Building a Fundraising Campaign

Area 7 Key Leadership ConferenceFinance Breakout Session

October 31, 2009

Building a Fundraising Campaign

Giving Trends…2008• $307 billion given in 08 vs. $314 in 07 (-2%)• Donations primarily from:

– Individuals - $229 billion (-2.7%)– Foundations - $41 billion (+3%)– Bequests - $22 billion (-2.8%)– Corporations - $14 billion (-4.5%)

Building a Fundraising Campaign

Giving Trends…2008

Donations primarily supported…• Education - $41 billion (-5.5%)…13% of total

• Gifts to foundations - $33 billion (-19.2%)…11% of total

• Human Services - $26 billion (-12.7%)…9% of total

• Public – Society Benefit - $24 billion (+5.5%)…8% of total

• Arts/Culture – $13 billion (-6.4%)…4% of total

• International Affairs - $13 billion (+1%)…4% of total

• Environment/Animals - $7 billion (-5.5%)…2% of total

Building a Fundraising Campaign

Impact on BSA…• More competition for donations• Other organizations becoming more fundraising savvy• Donations impacted by mission/negative events• Traditional BSA funding sources declining

– 50% of Direct Support goal in NER from special events/foundations

– 38% of Direct Support goal in NER from FOS

Building a Fundraising Campaign

Key Components

Building a Fundraising Campaign

Analysis (Breakdown each campaign)…

• Understand donor information (who, how many and how much)

• Determine volunteer manpower needs (quantity and quality)

• Where do opportunities for new growth exist (individual gifts and geographic)

Building a Fundraising Campaign

Critique (Staff and volunteers)

• Remember…it’s process…not personal

• Conduct SWOT exercise (Strength/Weakness/Opportunity/Threat)

• “If you do what you’ve always done…you get what you’ve always got”

Building a Fundraising Campaign

Build a Plan (Each campaign)

• Campaign timeline…by dates for each key step

• Manpower needs…how many are needed to get the job done

• Campaign Controls…how are we doing

Building a Fundraising Campaign

Recruit Manpower (Council and district level)

• Start early…it always takes longer than you plan

• Engage volunteers in the process (board, steering committees etc…)

• Identify and recruit the best people

Building a Fundraising Campaign

• Prospect and Evaluate Donors

• Use knowledgeable volunteers

• Identify the right people to ask for gift(s)

• Strive to move donors forward…not be happy with renewal

Building a Fundraising Campaign

Execute Plan (You built it…use it)

• Make sure everyone is on the same page

• Stay on track

• Make review of the plan a constant

Building a Fundraising Campaign

Report Progress (Frequently)

• Communicate progress from beginning to end of each campaign

• Send to volunteers…keep in front of staff

• Hold everyone accountable

Building a Fundraising Campaign

Evaluate and Make Corrections (Regular basis)

• Be prepared to identify weakness in the campaign as it happens

• Develop strategies to address issues

• Assign key volunteers to assist in managing course corrections

Building a Fundraising Campaign

Build Relationships (Volunteers)

• Get to know the people who are helping you

• Stay positive and make things fun

• Remember to praise and say thank you

Building a Fundraising Campaign

Stewardship (Donors)

• Remember, all donors have more choices than ever before

• Develop a plan to communicate with donors regularly (7 times each year is recommended)

• Meet personally with your top donors 

Building a Fundraising Campaign

Celebrate Victory (Staff and volunteers)

• Don’t neglect this step

• Make the event fun

• Find creative ways to recognize volunteers

Building a Fundraising Campaign

Questions?