6. The Case Statement
• Mission statement
• Goals
• Objectives
• Programs and services
• Finances
• Governance
• Staffing
• Service delivery
• Planning and evaluation
• History
9. The elevator pitch
• What problem are you trying to solve?
• How does your group solve it?
What do you do and how does it help?
10. Stories and emotion Vs facts
"When Aeschines spoke, they said, ‘How
well he speaks.’ But when Demosthenes
spoke, they said, ‘Let us march against
Philip.”
18. Group Number of people
Board/committee
Management
Major Donors
Members
Clients
Employees
Volunteers
General donors
Others
Past participants
Past donors
Past Board/Committee members
People with similar interests
Your universe
19. How much can we raise?
Two ways of setting budgets:
• What we need to operate (goal)
• What we can feasibly raise (budget)
20. What is feasible?
Gift range Donors needed Prospects (Ratio) Total
10% of donors = 60% of goal
$5,000 2 14 (7:1) $10,000
2,500 6 42 (7:1) 15,000
1,000 18 108 (6:1) 18,000
500 34 170 (5:1) 17,000
20% of donors = 20% of goal
250 48 192 (4:1) 12,000
100 80 240 (3:1) 8,000
70% of donors = 20% of goal
Less than 100 412 1,236 (3:1) 20,000
$100,000
21. Activity
•Choose a fundraising goal and using the
table, work out how many donors you
need at what level to reach your target,
and how many prospects you need.
•How does this match with your table
from the last activity?
22. How to ask
Channel Individuals Companies Foundations Government NGOs
Donations ✔ ✔ ✔ ✔
Memberships ✔ ✔ ✔ ✔
Grants ✔ ✔ ✔ ✔ ✔
Sponsorship ✔ ✔ ✔
Cause related ✔
marketing
Events ✔ ✔ ✔
Merchandise ✔ ✔
Bequests ✔
23. How to ask
•Face to face
•Telephone
•Mail/email
•Advertising
•PR
25. Fundraising – what to do next?
Planning and execution Tactics/steps
Case statement Ask
Story Thank
Identify constituency Communicate
Choose a channel Involve
Measure and evaluate Renew