Transcript Slide 1

1st 2008-2009 LDI Webcast:
Creative Funding
June 23, 2009
Effective Fund Raising:
A Relational Approach
Craig Byrum, BS
Director of Development
ONS Foundation
A Philanthropic Perspective:
The mission of the ONS Foundation, a
501(c)(3) charitable organization, is to
improve cancer care and the lives of people
with cancer by funding oncology nursing
research, scholarships, awards, and
educational programs.
Supporting the work of nonprofits.
Why do donors/funders give?
Guilt…Love…Supports Business
Model…Mission…Glory…Honor…
Spiritual Calling…Duty…Inspiration of
Others…It Feels Good
Charitable giving in the U.S. reached a record
high during 2007, up nearly 4% from 2006
(2007 Giving USA Foundation)
Percentage Giving by Type of Giver
•Individuals 75%
•Private and Public Foundations 13%
•Charitable Bequests 7%
•Corporations and Corporate Foundations 5%
2008, a year of declines: The 2008 Giving USA Foundation
study published earlier this month showed declines in
charitable giving from the aforementioned $314.07 in 2007 to
$307.65 billion in 2008.
Although the decline, 5.7% in inflation-adjusted terms, is
the first decline since 1987 and only the second decline in
the 40-year history of the study, there is encouraging
news.
Donors are STILL giving, and these declines were far less
in magnitude than those of the stock market as well as the
number of individuals employed in the US.
Sound advice for seeking funding in ALL times:
1. Develop relationships with donors that will be long-term for a
specific projects or groups of projects.
2. “Invite them in” to your passion and cause, what you want to
accomplish, and explain fully the opportunity toward a specific
outcome.
3. Be a good steward of the funding you receive, provide progress
reports and outcomes.
4. Thank the donor/funder frequently.
Trends from the Funders Perspective
Funders looking for very strategic programs/projects with a proven track
record of success.
Funding provided for those programs/projects that are most closely
aligned with the donor’s mission. Make your request accomplish the
funder’s mission. (Always do homework/research on prospective
funders!)
Some funders want a strategic focus on their bottom line, ie. community
support, public image, brand awareness, and consumer allegiance.
Passion for your cause and the ability to share that with
prospective funders is key!
Always ask for what you need in exact amounts (Have a budget
prepared):
•Personally (Best and most successful method)
•By Telephone
•By Mail
•By Email/Internet
Note: Some funders may be more willing to provide an in-kind gift
of material rather than cash. Keep this opportunity open if
appropriate for your project.
Networking to find funding:
Sources of funding can exist through:
•Local community foundations
•Other private and public foundations in your area or nationally
•Local community groups
•National or local businesses
•Individuals
•Associations
Call or research these types of prospective funders to see if they support projects similar to yours.
Do they support all organizations, or just 501(c)(3) organizations?
•Consider hosting a fundraising event among interested constituents, if appropriate
(Note, please see caveat for non-501(c)(3) related entities in a later slide)
Always network and engage people you know at work, in your community group, at the
gym, etc. Again, share your vision and excitement for your project to develop the
relationship.
Resources for Researching Funders:
Check at your local library, ie Foundation Center publications
Visit websites like:
www.foundationcenter.org
www.grants.gov
www.philanthropy.com
www.guidestar.org
Use the Internet to research corporate funders, ie. Types of support they have provided
in your community, sponsorships they have committed to for similar causes, etc.
Essential Parts to Your Request for Funding:
1.
2.
3.
4.
5.
6.
7.
8.
9.
Cover letter
Executive Summary
Statement of Need or Problem Statement
Goals and Objectives
Methods or Activity Summary
Evaluation
Other Funding/Sustainability (If appropriate)
Organizational information
Budget and other related/requested attachments
Caveats for Projects Not Operating under a 501(c)(3)
Charitable Status
The ability for individual donors to claim a tax deduction for their gifts is
limited to contributions made to only 501(c)(3) charitable organizations.
Some funders such as local foundations or corporate foundations may
only provide support to a 501(c)(3) organization.
Always reveal to a prospective funder whether you are officially
recognized as a 501(c)(3) organization or not.
Key to Securing Funding
Network
Share Passion
Establish Relationships
Be a Good Steward for An Enduring Partnership with Your Funder
Navigating Changes to the
Funding Environment
Dana Barkley, BS, MS
Corporate Relations Manager
ONS Corporate Support and Partnerships
Navigating Changes to the Funding Environment
• CNE funding vs. sponsorship
• Industry interpretation of ACCME guidelines
varies
• Declining industry resources
• Multi-sponsored educational activities
CNE Funding
• Large pharmaceutical companies may receive
tens of thousands of grant requests annually
• Most companies have transitioned to an
online grants process
• Without a primary contact for grants, the
ability to depend on relationship building is
diminished
Tips for Online Grant Submission
• The basics
– Do your homework! Read grant submission
requirements
– Follow directions exactly
– Make sure your request is in line with the funder’s
educational goals and/or strategic focus
– Be aware of submission deadlines
Tips for Online Grant Submission
• Grant requirements
– Cover letter
– Executive Summary
– Program date, time, location
– W9 form
– Certificate of separation
– Conflict of interest statement
– Disclosures
Tips for Online Grant Submission
Program Description
– What is the need?
