Fundraising– Acceso PanAm Adapted from Brad McLeod Rio de Jeneiro| April, 2012

2011 Highlights Fundraising – It isn’t just about the money!

2011 Highlights The Three Part Planning Process: Strategic, Annual and Fundraising Plans

2011 Highlights There is a difference between vision and hallucination: a way to make it real. Planning Strategic plans define direction Annual plans define the path Fundraising plans define the resources to pull it all together

2011 Highlights Strategic Plan Direction Which direction are you heading? What are the goals of your group? Get a cause to activate your group. The magic of thinking big. Believe and have passion. Does everyone in your group know your cause and how you will get there? Put your goals in writing so that your group can see and discuss.

2011 Highlights Strategic Plan Organization Identify closed/threatened areas – Make a list and break down into areas and regions. Put key people in charge of contacting owners. Set up a system to write or call landowners. What is a crag in your area that you could lease or purchase if you could raise the money? How much money and time is needed?

2011 Highlights Annual Plan Define the Path What steps can you take today, this month, this year to achieve your goals? Example: 10 year land acquisition plan – only takes one hour to sketch out. You may be amazed at what ideas it brings to mind. Be Proactive not Reactive

2011 Highlights Fundraising Plan Business Plan Business Plan – Identify total amount of resources (cash and volunteer time) needed. It should be simple and tell donors/investors: Who, What, Where, Why, When, How Why is this important? Do you have a track record? Partners? Break down costs & timeline, be conservative.

2011 Highlights Fundraising Plan Case for Support This is your short pitch to donors Include mission and vision Brief summary of business plan (why you need the money) Why is this important, right now? Tailor the case for support to each individual

2011 Highlights Fundraising Plan Fundraising Potential Who is willing to support the project? List of potential donors (people, corporations, grants, etc) Online giving? Events? Raffles? Others? Major donors (peer assessments, 3 to 1 ratio, recognition or naming opportunities?) What’s your total potential?

2011 Highlights Fundraising Plan Leadership Who will make the asks? Make a plan for each potential donor Ideally peers asking peer, donors asking potential donors Informed, passionate, good communicators Hold people accountable!

2011 Highlights Fundraising Plan Cultivation Approach potential donors & supporters Events vs. One on One It may take an hour, it may take years! Ask questions, show interest Remember that you offer something they want, this is a proposition, you are not begging, you have power in the situation

2011 Highlights Fundraising Plan IT’S TIME FOR THE ASK!

2011 Highlights Fundraising Plan “The Ask” Cultivation is complete Good setting with the right people Donor shouldn’t be surprised When time is right, re-state Case for Support YOU HAVE TO ACTUALLY ASK FOR $! Include the amount – stretch your comfort Then be quiet….

2011 Highlights Small Group Activity (30 min) Break into several small groups Briefly work on/discuss your strategic plan, annual plan and business plan Put together your case for support Practice giving your case for support in the group (2-3 minutes each), as though you are speaking to a potential donor Pick the best pitch from your group

2011 Highlights Small Group Activity (30 min) Produza um plano estratégico, plano annual e um business plan Crie sua história – como você irá pedir Pratique no seu grupo (2-3 minutos), como se você estivesse falando com um doador em potencial Escolha a melhor pessoa do seu grupo para apresentar para todos

2011 Highlights Large Group Activity (30 min) One person from each group gives their pitch to the whole group (2-3 minutes) Don’t break character!!! Large group takes notes After each person has gone, we review and give feedback to each person We pick the winner!

Brady Robinson –