Create your own traditions for your fundraising auction

2016 marks the 35th year that the Sun Valley Center for the Arts has held its annual wine auction. 2016 also marks the 22nd year that Atkinson’s Market has donated a collection of seven 3-liter bottles with an image of Sun Valley etched and painted across all seven bottles.

It is a big, impressive, beautiful lot. It is a definitive collector’s lot, and you see previous sets on display in major donor’s homes all over Sun Valley. And over the course of the past 22 years it has raised one million dollars.

The Atkinson's Market annual collection of etched and painted 3-liter bottles is one of many traditions at the Sun Valley Center for the Art Wine Auction.

Every year the image on the bottles changes, making each set unique. Discussions about the art on the bottles, who bought it last year, and who is interested in it this year are all part of the fabric of the weeklong event. Over the course of 22 years, the Atkinson’s Market lot has become as much a tradition as the Wine Auction itself.

I see lots of other examples of traditions like this: the dinner that takes place every year in the same supporter’s home, the trip to Italy to stay in one of the biggest donor’s vacation villa, the chilled magnum of champagne to open the auction. Whatever it is, traditions are a valuable part of any fundraising auction. Traditions provide a sense of continuity, and hopefully make things easier for your solicitation team by not requiring a major revamp of your auction every year.

Whatever your traditions are, acknowledge them, embrace them and make them a part of the fabric of your event. And if you don’t have any traditions yet, now is a great time to create your own.

Creative & memorable save the date card idea

The sheer number of fundraising auctions makes it difficult to stand out from crowd. Every event sends a save the date card, and most of them that come through my mailbox get a cursory once-over before they wind up in the recycling bin.

But this save the date card from the John Muir Health Foundation popped out from the first moment I saw it. Maybe it's a lifelong fascination with holograms, or maybe it is the fact that the card is vibrant and interactive. Either way, this save the date card is unique and eye-catching. 

What is the most creative save the date card you've seen or done?

The most creative save the date card we've seen in a long time, thanks to holograms!

The pre-event marketing that will change your event’s bottom line

If you want your fundraising auction to succeed, you have to market your auction lots in advance of the event. Pre-event marketing can make the difference between an average and a spectacular auction, and different forms of marketing yield varied results.

We often see events focus on methods of broadcasting instead of leveraging individual relationships. For example, we see lots of events focus on publishing the live auction catalog on the Internet or sending it out via hotsheets, email, and social media.

These all have value and are a valid component of any pre-event marketing campaign. However, the most important element of an auction’s success is much more direct: reaching out to individual bidders in person, by phone, or email.

The most successful auction chairs and committees invest time and energy identifying potential bidders for specific auction lots and contacting them in advance to interest them. The most successful auctions have at least two individuals committed to bidding on specific lots in advance.

It is incredibly valuable if you can line up two bidders for each and every lot in advance of your auction – but it’s also an unreasonable amount of work to demand for a longer auction. The truth is it doesn’t have to be done on every lot in an auction, but should be done on a few select lots, including:

• The first two lots in the auction; they set the tone for the rest of the auction. 
• Any lot that has an exceptionally high value; or is more valuable than any lot sold at your auction in the past. 
• Trips with set dates or extended trips that require air travel. 
• Buy-in parties/events.
• Art and jewelry
• Unique access that pertains to the tastes of someone you or the committee knows.

In each case, we are aiming to create momentum, avoid dead-air, and insure that challenging lots are successful in the heat of the moment. The first two lots, for example, set the pace and tone for the rest of the auction. Art and jewelry are the most challenging items to include in most any fundraising auction, and if we must have a certain piece or art or jewelry in the auction, it is important to make sure it succeeds.

The expectation put on these bidders isn’t necessarily that they must commit to bidding until they buy. We are looking to them to get the bidding going; and hopefully drive up the price. If your pre-committed bidders wind up becoming so interested in a lot that they vigorously bid on it and win, fantastic! But it’s not the expectation. At a certain point, we have to trust the process of an auction, and any momentum boost makes that process more successful.

