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Grantee Workshop - Fundraising Presentation

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Grantee Workshop - Fundraising Presentation

  1. 1. Fundraising Plan Your Road Map to Money
  2. 2. Our Roadmap for Today <ul><li>What you need </li></ul><ul><li>Assess existing resources </li></ul><ul><li>Determine financial targets </li></ul><ul><li>Identify Sources of Names </li></ul><ul><li>Identify Prospects and Sources of Funds </li></ul><ul><li>Storing Information </li></ul><ul><li>Gift Range Chart </li></ul><ul><li>Customized Prospect Lists </li></ul><ul><li>Solicitation Tools </li></ul><ul><li>Outcome/Gifts </li></ul><ul><li>TIPS and Ideas </li></ul>
  3. 3. Something about Research <ul><li>A good Fundraising Plan heavily depends on good research ! </li></ul><ul><li>A good Fundraising Plan depends heavily on good research ! </li></ul><ul><li>A good fundraising plan is heavily dependent on good research ! </li></ul><ul><li>  </li></ul><ul><li>Get it? Got it? Good. </li></ul>
  4. 4. Begin at the Beginning <ul><li>Where to begin? Each organization is unique </li></ul><ul><li>  </li></ul><ul><li>Case Statement!! It includes your mission, goals, future plans, growth strategy, etc. </li></ul><ul><li>Define Funding Needs; ops, programs, professional development, events, endowment, capital improvements </li></ul><ul><li>  </li></ul><ul><li>Make sure you know why you want to raise funds for each line item. Make sure you understand the tasks involved. And above all, make sure you understand how much it will cost in terms of money and time. </li></ul>
  5. 5. Assessing Existing Resources <ul><li>Money </li></ul><ul><li>Current donor list </li></ul><ul><li>Prospective donor list </li></ul><ul><li>Donor history </li></ul><ul><li>Past fundraising strategy and analysis of results </li></ul><ul><li>PR materials past and present </li></ul><ul><li>Experienced staff and board members/other volunteers </li></ul><ul><li>Fundraising Committee of the board </li></ul><ul><li>Appropriate donor management software </li></ul><ul><li>At this stage fact finding is important. Assessing past successes and failures will save time in the longrun </li></ul>
  6. 6. Determine your financial targets <ul><li>First thing to do – fight the temptation to think only about the present. If you are in an emergency situation…do we stay open? Do we close? This is not the time to plan for the future. Focus on three issues: </li></ul><ul><li>Present Needs </li></ul><ul><li>A van, materials for an upcoming event, a board recognition dinner…etc. Think about all the things that need money that are immediate…staff salaries!!!!  </li></ul><ul><li>Short term Needs </li></ul><ul><li>All the expenses you will have for the coming year </li></ul><ul><li>Long term Needs </li></ul><ul><li>All the expenses you are likely to incur over a 3-5 year period. Perhaps you are planning an endowment campaign? A capital fund campaign? </li></ul>
  7. 7. Identify Sources of Names <ul><li>Likely sources are: </li></ul><ul><li>Board </li></ul><ul><li>Staff </li></ul><ul><li>Staff/Consultant Fundraisers </li></ul><ul><li>Volunteers </li></ul><ul><li>Speaking Events </li></ul><ul><li>Research </li></ul><ul><li>Lists </li></ul>
  8. 8. Identify Prospects <ul><li>This requires dedication to research. DO NOT skip this step! </li></ul><ul><li>  </li></ul><ul><li>Individuals </li></ul><ul><li>Foundations </li></ul><ul><li>Corporations </li></ul><ul><li>Government </li></ul><ul><li>Church Groups </li></ul><ul><li>  </li></ul><ul><li>You need to know who, what, where, and when </li></ul>
  9. 9. Sources of Funds Source Advantages Disadvantages Individuals Largest source of giving Ongoing source one can build Once a giver, also an advocate Volunteers are a good source of money Costly to develop, small return per individual unit Hard to generate unless broad-based direct service appeal Risky for the inexperienced Need significant assistance from the organization's board and volunteers Large-Family Foundations Source of large sums of money Accessible, professional staff Clear guidelines, process Most likely to research your request Board volunteers can help, not always key Start-up funds only Lengthy process More difficult to access through personal influence Proposals may be more lengthy
  10. 10. Source Advantages Disadvantages Community Foundations Much like large-family foundations Staff may be sufficient Host of foundations within foundations Most money is earmarked, special funds Small-Family Foundations May fund ongoing operating expenses Personal influence with board members helps Guidelines often broad Not very fussy about grant format Hard to access, no professional staff Often not large sums of money Without personal influence, may not be possible Large Corporations / Corporate Foundations Can be source of large sums of money Smaller amounts of money may be ongoing Often accessible, professional staff May be tied to volunteer involvement Business strategy may be clear Source of cause-related marketing Large sums of money aren't ongoing Hard to get around staff Must be within their guidelines Not likely to contribute if not headquartered locally or have a public consumer base Often want board representation
