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2 Planning for the Future

3 Overview Match requirements Fundraising 101 highlights Overcoming obstacles New opportunities Crafting Your Pitch Long-term strategies

4 Covering Kids & Families Fundraising Materials  Fundraising 101 (from Covering Kids & Families Annual Meeting)  Meeting the Match: A Guide to Fundraising

5 Match Requirements

6 RWJF requires a 50% match of grant award dollars for CKF Part I Grantees must begin using match funds no later than the beginning of the third year of the grant. The match requirement is designed to identify new sources of funding for the CKF initiative.

7 Match Requirements RWJF will not provide more than 50% of the total RWJF funds until the match support begins, if earlier than the third year. Should no match funds be secured by the beginning of Year 3, no additional RWJF funds will be provided to the grantee.

8 Match Sources that do not qualify: No federal funds No in-kind contributions RWJF has a strong preference that match sources do not come from entities that manufacture or distribute alcohol, tobacco and/or firearms Match Requirements

9 Grantees are strongly encouraged to submit match commitment documentation to their regional coordinator as soon as it is received If a project fails to secure previously committed match funds, contact your regional coordinator immediately For more information regarding the match certification process, please refer to Section 6 of the CKF Program Management Handbook, and/or contact your regional coordinator Match Requirements

10 Fundraising 101: Highlights

11 Key Principles People give to people Fundraising is 90% networking and 10% grant writing Market your services Commitment, passion & expertise Listen Fundraising is not a science

12 Targeted Networking

13 Overcoming Obstacles

14 Major Obstacles Time Economy Size of prospect pool

15 Managing Your Time Focus on Your Best Prospects

16 Gaining an Edge Cultivate a champion Tailor your proposal to the funders interests Get started!

17 Identifying New Opportunities

18 Landscape for CKF Grantees

19 Meeting the Match: Arkansas Rhonda Sanders Arkansas Advocates for Children & Families

20 Meeting the Match: Arkansas About AACF Non-profit child advocacy organization founded in 1977 Covering Kids Grantee ( ) –2 pilot sites Covering Kids & Families Grantee ( ) –5 local project sites

21 Meeting the Match: Arkansas AACF Matching Funds Arkansas Children’s Hospital (major donor) Ford Foundation (major donor) Poplar House Clinic Harbor View Hospital Healthy Connections St. Mary’s Hospital Our Kids Count Coalition

22 Meeting the Match: Arkansas AACF Philosophy Apply for CKF only if matching funds were in place Called upon all parties benefiting from CKF to be match players

23 Meeting the Match: Arkansas Approach Utilized existing partnerships Included coalition partners & local projects Financial benefits of insuring the uninsured Human capital benefits of participation

24 Meeting the Match: Arkansas Logistics Make your presentation ASK for the commitment Obtain letter of commitment from each organization Identify individual methods of providing the funds Include their match funds in their individual CKF budgets

25 Meeting the Match: Arkansas Tips Identify partners that will benefit the most Draw on strong relationships Be clear about what they will get from the investment

26 Best Practices Indiana’s Cost Benefit Analysis Current level of SCHIP and Medicaid enrollment Supporting expanded SCHIP and Medicaid enrollment # self pay births in county X Average % remittance = Amount of money the hospital actually made (or lost) Payment hospital would have received had the mothers been enrolled in SCHIP or Medicaid

27 Best Practices Personal connections – Virginia Networking – Illinois Finding a Champion – Missouri Unique opportunities – Oklahoma Diversified funding base – Hawaii

28 Why Do Corporations Give? Increase profits Improve image Good corporate citizens

29 Why Do Foundations Give? Issue Geographic focus Seed programs –Quality –Feasibility –Innovation

30 Why Do Government Agencies Give? Politics Community support Budget

31 Making the “Ask”

32 Talking points Overview of CKF Description of issue as it relates to your community (and their interests) Specific objectives Plan of action Track record Amount of funds to be requested

33 Rehearse Avoid lingo Use their terminology Positive tone Be succinct

34 The ”Ask” Direct Calm & Confident Specific amount Silence

35 Crafting Your Pitch

36 Crafting Your Pitch Funder #1 Children’s Hospital Public hospital Serves metropolitan area (pop. 350,000)

37 Crafting Your Pitch Funder #2 St. Francis Community Foundation Conversion foundation Geographic focus: statewide Programmatic focus: early childhood development, children’s health

38 Long-term Strategies

39 Cultivate Champions Good financial stewards Deep company bench Bipartisanship Innovative programming

40 Diversifying Your Base

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