PRINCIPLES OF FUNDRAISING Session D5

2. PREREQUISITES Most funds are raised on the basis of specific project/programme proposals; Proposals must address recognised priorities (PRSPs, Development Plans); Proposals must be high quality & well presented; The donor must be impressed by the institution requesting the funds.

2 CO-ORDINATED APPROACH Resource Mobilisation committee; Resource Mobilisation Plan; Focal point nominated for all relations with potential donors; Centralised authorisation of approaches & submissions to potential donors.

3. INSTITUTIONAL STRUCTURE What institutions are involved If there is a partnership, who is the best lead agency, in practice & in eyes of donor? Have the partnership arrangements been formally agreed?

5. DONORS Who are the KEY sources of finance and what is the process for persuading them to finance the work? How do our interests coincide with their stated programme(s)? How do we secure the appropriate high-level meetings? What information do we send for their consideration?

5. KNOW WHERE THE POTENTIAL FUNDS ARE.

7. PERSUASIVE, WELL PRESENTED CASE Why is the particular proposal such a good investment opportunity for the “client”? Why is the lead implementation institution a suitable & reliable partner for the client? Is the documentation easy to read, well structured and presented?

8. ALIGNMENT OF PROPOSAL Does the proposal respond to the stated programme priorities of the “client”? Does the proposal respond to the stated priorities of the country? Are the links with poverty alleviation, water quality, health and other development priorities prominently emphasised? Are the respective PRSPs and development plans well referenced?

9. BUDGET Can all the stated costs be justified? Does the budget align with the requirements of the “client”, particularly in terms of size? Are all the costs covered by the budget? Have overheads been suitably included? Are there counterpart contributions that should be explicitly included?

10. FUNDRAISING TACTICS Personal relationships are important – people give to people; Persistence is vital. Single approaches rarely work, they must be followed up; Good co-ordination is vital. Once the proposal is submitted, don’t confuse the “potential client” by sending other proposals; Always acknowledge support in reporting.

11. REGIONAL POPS TRAINING COURSE - ASIA BUDGET $500,000   IDEAL TIMING JAN 2007 - DEC 2007 PROPOSAL APPROVED BY ES: 05/12/2005 DONOR REQUEST BY WHEN PROBABILITY FACTORED NEXT ACTION AMOUNT $ SUCCESS TIMING TOTAL DFID 500,000 ES 01/01/06 60% Dec-06 300,000 ES to meet with DFID 6/6/6 SIDA 200,000 02/02/06 30% Sep-06 60,000 awaiting response to proposal EC 03/03/06 Dec-07 90,000 CF to meet with EC 15/5/6 UNDP (INDONESIA) 100,000 BCRC 04/04/06 40% 40,000 BCRC to report on last meeting FORD FOUNDATION 05/05/06 50% Oct-06 150,000 Ford to visit BCRC 20/5/6 NORAD 20% Proposal to be sent by mid May 700,000