Stick to your timeline

There is a tendency to adjust the timeline of an event mid-event if things aren’t proceeding as planned. Usually it’s because people aren’t bidding on the silent auction with as much fervor as the silent auction chairs had envisioned. They want to keep the silent open for “an extra 15 minutes, to give people a chance to bid.”

Unless there has been a major incident that is preventing attendees from getting to your event on time, don’t alter your timeline. Especially if your timeline has been published in the catalog or elsewhere at the event. The timeline for the evening is the one element that you actually have control over; hopefully you established it strategically.

Altering your timeline can have serious repercussions across the rest of your event. It can throw off the timing for dinner, it delays the start of your live auction, and ultimately it costs you money. More than that, however, altering the timeline can aggravate your crowd.

I emceed a silent auction conducted via mobile bidding recently, hyping items and announcing closing times. The event chair opted to keep the silent open for an extra 15 minutes, to “give people a chance to bid from their seats at dinner.”

When I took the stage to announce that the silent auction would be open for an additional 15 minutes, people actually booed! Their expectations had been set, and they were ready to move on with the evening. They didn’t want to have to spend any more time protecting their bids, they were ready for the next phase of the evening.

This crowd recovered and didn’t hold this decision against me or the organization, thankfully. But all it really takes is for you to piss off one of your big bidders to negatively impact your event.

Strategically craft your timeline, publish it, and stick to it. Your crowd will be happier, and your event will be better for it.

Do you need more than just an "auctioneer"?

Many of our new clients are pleasantly surprised after our second or third meeting about how we have offered many new suggestions and ideas about ways to grow their events. "Our last Auctioneer never mentioned any of this stuff, we talked a couple of times and then he/she showed up at the event, read our catalog to the crowd, and left!" 

We believe that the best way to have a great idea is to have a lot of ideas, ideas that are based on what has worked at hundreds and hundreds of events nationwide and what might work at yours.  Would you welcome suggestions and new approaches about:

• Getting your board on-board
• Getting everybody on your committee on the same page
• Timelines
• Messaging
• Silent auction strategies
• Unique new live auction lots and their ordering
• Crafted appeals
• Changing the mindset of your attendees from "They do the same thing every year" to "I wonder what they're going to do this year?"

As far as I know, the only way to accomplish this is to engage a CONSULTING FUNDRAISING AUCTIONEER, who will work with your team.  Just a few questions during the interview about what kind of participation to expect from a prospective Auctioneer should let you know whether you're getting a bid caller or a game changer!

Registration open for Sonoma & Marin workshop in April

REGISTER NOW FOR OUR WORKSHOP AUCTION 101: THE TOP 10 WAYS TO MAKE YOUR NEXT AUCTION MORE SUCCESSFUL

Registration is now open for our upcoming workshop, Auction 101: The Top 10 Ways to Make Your Next Auction More Successful, taking place on April 13th at the Inn at Marin in Novato. Click here to register now and reserve your space. Seats are limited and this workshop will fill up.

Beth Sandefur will give an in-depth presentation on ways to streamline and improve registration at your event.

Presented by Stellar Fundraising Auctions in conjunction with Beth Sandefur Events, Greater Giving, and Sound Expressions, this highly interactive workshop will cover the top 10 approaches you can take to make your next auction more successful. Whether your event is in two weeks or twenty, learn proven strategies that will help you maximize the philanthropic potential of your crowd. Learn how to fine-tune your fund-a-need for maximum effect, enhance your existing auction lots, streamline your registration process, and more.

Session topics will include:

• Fine tuning your fund-a-need pitch
• Finding hidden lessons in your auction data
• Brainstorming ways to enhance your auction lots
• Messaging: sell the cause, not the party
• Streamlining check-in and check-out
• Making your auction sound great

Click here to register now; seats are limited!

