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The Art of Fundraising

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Today’s Headlines

How do Fundraisers React

Or Take A Reality Check• What we know for sure:

– Competition for funding is increasing• Requests for grants are up• Requests for private donations are up

– Some sources of funding are declining• Governmental• Some foundations• Some businesses and private donors

Reality Check• Corporate foundation giving increased in 2007 by

6.6%; projected to increase in 2008. (Foundation Center Survey, 4/24/08)

• Foundation giving posts double-digit growth in 2007; 2008 outlook remains positive. (Foundation Center Survey, 5/10/08)

• Foundations increase support for families affected by slowdown Foundation Center Survey, 5/5/08)

During past economic downturns, donations from private donors have increased.

Not all businesses are experiencing slumps.

While donors may use more care in making decisions, many are still giving.

Reality Check

How do we respond?

The Fundraising Pyramid

Planned Gift

Capital Campaign

Major Gift

Repeat Donor

First-time Donor

Universe of Donors

• Don’t make assumptions

• Do your homework

• Give the prospect/ donor the option

• Bless & release

Strategy 1: Keep asking

Strategy 2: Fill the pipeline

• Increase cultivation and friend-making– Host parties– Meetings & presentations

• Make a strong case for why you need support NOW!

Strategy 3: Become a miner

• Find the opportunities– Were is the wealth in Northern Michigan?– Which companies are growing?– Who has a vested interest in your success?

Strategy 4: Develop options that support your donors

• Managing retirement/ investment funds– Get to know CPAs, wealth managers, lawyers– Stock and real estate

• Use pledges, payment options• Advertising and promotion• Gift-in-kind, volunteer teams- get people involved• Partner with other organizations

Strategy 5: Don’t forget the basics

• It’s personal- focus on relationship building.• Be disciplined – follow-up, keep promises, stay on

track.• Proposals, grant applications must be top-notch.• Make a strong case• Maintain a diverse strategy-- foundations, private

donors, corporate & governmental• Target the right donors

• Be open but perform careful due diligence.• Be cautious about setting precedence.• Evaluate against your mission, values, and

strategic plan.

Strategy 6: Manage new and unusual opportunities carefully

• We can never be certain about where funding will come from, but we can be confident that some donors will continue to give to our organizations if….

• we’re organized and systematic,• make a strong case,• and keep asking.

In Summary

What Questions Do You Have?

NorthSky Resource Centerwww.northskynonprofitnetwork.org

Thank YouContact NorthSky at:231.929.3934www.northskynonprofitnetwork.org

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