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VOL. 133 | NO. 32 | Tuesday, February 13, 2018

Pearl and Mel Shaw

Headed in The Right Direction

Mel and Pearl Shaw

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With this column we share with you the story of Lane College and its recent fundraising successes. Located in Jackson, Tennessee, Lane is a historically black college that needed – and wanted – to increase its fundraising.

Two years ago, they set a goal of raising $6 million over three years. They have raised $5 million and are closing in on the balance. In the past year, the number of donors giving to the college increased by 23 percent, the amount of donations increased by 33 percent, and giving by alumni almost doubled.

How did they achieve all this? We talked with Lane College chief of staff Darlette Samuels to gain details to share with you.

“We began thinking about our fundraising campaign and how we wanted to present our case. It was important for this marketing document to clearly and concisely communicate to a prospective donor the importance of giving to Lane and what the impact of their gift would be to the college,” Samuels says.

They created their case. They invested in that too. One person with experience coupled with fundraising technology.

“From launching a fundraising campaign to posting regularly on social media, effective message is also key to donor engagement and fundraising efforts. By the way, Tom Joyner selected Lane College to be a School of the Month; that resulted in $100,000.”

Importantly, Lane president Logan Hampton got personally involved – and stays involved. To launch the campaign, he called each trustee, asking, “What’s your prayer for the college? What is your passion and what is your pledge?”

The result: Every trustee pledged at least $10,000.

“A young alumna is using her birthday as a fundraiser to make sure she raises her $10,000. One board member celebrated his 50th year in ministry, in which he raised $15,000 in one appeal,” Samuels shared.

Faculty members and the executive vice president actively pursue grants. They have received 11 grants for student development, including a $400,000 grant from the National Science Foundation and $50,000 from FedEx for the college’s career pathways initiative. Hampton is committed to building new relationships with corporate leaders, reaching out and sharing information, and asking for internships and gifts.

Samuels also shared that they answer the phone and talk with people who call! That may sound simple, but we know of too many organizations that have lost gifts because they just couldn’t take the time to answer the phone.

At Lane College, one result of answering the phone is now a new trustee. She called Lane College at the suggestion of a friend at one of the local manufacturing companies. Samuels answered the phone and the two had a great conversation. Fast forward, the college has a new engaged, committed and connected trustee.

Fundraising requires preparation and relationships; that’s how you get headed in the right direction.

Read our book “Prerequisites for Fundraising Success” to learn more.

Mel and Pearl Shaw, owners of fundraising consultancy firm Saad&Shaw, can be reached at 901-522-8727 or saadandshaw.com.

PROPERTY SALES 69 357 17,741
MORTGAGES 66 403 20,438
BUILDING PERMITS 208 696 36,641
BANKRUPTCIES 52 210 11,374