April 13th, 2016 - Novato, CA

9:00am - 3:00pm

Check-in begins at 8:30am

$50 registration fee includes contiental breakfast and lunch

The workshop will conclude with a 1-hour, small group session with each member of our expert panel. We will break into groups by organization type and spend an hour focusing on the topics that matter to you most. Ask questions and get answers that are relevant to the needs of your specific event with experts in the field of fundraising auction planning, implementation, and performance.

Held at the Inn at Marin in Novato, this workshop features plenty of parking.

Register now, and make your next auction an even bigger success!

How long should your auction be?

One of the biggest challenges facing fundraising auctions is determining how many lots to do in the live auction. Too many lots in your auction and you run the risk of boring your crowd, or - worse yet - making them feel like you've bled them dry. Too few, and you leave money on the table.

“How many lots should we do?” is the question most asked by new clients in planning meetings. And, though we hate to answer a question with a question, the answer is: “How long do you want your auction to be?” This sounds sarcastic, but really what we mean is, “how many minutes long do you want your auction to be?”

We average three minutes to describe and sell each individual lot, and it takes about two times that for a successful fund-a-need (not counting videos, testimonial, etc.). This makes for easy math: want a 60-minute auction? Do 19 lots, plus a fund-a-need.

The real underlying question still remains, how long should your auction be? How much of your attendees’ time should you utilize to help you achieve your philanthropic goals of the evening? It is our belief that if you are going to spend the time and energy to get everyone to come together ostensibly in support of your organization, that you are entitled to ask people to focus on financially supporting you for at least 30 – 45 minutes.

But every event has its own unique culture, and every community has different tolerances for fundraising auctions. Does your auction include an awards ceremony? Is it a luncheon instead of a gala? On a Thursday night instead of a weekend? 700 attendees or 150?

These are all variables that impact how long your auction should be. The key is that the length of your auction should be a good fit with the culture of your event, and stay true to the amount of money you need to raise. Be strategic in your planning, and don't be afraid to spend a significant amount of time asking attendees to support your cause. It is why you bothered to get them together, after all.

Save the date: Sonoma and Marin fundraising auction workshop

We are bringing our popular workshop, The Top 10 Ways to Make your Next Auction More Successful, to charities serving Sonoma and Marin counties. Save the date for Wednesday, April 13th, 2016, at the Inn at Marin. 

"By far the most useful auction workshop I’ve attended because it offered concrete steps for how organizations can improve and because it was focused on sharing information rather than pushing products." 

-Deb M., Aurora Theater

In conjunction with Greater Giving, Beth Sandefur Events and Sound Expressions, Stellar Fundraising Auctions presents Auction 101: The Top 10 Ways to Make Your Next Auction More Successful.   This interactive workshop is designed to give your auction team useful tools to help with your next fundraising event.

The workshop will take place from 9am – 3pm on Wednesday, April 13th, 2016 at the Inn at Marin in Novato. Online registration will be available through Greater Giving soon.

Whether your event is in two weeks or twenty, this highly interactive workshop will provide you with proven strategies that will help you maximize the philanthropic potential of your crowd.

Session topics will include:

Fine tuning your fund-a-need pitch

Finding hidden lessons in your auction data

Brainstorming ways to enhance your auction lots

Messaging: sell the cause, not the party

Streamlining check-in and check-out

Making your auction sound great

We will also offer a hands-on session for organizations looking for information about the most buzzed about trend in events: going mobile. This workshop session will include an overview of Greater Giving’s Mobile Bidding and Storefront functions. We’ll discuss how mobile bidding impacts your event and how you can incorporate raffle and other multi-item sales into your event using Storefront.

The day will conclude with expert roundtables: we'll break into groups by organization type, and then each of our experts will rotate through each group, focusing on the topics that matter to you most. This is the chance for you to ask questions and get answers that are relevant to the needs of your specific event with experts in the field of fundraising auction planning, implementation and performance.

"Really good overall workshop...I left with some good information and takeaways and people that I will follow up with to try and create the best auction possible."

Save the date for Wednesday, April 13th, 2016, and stay tuned for more information on registration.

