Transcript Introduction - Covering Kids & Families

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Overview
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Match requirements
Fundraising 101 highlights
Overcoming obstacles
New opportunities
Crafting Your Pitch
Long-term strategies
Covering Kids & Families
Fundraising Materials
 Fundraising 101
(from Covering Kids &
Families Annual
Meeting)
 Meeting the Match: A
Guide to Fundraising
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Match Requirements
• RWJF requires a 50% match of grant award
dollars for CKF Part I
• Grantees must begin using match funds no
later than the beginning of the third year of
the grant.
• The match requirement is designed to identify
new sources of funding for the CKF initiative.
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Match Requirements
• RWJF will not provide more than 50% of
the total RWJF funds until the match
support begins, if earlier than the third
year.
• Should no match funds be secured by the
beginning of Year 3, no additional RWJF
funds will be provided to the grantee.
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Match Requirements
Match Sources that do not qualify:
• No federal funds
• No in-kind contributions
• RWJF has a strong preference that match
sources do not come from entities that
manufacture or distribute alcohol, tobacco
and/or firearms
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Match Requirements
• Grantees are strongly encouraged to submit
match commitment documentation to their
regional coordinator as soon as it is received
• If a project fails to secure previously
committed match funds, contact your regional
coordinator immediately
• For more information regarding the match
certification process, please refer to Section 6
of the CKF Program Management Handbook,
and/or contact your regional coordinator
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Key Principles
• People give to people
• Fundraising is 90% networking and 10%
grant writing
• Market your services
• Commitment, passion & expertise
• Listen
• Fundraising is not a science
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Targeted Networking
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Major Obstacles
• Time
• Economy
• Size of prospect pool
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Managing Your Time
Focus on Your Best Prospects
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Gaining an Edge
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Cultivate a champion
Tailor your proposal to the funders
interests
Get started!
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Landscape for CKF Grantees
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Meeting the Match: Arkansas
Rhonda Sanders
Arkansas Advocates for Children &
Families
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Meeting the Match: Arkansas
About AACF
• Non-profit child advocacy organization
founded in 1977
• Covering Kids Grantee (1999-2001)
– 2 pilot sites
• Covering Kids & Families Grantee (20022005)
– 5 local project sites
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Meeting the Match: Arkansas
AACF Matching Funds
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Arkansas Children’s Hospital (major donor)
Ford Foundation (major donor)
Poplar House Clinic
Harbor View Hospital
Healthy Connections
St. Mary’s Hospital
Our Kids Count Coalition
Meeting the Match: Arkansas
AACF Philosophy
• Apply for CKF only if matching funds were in
place
• Called upon all parties benefiting from CKF to
be match players
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Meeting the Match: Arkansas
Approach
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Utilized existing partnerships
Included coalition partners & local projects
Financial benefits of insuring the uninsured
Human capital benefits of participation
Meeting the Match: Arkansas
Logistics
• Make your presentation
• ASK for the commitment
• Obtain letter of commitment from each
organization
• Identify individual methods of providing the
funds
• Include their match funds in their individual
CKF budgets
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Meeting the Match: Arkansas
Tips
• Identify partners that will benefit the most
• Draw on strong relationships
• Be clear about what they will get from the
investment
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Best Practices
Indiana’s Cost Benefit Analysis
Current level of SCHIP
and Medicaid enrollment
# self pay births in county
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Average % remittance
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Amount of money the
hospital actually made
(or lost)
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Supporting expanded
SCHIP and Medicaid
enrollment
Payment hospital would
have received had the
mothers been enrolled in
SCHIP or Medicaid
Best Practices
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Personal connections – Virginia
Networking – Illinois
Finding a Champion – Missouri
Unique opportunities – Oklahoma
Diversified funding base – Hawaii
Why Do Corporations Give?
• Increase profits
• Improve image
• Good corporate citizens
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Why Do Foundations Give?
• Issue
• Geographic focus
• Seed programs
– Quality
– Feasibility
– Innovation
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Why Do Government
Agencies Give?
• Politics
• Community support
• Budget
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Talking points
• Overview of CKF
• Description of issue as it relates to your
community (and their interests)
• Specific objectives
• Plan of action
• Track record
• Amount of funds to be requested
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Rehearse
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Avoid lingo
Use their terminology
Positive tone
Be succinct
The ”Ask”
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Direct
Calm & Confident
Specific amount
Silence
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Crafting Your Pitch
Funder #1
Children’s Hospital
• Public hospital
• Serves metropolitan area (pop.
350,000)
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Crafting Your Pitch
Funder #2
St. Francis Community Foundation
• Conversion foundation
• Geographic focus: statewide
• Programmatic focus: early childhood
development, children’s health
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Cultivate Champions
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Good financial stewards
Deep company bench
Bipartisanship
Innovative programming
Diversifying Your Base
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