Rhode Island College Certificate Program for Nonprofit Studies Summer Institute 2013 Michele R. Berard, MBA, CFRE Fund Development & Philanthropy Best Practices

“fundraising isn't a simple process of begging -- it's a process of transferring the importance of the project to the donor." Hank Rosso

Philosophy of Fundraising  Organizations Exist for a Reason

Philosophy of Fundraising  To Govern or Not to Govern  Mission Enforcers  Resources

Philosophy of Fundraising  Institutionalizing Fundraising

Philosophy of Fundraising  Gift Making as Voluntary Exchange No arm twisting!

Philosophy of Fundraising  Substituting Pride for Apology

Philosophy of Fundraising  Fundraising as a Servant to Philanthropy  Meeting the needs/wishes of donors and adding greater meaning to their lives;  Invitation to give is a guide

Philosophy of Fundraising  Organizations Exist for a Reason  To Govern or Not to Govern  Institutional Fundraising  Gift Making as Voluntary Exchange  Substituting Pride for Apology  Fundraising as a Servant to Philanthropy

Some Definitions MISSION A philosophical value statement expressing the reason the organization exists Note: do not confuse mission statements with statements of goals or objectives

Some Definitions PHILANTHROPY Voluntary action for the public good, including voluntary service, voluntary association, and voluntary giving *as used at the Center of Philanthropy (IU)

Some Definitions PROSPECT/PROSPECTIVE DONOR Any logical source of support, be it an individual, corporation, organization, government, or foundation

Some Definitions GIFT A voluntary, irrevocable transfer of something of value without consideration (that is, without receiving anything tangible in return) at the time of transfer or at any time in the future

Some Definitions CONSTITUENCY All people who have in some way been involved with the institution seeking support; consists of members, contributors, participants (past or present), clients and relatives of clients.

Exercise Break into Groups Pick Nonprofit Organization Same amount of organizations as are in your group Should do some fundraising Local Mission Review ence/ToolsforNonprofits/DirectoryofNonprofits/tabid/717/Default.aspx

Exercise Report Out Write on Board

The Case – “Why Should Someone Give?” ANSWERS THESE QUESTIONS:  Why does the organization exist?  What services or programs does the nonprofit provide to meet the needs (or solve the problem)?  Why should prospective donors provide gifts, and what are the results of those gifts?

Exercise Example - Back into your groups Select two nonprofits and answer “Why Should Someone Give?” Report Out

How do we raise money?

 Fundraising Letters (direct mail appeals)  Fundraising Events  Grants  Corporate Gifts/Sponsorships  Planned Gifts (bequests)  Telephone/texting  Internet Strategies  Cause related marketing

How do we raise money?

No two organizations are alike

Where does the money come from?  Individuals  Foundations  Corporations  Planned Gifts/Estates  Government

Where does the money come from?

Where the money goes

Assignment – due 6/11/13 Be prepared to answer: 1.How much money your organization raised (fundraising revenue) in the most recently completed fiscal year 2.Percentage breakdown of that revenue: % Individuals % Foundations % Corporations % Bequests

Assignment – due 6/11/13 Be prepared to answer: 1.How much money your organization raised (fundraising revenue) in the most recently completed fiscal year 2.Percentage breakdown of that revenue: % Individuals % Foundations % Corporations % Bequests

What they don’t teach you in college! COMMUNICATION:  etiquette  Telephone etiquette  Leaving messages that create results  Following through

Building Your Professional Brand  Linked In  Facebook  Know your Online Persona (Google yourself) Any takers to try it out?

Building Your Professional Brand Selling Yourself Exercises to help: Writing your Obit Personal Marketing Plan Product = You! Price = Pay/Benefits Place = Location/Surroundings Promotion = How you want others to perceive you

For Next Week… 1.How much money your organization raised (fundraising revenue) in the most recently completed fiscal year 2.Percentage breakdown of that revenue: % Individuals % Foundations % Corporations % Bequests Assignment #1 Assignment #2 Assignment #3 Create a Linked In Profile Send me an invitation to join your network Start your Personal Marketing Plan