The most exciting auction lots of 2015

Our annual compendium of the most exciting auction lots we saw at fundraising auctions is back, with a whole new list of creative and engaging items. This year we saw the Warriors become the hottest Bay Area sports team; on the court and on the stage. Chefs continued to be the rock stars of the fundraising world, as food-related lots continue to get more and more creative.

The Taylor Swift tour was so popular, we saw packages of tickets to her concert succeed at six different events across the nation. This year, we had so many lots to choose from, we opted not to limit it just to 10, and instead included the 15 lots we thought would best serve as creative examples.

As always, the goal of sharing these isn’t to get you to replicate them. The goal is to inspire you to create your own stellar lots, so we can include them in our next best-of list!

So without further ado, here are our most exciting fundraising auction lots of 2015, presented in no particular order.

Six Tickets to U2 and a Meet and Greet with Bono. Seriously!!

What can we say? It’s a U2 concert with five of your best friends. Oh and you’ll hang out with Bono beforehand. Enough said.

Conditions: Concert date is May 19th, 2015 at the SAP Center in San Jose.

Visit the Set of Modern Family and Lunch at the Fox Commissary

Watch an actual episode of the award winning show “Modern Family” being filmed on the set of 20th Century Fox Studios.  See the Emmy and Golden Globe winning actors and writers create one of the most popular sitcoms on television, and get a chance to meet some of the cast in person.

Enjoy lunch at the legendary Fox Commissary, home to stars ranging from Rita Hayworth to Mel Brooks and many more.  Arrive via Southwest Airlines, (your certificate is good between any two cities within the Southwest Airlines system in the continental US and expires 4/1/2016).  Stay overnight at Hollywood’s favorite luxury hotel, The Peninsula Beverly Hills, and be transported to and from the lot in a chauffeured town car.

Golden State Warriors Honorary Player Experience and Owners' Suite

Give your child the experience of being introduced alongside the Warriors starting lineup as an honorary player! He or she will be part of the team huddle, tour the Warriors locker room and receive a Warriors jersey of the player of their choice. Then, enjoy exclusive use of the Owners suite to watch the game with 18 of your closest friends and family!

Restrictions: Honorary player experience limited to 2 people; children must be between 8-16 years old. Owners suite includes 16 seats and 4 standing room tickets for a maximum of 20 people. Mutually agreed upon game; game exclusions apply. Non-transferable.

Behind the Scenes of “Check Please!” with Leslie Sbrocco

Behind-the-scenes of "Check, Please! Bay Area" in the KQED Studios for a group of four: watch a live taping, get tours of the studio, and meet our emcee this evening, Leslie Sbrocco. Leslie is one of the 100 most influential people in the wine business. She has won a James Beard award, three Taste Awards, and three Emmy awards.

She’ll welcome you in to the KQED studios and give you a VIP tour of the studio. Then you’ll get to watch the live taping of the show and meet the cast and crew. Afterwards, head over to the Mission Rock Resort for a lovely lunch.

[Note: Leslie was the emcee of the event, and did a fantastic job of establishing relationships with people long before she took the stage. Her lot sold spectacularly well because people were supporting her as much as the organization.]

Taylor Swift!

Winners gonna bid, bid, bid!

Where is The 1989 World Tour touching down on Tuesday, June 9, 2015 at 7:30 PM? The PNC Arena in Raleigh, NC. Who will be the biggest fans in the audience? The winners of this wonderful package which includes six tickets to see the fabulous Taylor Swift in concert.

Guys' Beer Bus III: I Left My Liver in San Francisco

Back for a liver-smashing third time, the Beer Bus! We've done the North Bay. We've done the East Bay. Now we are going across the Bay. Join us as we visit some of the finest breweries in San Francisco... and on a friggin' limo bus that has beer in it. Yeah, you read that right. A limo bus, with beer, taking you to places that make beer, to drink more beer! Oh, and that's not all. All winners get a year-long membership to the Hillcrest Dad's Beer Club, which includes FREE BEER during our monthly gatherings. So what are you waiting for?

