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People make tough decisions about where they spend their dollars. How does that impact the nonprofit sector? In this interactive presentation we discuss...-Economic realities for charities nationwide and locally-What to do (and not do) when a donor says, "I can't contribute now"-How to find the "oasis in the desert" - 7 practical strategies for successful fundraising
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Alice Ferris, MBA, CFREJim Anderson
Dollars in the Desert
Finding
What are you Afraid of?
Total Giving: $308 Billion2008 US Contributions DataSource: Giving USA 2009
Individuals $229.03 - 75%
Foundations $38.52 - 13%
Bequests $23.15 - 7%
Corporations $15.69 - 5%
Funding Sources
Foundation & Corporate
Estimated drop in foundation assets 22% at end of 2008Expected reduction in grant making for 2009: 10%Corporate giving also down - Why? Perception for some, reality for others
AFP 2008 State of Fundraising Report
39.7% reported giving was down in 2008 compared to 2007, the highest level since 2002.Only 45.9% reported giving up from 2007 to 2008, compared to prior report 65.3% and high of 69% in 20062009 to date: 51% of charities responding reported that giving was down from 2008
“Perfect Storm”
Declining revenueIncreasing costs (health care)Declining endowments/investment portfoliosRestricted credit marketsDecreased audience for some (less revenue)
or increased audience for others (can't handle increased load)
SO WHAT DO WE DO??
Choose your attitude“Business is neither good nor bad “out there” It’s either good or bad between your own two ears. - Zig Ziglar
Overall Concepts
Focus staff on what the organization can control, to build confidence and address short-term problemsUse the turmoil to start discussions about business model innovations and new initiatives
Overall ConceptsEnsure leaders communicate a clear and consistent message to every set of employees they meet withMaintain pride in the organization's missionDuPont's CEO, Ellen Kullman: “People start thinking our mission is to reduce cost. That's a tactic, that's not our mission."
What’s WorkingConservative financial managementStrong community supportExtraordinary board or staff (Herculean efforts)Increased demand for services (Human services, public benefit)
Effective strategic planning
Prior diversification of fundingEffective fundraisingIncreased government fundingSpecific local economic conditionsLuckEffective advocacy effortsEntrepreneurship
Johns Hopkins Study, April 2009Center for Civil Studies
What Can We ControlFinancial Management Practices Clear and consistent marketing to the communityMaintain prideReward your team for Herculean effortsRe-examine but don't throw out the strategic planExpand your funding mix
Focus on Annual Giving Donors
Dollars in the Desert
Finding
Rethink Your Major Gifts Program
Dollars in the Desert
Finding
Find New Pockets of Government Funding
Dollars in the Desert
Finding
Renew and Acquire Foundation Support
Dollars in the Desert
Finding
Renew and Acquire Corporate Support
Dollars in the Desert
Finding
Create Memorable Meaningful Special Events
Dollars in the Desert
Finding
Start or Expand Revenue Generating Programs
Dollars in the Desert
Finding
Introduce or Expand e-Philanthropy
Dollars in the Desert
Finding
Develop or Nurture Partnerships with other Nonprofits to Conserve
Resources and Create Opportunities
Dollars in the Desert
Finding
Financial Management Practices
Dollars in the Desert
Finding