Fundraising, General INFO ENGL

8/13/2019 Fundraising, General INFO ENGL

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DevelopingDeveloping &ImplementingImplementing

a

FundraisingFundraisingStrategyStrategy

UNISOL Training Workshop

4-7 May 2004

TICH Kisumu, KenyaHans H. Wahl &

Christina von Furstenberg

UNESCO/SHS, Paris


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Basics of donor fundraising

Fundraising is:

40% research,

40% relationship building, and

20% asking for money.


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Identify funding needsIdentify funding needs

Define clear fundable units of work of

varying size scope and duration toproved potential donors with a range of

options.


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In terms of:

clear, measurable objectives,

realistic time frame,

anticipated impact, andresources required


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Scale projects to a variety of donorlevels & differing interests

Most new donors are more willing to make a

small initial commitment to test out a newrecipient and increase that commitment with

time and positive results.


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Research

Identify potential donors

Research is the FOUNDATION of fundraising


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ResearchResearch

Funds follow interest and commitment of thefunders, search for one whose interest

matches your activities

Funders allocate funds among pre-defined

program areas according to donor priorities

Know prospective donors relevant areas of

funding, priority and types (size) of grants given inrecent years.

Familiarise yourself with the categories and

terminology


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Research

Know the legal

restrictions,

requirements &

ramifications ofengaging in fundraising


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Relationship

Donors are more likely to give

to people than to causes orprojects


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Relationship

Funders talk to each other

Get to know them and what they aretalking about

They can put you in contact withpeers, other sources of funding, and

trends.


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Relationship

Demonstrate why you are in a unique positionand make a meaningful contribution to a

compelling issue.

Establish credibility with

letters of support,references,

others committed to project, and

relevant experience..but,best of all, personal contact

The funder may know more about you than youthink! (dont cover anything up)


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Relationship

Find out what the funderwants from youproposal

cover letter,

references, etc.

Mass Money

increasingly, less is more!


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Relationship

TimingKnow & respect donor deadlines & schedules

Status of your project

May want to have 20-25% of project

underway before approaching external donorNeeds assessment (at least)

Partners committed


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The Ask

All the previous work is

worthless unless you actuallyask for the money!


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The Ask

Ten Steps to Effective Presentation

1) Introduction: yourself, organisation(s), and work (brief!)

2) The need you are addressing

3) What you expect to accomplish (linked to need)

4) How you will do it5) Your expertise, experience, and resources

6) What you need from donorto do what needs to be done

7) Your questions of substance8) The ask

9) Follow-up

10) Thank you


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The Ask

Three Essential Parts

of the

Ask


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The Ask

1) Preparation:

Make appointments well in advance

Send carefully selected and targetedadvance, materials ahead of time.

Select your delegation carefully (people

and number) and plan presentation

What is required, in what form, when

and how


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The Ask

2) Personal Contact (Telephone & Meeting/Interview)

Call: When to call, who to talk with, what to ask,

how to end the callMeeting: Who will you meet? How much time do

you have? What do they expect?

Be Prepared: You never know when you will meet

Melinda


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The Ask

3) Follow-up (thank you and next steps)

What will you do?What will they do?

By when?

ListenListen,, watchwatch, and, and keep a record!keep a record!


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Follow-up & Reporting

Reporting is crucial:

Respect reporting requirements and deadlines

Donors want to be kept regularly informed and

updated on the salient issues arising with theproject

not just at reporting periods & end of project

Financial reporting is crucial & must be done tospecifications of donor

Maintain the relationship even after project is over,

send updates and personal letters on progress


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Your Turn

Form groups of 4-5

Half Project Reps/Half Funders(Foundation, Govt Agency, Individual Donor, Development Agency)

Prepare #1 (5 min)

Project Team: define project, partners, funding needs Donor: define profile, relevant program(s), type offunding available

Exchange Information (3 min)

Prepare #2 (5 min)

Role play (7-10 min)

Critique

Documents

Fundraising, General INFO ENGL