The Case for Support is the Bedrock of Fundraising Timothy L. Seiler, Ph.D., CFRE Director, The Fund Raising School Indianapolis April 22, The Salvation Army Community Resource and Development Conference Sessions

Case for Support Answers why your organization is worthy of support. Who you are and whom you serve/why you exist? Where have you been? Where are you going? What will it take to get there? How can gifts be made to help you get there? Expressed in your marketing and fundraising materials.

Case: Preparation Mission—Why do we exist? Philosophical Human/societal need Value and values Goals—What do we want to achieve? Objectives—How will we achieve the goals? Programs and services—Which methods will we use?

Case: Preparation Governance Staffing Facilities or mechanics of service delivery Finances—narrative, numerical, graphic Total expense and income Philanthropic support required Strategic planning and program evaluation History

Case Components Mission Goals Objectives Programs Governing Board Staffing Facilities, Equipment Finances Planning, Evaluation History Must Articulate Awareness, Insight to Problem Desired Achievement What’s in Place Service to People (Stories) Character, Quality of Organization Qualifications, Strengths Advantages, Strengths, Effectiveness Validate Need for Philanthropy Documents, Commitments, Strengths, Impact Heroic Saga, Credibility

Internal Uses of Case Establish agreement inside organization Help enlist leadership Provide information backdrop for developing fundraising materials Create basis for institutional evaluation, priority- setting, and decision-making

Examples of Case Expressions Brochures Foundation proposals Appeal letters Campaign prospectuses News releases Newsletter articles Web site Speeches to community organizations Face-to-face conversations for cultivation and solicitation

Stating Your Case Why would anyone give? What difference will charitable contributions make? To whom? What are the benefits (to donor) of giving?

Case Statement – External (Case Expression) For Fundraising State need (problem) Propose strategies to alleviate (solve) Identify who benefits Demonstrate your competency Specify resources required Explain how gifts can be made Communicate benefits of giving