The Trojan Horse: Getting Donors to Fundraise for You Edwin Wanyonyi KWS & Kenya Wildlife Service Fund Assistant Director & Head of Resource Mobilisation 3rd December 2012

KWS Story – Why did we Succeed? SUCCESSFUL HRM Supportive leadership Budget allocation Function recognition Employee morale Managers responsibility

COYA- 1ST PLACE GOVERNANCE 2009

What do we do to address the sustainability of Wildlife conservation in Kenya? Envisaged in Sec 5A of the Wildlife (Conservation and Wildlife) Amendment Act.

Source: A guide for project M&E: IFAD

The Trojan Horse Story It’s a tale from the Trojan War about the trick that the Greeks used to enter the city of Troy and end the war. After a fruitless 10-year siege, the Greeks constructed a huge wooden horse and hid a select force of men inside. The Greeks pretended to sail away, and the Trojans pulled the horse into their city as a victory trophy. That night the Greek force crept out of the horse and opened the gates for the rest of the Greek army, which had sailed back under cover of night. The Greeks entered and destroyed the city of Troy, decisively ending the war.

The Application Meaning Trojan Horse" has come to mean any trick or strategy that causes a target to invite a foe into a securely protected stronghold or space.

KENYAN PRIDE

Private Sector partnership –K4K GREATER HORN OF AFRICA Private Sector partnership –K4K

Principles of Fundraising You have to ask Understand the donors view point RM is a people’s business (people give to people) RM is selling / convincing one to act

Donors – who are they Individuals –High, Medium, Low and no income; Corporations and Business; Governments (multi-lateral, national) and Other Institutions – Foundations, Trusts, NGO’s

Engaging Donors Sending proposals with a covering letter; Contact Donors by letter, e-mail or telephone; Sending proposals for renewed funding; and Using opportunities like conferences, seminars and social events

Engaging Donors Cont’d Most donors work for institutions that operate in a structured way and have specific areas of interest. Its critical to meet a donor before sending a proposal to ensure that the proposed work is described in a way that is linked to their interests. This is called ‘pitching’’. Pitching means describing your work so that it highlights similarities with the interests of donor, and is therefore more likely to be supported.

Engaging Donors Cont’d Make a good impression when you meet the donor face to face (aim to build a relationship). You do this by:- Being well prepared Being relaxed Explain your work clearly for a genuine conversation to take place.

Exercise Role Play meeting Donors In groups Information to give the resource provider Questions to ask the resource provider Difficult questions the resource provider might ask  

Information to provide the donor Name and location of the organization Organization's mission and scope of work How the organization implements activities Past experience, including previous donors Reason for choosing this donor What donor will gain from partnership Leaflet of the organization Comparative advantage of the organization Statistics about the problem to be addressed

Questions to ask the donor What are your particular programmatic areas of interest What is the decision-making process How would you like to be involved in the work Do you provide resources other than money Can you give multi-year grants Would you like to visit our organization Do you support implementing organizations directly

Difficult questions the Donor may ask Why did you choose to approach us What are the outputs of the project How will the outputs and impacts be measured What is the size of your organization Do you the capacity to undertake the activities Are the project activities sustainable What will we gain by providing you with resources How is this project different from others How do you ensure the accountability of the resources Can you demonstrate transparent and well-managed financial systems

Cultivating Donors It involves board members, volunteers, staff and donors It is strategic It must be systematic – each event must have a follow up plan It should be coordinated Not all cultivation involves personal interaction Don't forget that cultivation can be unexpected. Make sure there is a budget for cultivation.

Building Trust Honouring your word Respect for donors, beneficiaries, staff and volunteers Dependability, Constant Reliable Behaviour Shared Values Regular, Two-Way communication Bring impact alive Testimony from beneficiaries Photos, films, interactive web sites Accountability and Transparency

Exceeding Expectations Achieving more than promised Interaction with beneficiaries and front line staff Products from beneficiaries Recognition from beneficiaries Gifts to donors

Be Bold. Be imaginative. Above all, enjoy yourself! ASANTE SANA!