The Investment Driven Model & Why it works for Rescue Missions

14 Feb 2023

Fundraising

It's no secret that nonprofit organizations are finding fundraising more challenging in a post pandemic, and recession-leery economy. This is especially true for Rescue Missions. Most Rescue Missions depended on the revenue generated by direct mail, and in fact, have historically been able to budget a 5-8% increase in that revenue year over year. It's not news to say those days are over, and now Rescue Missions and similar organizations are searching for ways to add additional revenue.

To compensate, most direct mail firms are offering mid and major-donor programs: segmenting a database, identifying prospects, designing special appeal packages, and mailing them out. The appeal design may be different, and the package size may change, but the primary content of the ask is the same. It is often transactional, emotionally based, focuses on outputs, and asks the recipient to make a charitable gift. Not surprisingly, the response to these 'special' appeals is mixed.

For years as a Rescue Mission CEO I struggled with this, realizing that I was not effectively engaging the high-net-worth prospects in my database. It was like we weren't speaking the same language. Come to find out, we weren't!

I talked about how many individuals I served; they wanted to know how I impacted my community. We weren't speaking the same language, and I was frustrated. I was talking about outputs, how many meals, how many nights of shelter, etc., while they were thinking of outcomes, value propositions, and true impact. High capacity prospects didn't want to make a gift; they wanted to make a meaningful investment.

I met Convergent Nonprofit Solutions when I was searching for a firm to manage a capital campaign. From the first meeting, I knew the Convergent approach was different. Shifting the paradigm to present my organization as an investable community asset, the focus of Convergent's Investment Driven Model would be on our outcomes - how we impacted our city not just our activities. I understood Convergent would not be looking for donors but would bring my organization investors. The more we spoke, the more I realized - this is precisely what I was missing. Finally, I understood ‘the language.’

I've since moved to the other side of the desk. As a Senior Project Director with Convergent for the last two years, I've spoken with hundreds of prospects and have raised millions of dollars. With each conversation I've had, the thought continues to surface - this is precisely what's missing in Rescue Mission fundraising. Direct marketing is absolutely necessary for a comprehensive fundraising program, but it can't stand alone. The most cost-effective funding strategy is to engage the high-net-worth prospects already in your database.

Contact us today to learn more about how Convergent can help build a culture of transformational investment for your Rescue Mission.

Contact Convergent

About The Author

Rich Trickel

Senior Project Director

Department: Team

I’ve staked my adult career path on nonprofit organizations, so I deeply and clearly believe in the high value they bring to our communities. Whether they’re seeking to provide rescue and positive placements for animals, address crucial social needs, or bolster a community’s economic strength, I see nonprofits assisting every sector of our society.

I’ve personally benefited from nonprofits as well. Early on, I purchased my first home through a neighborhood nonprofit, an amazing collaboration connecting first-time homebuyers with mortgage advice, rehab grants, etc. I’ve now spent the bulk of my adult life serving within nonprofits (mostly in the crisis and human services sectors), so I understand their unique funding needs and, given the right strategies, their powerful fundraising capabilities. Knowing firsthand the ins and outs of maximizing an organization’s strengths, I’ve successfully organized capital and operational fundraising, donor relationship-building, and events.

While serving within an organization that needed a significant capital campaign, I became acquainted with—and was soundly impressed by—Convergent’s outstanding campaign process and people. When I was presented with the opportunity to actually join the team, I was thrilled!

Rich’s experience in nonprofit work in the past 25 years includes a primary focus on organizational growth and development, innovation, analytical processes, and fundraising. Working exclusively for privately funded nonprofits, Rich has been responsible for raising millions of dollars on an annual basis. His fund development work includes cultivation of individual investors, foundations, and corporate donors.

With his extensive background in nonprofit leadership, Rich understands the importance of thinking both strategically and creatively. He is enthusiastic about sharing the responsibility of helping community leaders develop the systems and relationships they need to support both their organization and their community.

Generating support from businesses, foundations, individuals, and government organizations is a skill that Rich honed during his tenure as CEO of a nationally-recognized nonprofit serving the homeless. Rich directed a successful $6 million capital campaign and managed annual campaigns raising $5 million a year. He oversaw all aspects of these campaigns including building credibility, developing the fundraising skills of his staff, and communicating the organization’s outcomes to investors. As a former client of Convergent, Rich has seen firsthand how solidifying these elements of Asking Rights can lead to campaign success.

Summary of Responsibilities

Served as CEO of a large nonprofit in the Midwest, overseeing a capital campaign and several annual campaigns.
Responsible for directing several major donor and mid-level donor fundraising programs.
Founder and CEO of a successful direct marketing firm, serving dozens of nonprofit organizations throughout the US and raising millions of dollars.
Successfully launched and grew a communications department to include website development, direct mail, social media, online advertising, radio, public relations, and event promotions.
Master’s of Administrative Leadership in Adult Education from the University of Wisconsin-Milwaukee.