Transcript Slide 1

Fundraising 101
Welcome!
 We’ll get started soon
Why are we here?
 Fundraising is a key part of a selfsufficient program
Session Objectives
 Explore donor motivation
 Find out what makes an effective case
 Learn about various fundraising
methods
What was the best gift you ever made?
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Why did you give?
How was your money used?
Did anyone know about it?
Were you thanked?
Donor Motivation
 Why do people give money to charity?
– Belief in the institution and mission
– Confidence in leadership
– Understanding of needs
– Loyalty, gratitude, affection
– Friendship and respect for peers
– History of involvement
Donor Motivation
 Why do people give money to charity?
– Help others
– Continue a family tradition
– Be part of a success story
– Interact in a community
– Gain visibility
– Exert influence
Donor Motivation
Donor Motivation
What is philanthropy?
Philanthropy is a vehicle for
expressing core values and
a tangible expression of
care for others.
The Basics
 What are you raising money for?
The Basics
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Major giving
Annual giving
Endowments
Corporate and foundation giving
Events
Planned giving
Behind the Scenes
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Research
Stewardship
Database management
Gift and fund administration
Communications
Gift planning
Girl Effect
Why was this effective?
Making the Case
 What is the best way to get your point
across?
– Tell your story!
The 10 Laws of Storytelling
1. Stories are about people (not
organizations).
2. The people in your story have to want
something.
3. Stories need to be fixed in time and space.
4. Let your characters speak for themselves.
5. Audiences bore easily.
© Andy Goodman
www.agoodmanonline.com
The 10 Laws of Storytelling
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Stories speak the audience’s language.
Stories stir up emotions.
Stories don’t tell: they show.
Stories have at least one “moment of truth.”
Stories have clear meaning.
© Andy Goodman
www.agoodmanonline.com
Case Format
 Where are we now?
 Where are we going?
 How can you help?
Get your case ready!
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Choose a name for your cause
Work the room
Tell your story
Ask for support
Be creative!
– Partnerships, networking, in-kind donations
Establish your foundations!
 Decide on a cause
– How will you maximize the effect of your
$100,000?
 Choose a name
 Fill out your blank checks
 Listen to stories; choose your recipients
Networking time!
Activity Debrief
 Who did you give your money to?
 Why?
Solicitation Cycle
Cultivation
Tools of Cultivation
 Events
 Communications
 Councils and advisory boards
Major Gifts
 Major donors come from your pool of
annual donors
 Think about:
– Board members
– Volunteers
– Prominent community members
Foundations
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Get on e-mail lists
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Philanthropy News
Digest
National Service
Briefing
Check out your
local foundations
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Foundation Center
Corporations
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What markets is your group a critical
part of?
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Restaurants
Department stores
Athletics
Movie theaters
Banks and credit card companies
Corporations
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What markets is your group a critical
part of?
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Bookstores
Dry cleaners
Movie rental businesses
Clothing stores
Test preparation companies
Corporations
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What markets is your group a critical
part of?
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Apartment complexes
Real estate developers
Hotels
Grocery stores
Radio stations
Corporations
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What markets is your group a critical
part of?
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Bridal and dress stores
Car dealers
Cell phone companies
Dating services
Electronics/technology companies
State Farm
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Longtime Red Cross partner
Matching/Challenge Gifts
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Multiply the impact of your fundraising
Campaigns
 Rally your volunteers and donors
around a strategic vision
 Increase number of donors
 Involve new constituencies
 Increase giving over the long term
Episodic Fundraising
 Raising money for disaster relief
Tips
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Do your homework
Stay positive
Sell priceless outcomes
“Think, feel, do” message
LISTEN
Follow up!
Think Big!
 Focus on major gifts
 Use small fundraisers
to leverage big donors
 Ask your peers to give
regularly
Conclusion