– Detailed needs assessment
– Who are the learners?
– Target audience
– How does this audience learn best?
– Preferred learning methods
– How will you update the activity, if needed?
– Method for continuous assessment and clinical updates
Tips for Online Grant Submission
Program Description (continued)
– What are the educational objectives?
– What are the outcomes?
– Match outcome levels to activities (Kirkpatrick’s model of
educational outcomes)
– How will you evaluate the outcomes?
– Method of evaluation (immediate and ongoing)
– How will you ensure balanced, unbiased content?
– Statement of objectivity
Tips for Online Grant Submission
Program Description (continued)
– How will you resolve conflicts of interest?
– Conflict of interest policy
– What are the target dates for development?
– Milestones
– What are the roles of educational partners?
– Co-providers, consultants, collaborators
– Meeting planning, audio-visual, other vendors
Tips for Online Grant Submission
Program Description (continued)
– What is the program format?
– Description of program activities, including optional “spin-off”
activities
– Content outline and/or agenda
– What are the costs?
– Detailed line-item budget for each program activity
Tips for Online Grant Submission
Dealbreakers
• Lack of detail in project budget
• Inadequate educational objectives
• Appearance of bias
– Substantiate the independence of the activity
• Excessively high honoraria or other costs
• Conflict of interest resolution/firewall
Tips for Online Grant Submission
Make Your CNE Proposal Stand Out
• Educational objectives
– Use objectives that show learning has
occurred
• Apply symptom management strategies to a
patient case…
• Describe a plan for educating a patient…
• Create an action plan…
Tips for Online Grant Submission
Make Your CNE Proposal Stand Out
• Needs Assessment
– CNE grant requests must find a gap where the
patient/provider needs align with funder needs,
but without being drug specific
– Funders are looking for proposals that identify
healthcare gaps through needs assessment data
– Needs assessments that detail the background of
the disease state or condition are no longer
adequate
Tips for Online Grant Submission
Make Your CNE Proposal Stand Out
• Dynamic Program Description
– Catch the funder’s eye with the program
description
•
•
•
•
Clinically relevant
Interactive
Engaging
Sequenced learning that includes several components,
such as a live event, follow-on webcast and nursing
toolkit
Tips for Online Grant Submission
Make Your CNE Proposal Stand Out
• Innovative Program Format
– Include and describe interactive activities
• Audience response system (ARS, keypads)
• Questions and answers
• Panel discussion
• Case studies
• Pre and post activity follow-up
Tips for Online Grant Submission
Make Your CNE Proposal Stand Out
• Outcomes
– Describe how you will measure participant
outcomes
• Immediately (survey evaluation)
• Post-program follow-up to determine change in practice
– Describe how you will use the outcomes data to
make program improvements
– Describe how you will report outcomes data back
to the funder
Tips for Online Grant Submission
• Post funding requirements
– Financial reconciliation
– Program summary and evaluation
– Outcomes data
Tips for Online Grant Submission
• Lessons learned
– Create a template for online grant submissions
– Submit interactive, relevant programs
– Read the online grants web page
– Strategize for the entire year
– Apply early in the fiscal year
– Give special attention to your needs assessment
and outcomes measurement
Sponsorship Opportunities
• Sponsorship decisions are typically made by a
marketing contact
• There is more of an opportunity for
relationship building and project discussion
with non-CNE
• Sponsorship comes from an entirely different
pot of money than CNE funding
Sponsorship Opportunities
• Sponsorship (non-CNE) opportunities
– Look for win-win benefits for sponsors
– Don’t expect something for nothing in return
– Be open-minded and willing to try new
approaches
– “Package” or bundle benefits together over a oneyear period
• Advertising, exhibit space, signage, access to members,
exclusive benefits, etc.
Sponsorship Opportunities
• Example: ONS Mentorship/Leadership Weekend
– Four levels of sponsorship
– Exclusive benefits for top-tier sponsors
– Sponsorship is “sold” verbally or in person prior to
sending the proposal
– Examples of benefits:
• Exclusive access to participant reception (5 sponsors)
• Exclusive permission to conduct a focus group prior to meeting
• Exclusive permission to have an exhibit table
Sponsorship Opportunities
• Other examples:
– Awards
– Sessions
– Annual events
– Non-CNE meetings
– Recognition breakfasts
– Newsletter or journal advertising
– Combinations of the above
Sponsorship - Conclusions
• Sponsorship opens up a variety of
opportunities to fill in some gaps in
educational funding
• There are many options for recognition,
benefits, and enhanced visibility for the
sponsor
• Keep an open mind
– Do research on what others are doing successfully
– Use your imagination!
CNE Funding and Sponsorship
• One final note:
– Funding dollars will continue to become more
limited in next few years
– INCREASE the number of grant and sponsorship
requests you send out
– Send the same proposal to multiple
funders/sponsors at the same time instead of
waiting for approval/denial