Top 20 guys, bidding starts at $200/guy.

The Buster-Hug! By Jared Emerson

Jared Emerson doesn’t just paint people, he captures moments on canvas, live! Right before your eyes, at our event, Jared Emerson will capture one of Giants fans’ favorite moments: the Buster hug! 

For SF Giants fans, few moments are as memorable, or as endearing, as the BusterHug that closed out the 2014 World Series run. Sure, Buster’s given hugs to other pitchers, but few were as emotion filled as the hug he gave Bumgarner in 2014. You’ll get to see Jared paint it live, and then you’ll have the moment forever on your wall.

[Note: Art is usually a challenge to sell in a fundraising auction. This piece was created in real-time by the artist, and the subject matter was custom-chosen by the organization in advance. The artist wanted to do a different image, and the event was steadfast about wanting the “Busterhug”. It sold for $11,000 – twice!]

Stop, Hammer Time!

Internationally known, award-winning artist and entrepreneur M.C. Hammer has invited you, your friends or colleagues for the experience of a lifetime. Take this unique opportunity to gain one-on-one access to an outstanding performer and icon, to discuss technology or entrepreneurialism, or for the best dance lesson you could ever hope for.

Hammer skyrocketed to fame in the 90s, and has had an incredible journey ever since. From the start, he has constantly worked to reinvent himself, his sound, and his interests. In addition to being a multiple Grammy award-winning and chart-topping musician, M.C. Hammer has initiated several business ventures in music, technology, and often both. The knowledge he has gained during the past decades is the result of a unique perspective and interesting experiences. Don’t miss out on what he has to share.

If you’ve always wanted to learn to dance like a hip-hop idol or yearned to discuss business and technology with an innovator and risk-taker, don’t miss this first-ever offer to the ISTP community. Bond with M.C. Hammer in a small group while he teaches you to cut a rug like a super star, or invite him to share his incredible professional journey with you and your company for a lunch discussion or seminar.

Inclusions:

• 1 hour of time with MC Hammer to discuss business, technology, or dance lessons

• Offer good for individuals, small or large groups—depending on the chosen activity

Backyard BBQ with Jeremy Affeldt

16 guests will join San Francisco Giants pitcher Jeremy Affeldt for an afternoon BBQ featuring some of Jeremy’s favorite dishes. Larkin Street youth will co-host, helping prepare the feast and also ensuring that Jeremy never uses a knife! Grab a tasty plate, sip a cold brew, and chat with Jeremy about baseball, Larkin Street, and life. Hosted at the San Francisco home of Larkin Street board members.

 To be held on a mutually agreeable date with Jeremy Affeldt.

2015 Ford Mustang Convertible

Thanks to South Bay Ford, one lucky bidder will have the opportunity to have their designated driver take them home in his/her brand new Ford Mustang convertible! Ford has completely redesigned the iconic Mustang for 2015 inside and out. The sleek new aggressive profile is reminiscent of the true “muscle car” that the model was born from 50 years ago. This car is a quintessential example of the South Bay lifestyle and perfect for commuting around town or whisking a new graduate off to college.

The ingot silver paint with black convertible top gives it a classic look and will turn heads at every corner. The also redesigned 300hp 6-cylinder engine is designed for pure performance, yet still has impressive 20 city / 30 hwy MPG. Also sporting the select-shift automatic transmission, Ford’s revolutionary Sync audio system, and rear backup assistance, this is a car that puts you in the mood for performance. This auction is all-inclusive: includes the car, tax & license fees.

[Note: We don’t usually recommend selling a car, unless it is donated and is an exciting vehicle. This convertible Mustang met both requirements.]

Rockin' with Linkin Park

SoCal rockers Linkin Park became one of the most successful bands in the world by combining elements of hip-hop, modern rock, and atmospheric electronica into their music. Their popularity is exemplified by the band’s massive online presence. They are the biggest band on Facebook with over 63 million friends and were the first ever band to garner over 1 billion views on their YouTube channel.

