This is a general introduction to fundraising for executives of nonprofit organizations.

1. What Every Nonprofit CEO Needs to Know About Fundraising A workshop with Mal Warwick 15 th Eastern Africa Resource Mobilisation Workshop Sarova White Sands Beach Resort Mombasa, Kenya, 24-25 November 2008 Copyright © 2008 by Mal Warwick

2. How many legs on this elephant?

4. 1) Strategic role of fundraising

7. Cornerstones of nonprofit success Vision & mission Programs Staff & volunteers Funding 1 2 3 4 Your organisation

8. Stages of development Decline Stability Late growth Early growth Launch

10. 2) Where does money come from?

11. The global picture Source: Lester Salamon, Global Civil Society

12. Two sources of philanthropic funds Institutions Individuals

13. Individual fundraising: globally

14. Giving USA 2008 = $306B Foundations $39B 13% Bequests $23B 8% Corporations $16B 5% Source: Giving USA Foundation ™ / Giving USA 2008 Individuals $229B 75%

15. The Tale of the Lake, the Pond, and the Stream

16. The Lake

17. The Pond

18. The Stream

19. The Four Phases of Fundraising Investment  Legacies Involvement  Upgrades Interest  Renewal Identification  “Acquisition”

20. The Six Gifts Money Time Goods Information Voice Influence

21. Donors are multi-dimensional Bequest Donor Monthly Donor User of Services Bike-a-Thon Participant Board Member Volunteer Staff Retiree Letter- Writer Activist Each Donor

22. 3) Why do donors give?

23. Maslow’s Hierarchy of Human Needs

24. The principal sources of motivation Heart Mind Spirit

27. Pop Quiz! What do donors want the most, and what happens when they don’t get it?

31. And when they don’t get these things . . . ?

32. Donor attrition: Year 1

33. Donor attrition: Year 2

34. Donor attrition: Year 3

35. Donor attrition: Year 4

36. Donor attrition: Year 5

37. Donor attrition: Year 6

38. Donor attrition: Year 7

39. 4) Fundraising techniques

44. Act on the Pareto Principle 20% 80% Number of donors 20% 80% % of revenue

45. 5) Roles of board, staff, volunteers

46. Fundraising responsibilities NO ? YES YES Corps NO ? YES YES Trusts NO YES YES YES Legacies ? ? YES YES Major gifts ? NO YES NO Direct ? YES YES YES Events Pros Volunteers Staff Board What