  11. 11. Source Advantages Disadvantages Small Corporations Very informal approach Money may be ongoing Personal connections will suffice Neighborhood focus will help Small amounts of money Narrow range of interest Personal contacts are key Federated Funds (United Ways, United Arts, Combined Health Appeal) Steady source of relatively large sums of money Clear process Professional staff, can be agency staff driven Generally can't be a start-up organization Must be social service and fit priority focus Very lengthy entry process Very time consuming as must be part of yearly fund raising process, with periodic in-depth review
  12. 12. Storing Information <ul><li>Do you have an adequate donor management software system. Is the data secure? </li></ul><ul><li>Let’s Talk </li></ul>
  13. 13. Gift Range Chart <ul><li>A helpful tool in planning and charting your progress </li></ul>
  14. 14. Customized Prospect Lists <ul><li>Under $100 </li></ul><ul><li>Major Donors $500 and above </li></ul><ul><li>Cultivation </li></ul><ul><li>Proposals </li></ul><ul><li>Planned gifts </li></ul><ul><li>Events </li></ul>
  15. 15. Solicitation Tools <ul><li>Direct Mail – snail mail </li></ul><ul><li>One on One </li></ul><ul><li>Telephone </li></ul><ul><li>Events; large and small </li></ul><ul><li>Email </li></ul><ul><li>Newsletters </li></ul><ul><li>Case Statements </li></ul><ul><li>Proposals </li></ul><ul><li>Letters </li></ul><ul><li>Cold calling </li></ul>
  16. 16. Outcome /Gifts <ul><li>What kinds of recognitions are you going to provide your donors? This depends on what you have to offer </li></ul><ul><li>Newsletter lists </li></ul><ul><li>Website donor walls </li></ul><ul><li>Naming opportunities </li></ul><ul><li>Sponsorship recognition </li></ul><ul><li>Recognition events </li></ul><ul><li>Gifts </li></ul><ul><li>Media placements </li></ul><ul><li>Paid advertising </li></ul>
  17. 17. TIPS <ul><li>Create a calendar  </li></ul><ul><li>When are proposals due? Check websites for info on corps./fdns/govt. </li></ul><ul><li>Events require special calendars all their own </li></ul><ul><li>If I spoke to major donor A in January, when should I contact her again? How? </li></ul><ul><li>Be vigilant and aware of government grant opportunities </li></ul><ul><li>Have regular fundraising meetings to discuss ideas/progress/status </li></ul><ul><li>Don’t leave anything to the last minute – opportunities can easily pass by </li></ul>
  18. 18. More Ideas <ul><li>“ Ten for Ten” </li></ul><ul><li>Get 10 supporters to each ask 10 people for $10 </li></ul><ul><li>each. Presto $1,000! You can change this to </li></ul><ul><li>$15,625 by changing the numbers to 25 people </li></ul><ul><li>asking 25 people for $25 each. This can also give </li></ul><ul><li>you a bunch of new donors! </li></ul>
  19. 19. More Ideas <ul><li>PARTY!! </li></ul><ul><li>Ask supporters to have a dinner in their home </li></ul><ul><li>and invite their friends. Have a staff person do a short presentation on your organization followed by a testimonial from the evening's host. Then, give the guests the chance to make a gift. Make sure to get names and addresses so you can properly thank guests and get them on your list. </li></ul>
  20. 20. More Ideas <ul><li>Yard Sale </li></ul><ul><li>Ask supporters to donate their unwanted items and hold a big yard sale. Publicize it beforehand to let the community know what you're doing and that you are trying to raise $1,000. Donate any leftovers to a local thrift store. </li></ul>
  21. 21. More Ideas <ul><li>&quot;Non Event&quot; </li></ul><ul><li>Example: &quot;No Ball at All&quot; </li></ul><ul><li>Create a fictitious event and send out </li></ul><ul><li>invitations asking people to buy &quot;tickets&quot; to this event that won't take place. It's a great theme for a mailing and usually works well </li></ul>
  22. 22. More Ideas <ul><li>Birthday Gift </li></ul><ul><li>Ask for donations to your organization in honor of your birthday. Most of us have more than we need anyway, so ask friends and family to make a gift in honor of your special day. Facebook has a way to easily ask online friends to make a gift and you can set a goal so that others know how much you are trying to raise. </li></ul>
  23. 23. More Ideas <ul><li>Email Campaign </li></ul><ul><li>Launch a viral email campaign. Write a short, compelling email and send to everyone you have email addresses for. Be sure to say that you are trying to raise $1,000. Include a link to your &quot;Donate Now&quot; button online. Then ask the reader to forward the email on to others who might be interested. </li></ul>
  24. 24. More Ideas <ul><li>Upgrade </li></ul><ul><li>Upgrade an existing donor. Look through your current donor list and find someone who has given $500 in the past year or so. Invite them for a tour of your facility and ask them to make a $1,000 gift. </li></ul>
  25. 25. <ul><li>Thank You! </li></ul>