Fundraising Opening the Door Nancy H. Bull December 10, 2004

Opening the Door    Sources of Funds   Smith Lever-Hatch Federal non-Smith Lever-Hatch Private foundations Individuals State & local government      Methods of Funding Grants and contracts Gifts and donations Royalties User fees Direct sales Source: Implications of Increased Alternative Revenues in CES

Opening the Door  Guiding principles  Mission drives program  Public good vs. private advancement  Cost/benefit ratio  Teamwork vs. entrepreneurial success  Plan for ending Source: Implications of Increased Alternative Revenue in the CES

To Get Started in Fundraising You may need a push

Fund Development  Creates budgetary flexibility and agility  Increases buy-in from a broad base of supporters  Voluntary action for the public good  Planning is 75% of the process Source: TFRS

The Fundraising School Cube  Management  Institutional readiness  Vehicles  Markets  Human resources  Dynamic functions Source: TFRS

Giving Sources Depends on..

 Linkage-personal connections  Ability to give  Interest in what we are doing  Linkage and interest are the most important  Best potential donor is a current donor  To raise funds must first give Source: TFRS

Components of Development  Planning-involve current donors  Communication on need  Fundraising efforts Source: TFRS

Constituency Circles  Major donors-Board-Management  Volunteers-Employees-Members-Clients  Former board members-Donors-Participants  People with similar interest  The organization’s universe Source: TFRS

Case Statement Components  Mission-goals-objectives  Programs  Governing board  Staffing  Facilities, equipment  Finances  Planning, evaluation Source: TFRS

Categories for Fundraising Activities  Annual giving  Major gifts  Direct mail  Telephone solicitation  Donor acquisition  Gift clubs  Special events  Planned gifts  Corporation and foundation gifts  Capital campaigns Source: TFRS

The Development Process Linkage-Involvement-Advocacy  Prospect-donor-repeat donor  Upgraded donor-special gift  Major gift-may be repeated  Big gift-one time  Planned gift Source: TFRS

Donor Research A Systematic Process  Identify prospective donors  Assess gift capacity and potential  Uncover facts on how to best solicit the gift  Develop a prospect profile Source: TFRS

Solicitation Plan  Opening - greeting  Involvement-mutual concerns  Presentation-features-benefits-questions  Close-agree, disagree, stop or pledge Source: TFRS

Resource Suggestions  Council for Advancement and Support of Education-CASE www.case.org

 ePhilanthrophy Foundation www.ePhilanthrophyFoundation.org

 The Chronicle of Philanthropy http://philanthropy.com

Additional Resources  Philanthropy Journal www.PhilanthrophyJournal.org

 Fundraising School at Indiana University www.philanthropy.iupui.edu