Fundraising

Opening the Door

Nancy H. Bull

December 10, 2004

Opening the Door

Sources of Funds Smith Lever-Hatch Federal non-Smith

Lever-Hatch Private foundations Individuals State & local

government

Methods of Funding Grants and contracts Gifts and donations Royalties User fees Direct sales

Source: Implications of Increased Alternative Revenues in CES

Opening the Door

Guiding principles Mission drives program Public good vs. private advancement Cost/benefit ratio Teamwork vs. entrepreneurial success Plan for ending

Source: Implications of Increased Alternative Revenue in the CES

You may need a push

To Get Started in Fundraising

Fund Development

Creates budgetary flexibility and agility Increases buy-in from a broad base of

supporters Voluntary action for the public good Planning is 75% of the process

Source: TFRS

The Fundraising School Cube

Management Institutional readiness

Source: TFRS

Vehicles Markets Human resources Dynamic functions

Giving Sources Depends on..

Linkage-personal connections Ability to give Interest in what we are doing Linkage and interest are the most important Best potential donor is a current donor To raise funds must first give

Source: TFRS

Components of Development

Planning-involve current donors Communication on need Fundraising efforts

Source: TFRS

Constituency Circles

Major donors-Board-Management Volunteers-Employees-Members-Clients Former board members-Donors-Participants People with similar interest The organization’s universe

Source: TFRS

Case Statement Components

Mission-goals-objectives Programs Governing board Staffing Facilities, equipment Finances Planning, evaluation

Source: TFRS

Categories for Fundraising Activities

Annual giving Direct mail Telephone solicitation Donor acquisition Gift clubs Special events

Source: TFRS

Major gifts Planned gifts Corporation and

foundation gifts Capital campaigns

The Development ProcessLinkage-Involvement-Advocacy Prospect-donor-repeat donor Upgraded donor-special gift Major gift-may be repeated Big gift-one time Planned gift

Source: TFRS

Donor ResearchA Systematic Process

Identify prospective donors Assess gift capacity and potential Uncover facts on how to best solicit the gift Develop a prospect profile

Source: TFRS

Solicitation Plan

Opening - greeting Involvement-mutual concerns Presentation-features-benefits-questions Close-agree, disagree, stop or pledge

Source: TFRS

Resource Suggestions

Council for Advancement and Support of Education-CASE

www.case.org ePhilanthrophy Foundation

www.ePhilanthrophyFoundation.org The Chronicle of Philanthropy

http://philanthropy.com

Additional Resources

Philanthropy Journalwww.PhilanthrophyJournal.org

Fundraising School at Indiana Universitywww.philanthropy.iupui.edu