Funding is not the most important question. But it's the first.

1. Steps towards
a new funding
paradigm

2. WHO
Christian Meyer zu Natrup
Managing Director
Jasmina Haynes
CEO of Integrity Action
WHAT
We build better NGOs
We help them to be funded
better

3. “This is not somehow separate. How we fund it directs how we produce impact”
(Sprint Workshop delegate 2020)
1. Is is fair? Decolonisation or breaking the “Fundraise in
the North for Projects in the South”- cycle
2. Is it enough? Never enough (unrestricted) money
3. Does it fit the problem? Complex change does not fit
into a 3-4 year project plan
4. Is that us?
a. “I did not sign up to write endless donor reports”
b. “I want to work at an NGO, not a government
institution”
5. Does it make sense? Aid worker rat race: Get a grant -
implement - PANIC - Get another grant
Jasmina Haynes
CEO of Integrity Action
Jasmina Haynes
Integrity’s Funding Challenge
Funding is not the most important question. But it's the first.

4. High-value Fundraising
Crowdfunding
Corporate Partnerships
Donor ROI optimisation
Multi-channel Fundraising
Network Moneytasion
Donor Graduation models
Membership structures
Regular giving conversation
Donor Reach Syndication

5. 3 Critical Steps
1. Look in: What do we have?
2. Look around: What funding
do we really need?
3. Look ahead: How do we
start?

6. Improve your fund(rais)ing - Step 1
1. LOOK IN
Every journey starts with a goal.
1. Analyse what you have!
2. Where do we lack funding?
3. What type of funding applications
are we successful with?
4. What fund(rais)ing capacities do we
have?
5. Funding S & W
Tip: Set a
BHAG
(we get back to that)
Jim Collins and Jerry Porras

7. Step 1: What do we have?
Current year funding mix Weighted average 2015-2020
BD Capacity
● 3 FTE staff
● 1 PT cons.
● Notification
● Quarterly BD
workshop
● ...

8. Improve your fund(rais)ing
1. LOOK IN 2. LOOK AROUND
What do we need & what is available?
1. What is our donor audience?
2. Who do we share an audience
with? Can we partner with them?
3. What funding would be ideal?
4. How much do we actually need?
5. What are the key competitive
factors?

9. What funding do we REALLY need?
Government
GRANTS
Service
contracts
BUSINESS
/IGA
Fundraising
CAMPAIGNS
Membership
scheme
Foundation Grants
Flexibility of fund
usage
Cost-Recovery &
Profitability
Level of Effort –
Securing funding
Level of Effort –
Managing funding
Longevity &
Sustainability
Recurring &
Repeatability

10. Improve your fund(rais)ing
1. LOOK IN 2. LOOK AROUND 3. LOOK AHEAD
Let’s do it!
1. Determine the paths to more
funding
2. Score them against likelihood of
success (from step 2) and
investment needed (from step 1)
3. Bear in mind the O & T, combine
with S & W for a full picture
4. Invest wisely, not miserly.
5. Run a SPRINT to get unstuck!

11. BHAG
Its a
BIG
and very
IMPORTANT
question...
...Let’s do it later.
● High Risk / Big Issue
It’s recognised as a big problem which requires lots of
time, money and energy to solve.
● Not enough time.
We are up against so many deadlines. We do not have
time.
● Just plain stuck
Some important projects are just hard to kick-off.
Some lose momentum.

12. We do not have all the solutions...
...But you do.
Sprint it!
Design and try a solution in 4-5 days.
1. High-pressure event
2. Involves 7-10 people, including
decision makers
3. Aligns the team around a single
challenge and builds a solution
4. Combines the Theory of Change
approach with a Startup-Canvas
Run your own sprint within 4 weeks.

13. Improve your fund(rais)ing
1. LOOK IN 2. LOOK AROUND 3. LOOK AHEAD
Month 1-2
Month 2-4
Month 5

14. We’d love to stay in touch with you!
Check out our blog and upcoming events on
our website: www.mzninternational.com