the auctioneer can ignite the passion of an audience, so will she ignite your passion for raising funds and changing the world. If you want to be an effective fundraiser, then read A Higher Bid again and again.”

Sharon J. Danosky, President and Founder, Danosky & Associates

“Kathy Kingston has moved mountains for so many non-profits with her impressive auction expertise, event savvy and incredible talent as an auctioneer. In A Higher Bid, she takes special event fundraising to a more meaningful and impactful place, all with an emphasis on mission. Enjoy these words of wisdom from one of the best in the field!”

Hadley Luddy, Executive Director Big Brothers Big Sisters of Cape Cod and the Islands

“Kathy's book is just like one of her exciting gala auctions: Compelling ideas that you feel good about and want to invest in. It is also easy to read with great take aways to start using for your events right now.”