Linkin Park is known for having a sound that has evolved as their career progressed. From high-energy alternative rock like “One Step Closer” and “Faint” to modern classics like “In the End” and “What I’ve Done” they have always delivered the goods resulting in over 60 million albums sold worldwide.

Whether you are a Linkin Park fan or just a music fan, this opportunity brings a truly unique experience to create a lifetime of memories. Linkin Park has invited us to a “studio experience” for 10 guests. You will get to hang out with members of the band and get a tour of their Los Angeles recording studio where they are recording their new album.

Transportation will be provided by private limousine, and the winner will take home a guitar signed by the band. Winner(s) could choose to purchase additional guitars to have signed by the band during their studio visit.

Hog Heaven

Hunt for the big hogs and learn the art of charcuterie. Game on for a first-class pig hunt on the legendary Rockpile Ranch, rich in history that includes notorious outlaws from the Jesse James gang. Spread across 10,000 acres of unspoiled Sonoma County wilderness with steep hillsides and rocky, remote terrain, this famous ranch is a sportsman’s paradise! You’ll kick back with your hosts as an expert wild game hunter and ranch caretaker prepares a late afternoon cowboy steak supper.

Then as the sun fades, head out for your big game hunt from a Jeep as you tour this magnificent property with Pacific Ocean views. Your pig will be cleaned and dressed, and cut, so you can enjoy it when you get home.

Plus, learn the art of charcuterie with a hands-on lesson from Italian Michelin Star chef, Stefano Masanti, who will teach you to make sausages, salami, pancetta, coppa and two different types of lardo from a heritage pig from Regusci Winery! And of course, it wouldn’t be a hunting trip without Scotch, cigars, and storytelling around the campfire to round out the day: “You shoulda seen that boar I wrangled bare-handed!” you’ll boast under the sparkling Sonoma stars. Settle in for the night at the rustic Rockpile hunting cabin and doze off reminiscing of days past when life was a little simpler.

Special Forces Day for Two with Gryphon Group Security Solutions

Over the last 14 years, Gryphon Group has trained over 30,000 American Warfighters, Special Operations Personnel from the Army, Navy, Air Force & Marine Corps as well as Federal Agents from 12 Federal Agencies in specialized combat training.

Now it is your turn to experience this incredible training experience with a day-long program at Gryphon Group’s Fort Bragg Combat Training Center. The successful bidder can choose from one of two full-day programs: Anti-Terrorism Driver Training or Anti-Terrorism Weapons Training. Participants must be ages 18 & up.  Donated by Gryphon Group Security Solutions.

Game of Thrones

Do you love the Game of Thrones? Do you love fine wine and great food? Have you ever experienced all three together? The lucky winning bidders will have a once in a lifetime experience enjoying dinner with Game of Thrones author George R.R. Martin in the elegant home of our board president. Chef Andrew Cooper, of the Four Seasons Rancho Encantado, will be in the kitchen. Some of Napa's greatest wines will partner with the evening's masterful menu.

It’ll be the first George R.R. Martin dinner where everyone lives happily ever after!

San Francisco Giants Gotham Club Dinner, wines, and a game for four with Rich Aurilla and Dan Kosta

Here’s your chance to see behind the scoreboard! Located inside the out-of-town scoreboard, with unique views to the Field and McCovey Cove, this venue features a stunning bar and a private dining area. A private, members-only entrance along The Portwalk grants members direct and easy access to The Clubhouse and inside the ballpark.

Former San Francisco Giant Rich Aurilia and Dan Kosta will host dinner for four guests at the exclusive Gotham Club featuring wines by Kosta Browne and Red Stitch.

After dinner, head down to the ball park and enjoy the game! Includes transportation from Sonoma County to the game.

Mutually agreeable date.

Peanuts Movie Exclusive Two Ways! Private air to Premier in Los Angeles AND private screening in Santa Rosa!

For the first time ever, Snoopy, Charlie Brown, and the rest of the gang we know and love from Charles Schulz’s timeless Peanuts comic strip will be making their big-screen debut like they’ve never been seen before in a CG-animated feature film in 3D.

First, you and three guests will have an exclusive experience at the Peanuts premiere in Los Angeles on Sunday, November 1st. Travel in style on a Cessna Citation jet, and enjoy overnight accommodations, and limo transportation from your hotel to the premier!

Next, you and up to 80 guests will experience a private screening of the Peanuts movie at the Charles M. Schulz Museum! Bring your child’s class or your family and friends for a fun-filled day including the movie, root beer floats, and chocolate chip cookies, followed by a tour of the Schulz Museum.

The Ultimate Buy-a-Seat Dinner - Four Top Chefs and Exquisite Wines

Join your fellow food and wine connoisseurs in this inaugural, once-in-a-lifetime dinner prepared by four San Francisco culinary icons.  With numerous Michelin Stars, James Beard Awards and Relais & Chateau acknowledgements among them, chefs Nancy Oakes, Gary Danko, Tyler Florence, and Yigit Pura will cook together for the first time ever!  This not-to-be missed dining adventure would not be complete without extraordinary wines from California and France.  When the chefs are not preparing this unprecedented collaborative menu for you, they will join you at the table where you can get to know them and hear their fascinating stories.  Enjoy amazing food, spectacular wine, and possibly make some new friends at the same time!

Only 10 seats will be sold in multiples of two to this extraordinary dinner. Bidding will open at $10,000 per couple. 

Wine pairings will include:

• 2006 Roederer Cristal
• Marcassin Three Sisters Vineyard Chardonnay
• 2004 Leflaive Chevalier ‎Montrachet
• 2002 Comte de Vogüé Musigny Vieilles Vignes
• 1986 Chateau Pichon Longueville Comtesse de Lalande
• 1996 Chateau Lafite Rothschild
• 1997 Chateau Lafite Rothschild 
• 1989 Chateau d’Yquem

If you wish to bid on more than one pair of tickets, indicate how many pairs by holding up that number of fingers

When Not to Do a Challenge Grant

Challenge grants are one of the most useful ways to increase participation in a fund-a-need. Donors like to know that their money is being put to good use, and nothing lures potential donors like the possibility of their money being doubled. Challenge grants are a way to engage new donors, and they are a proven mechanism for encouraging donors to increase their giving and “step-up” a level.

The success of a fund-a-need is based on visible participation. Don't do a challenge grant if it is going to take visibly pledged money out of the room.

It is difficult to obtain tens- or hundreds-of-thousands of dollars to use in a challenge grant. Many organizations get creative, and use multiple donors to cobble together one large challenge grant. This idea is great, as long as it isn’t “taking money out of room.”

We often get a challenge grant that has been created by supporters of the organization pooling their resources. And while this might seem like a good idea on the surface, I believe it actually hurts the performance of the fund-a-need in the long run. One thing that makes a fund-a-need successful is the visible presence of leaders within the organization participating in the fund-a-need.

Think about it this way, if someone invites you to sit at their table for their organization’s gala, and then proceeds to make a pledge to the fund-a-need, you take note; especially if it was one of the higher pledges. You would probably feel obligated to participate in the fund-a-need, and hopefully would do so at a level at least commiserate with the ticket price if not above.

But if the same person invites you to sit at their table, and then the auctioneer simply announces that “a group of supporters chimed in to create a challenge grant for tonight” it loses its impact. The supporter is no longer actively participating in the fund-a-need. Even if they stand up as a group to be recognized as contributors to a challenge grant, the amount they individually pledged is a mystery and thereby doesn’t apply as much pressure as if they’d raised their paddle.

Less people raising their paddles also means we’re losing potential momentum in the room, because all of those paddles are now remaining stationary.  Challenge grants are nice, but it is better to have people raise their paddles at whatever level they were planning on participating than to have them sit on their hands and challenge the rest of the room. Active pledging applies more peer pressure, and generates more momentum for the fund-a-need as a whole.