1. 2016 G.I.F.T. Summit

4. Fundraising Planning for Success
Kim Carpenter Drake
Vice President
Center for Nonprofit Management
Nashville, TN

5. What is a fundraising plan?
A roadmap to schedule time and the flow of fundraising activities throughout the year
A recipe to combine the right ingredients for your county and your needs
A resource guide for allocating your time, talent and treasure to support financial success
A series of guideposts for your board and volunteers to actively engage and channel their enthusiasm and passion into success

6. How do we successful use a fundraising plan with our limited resources?
Prioritize your work Make Strategic Choices Engage Your Volunteers and Leaders Set Expectations Measure success

7. The Components of a Good Plan
Goals and Expectations
Allocation of Resources
Strategies
Calendar
Agreement

8. The Role of the Board
The Board should be your first and your most enthusiastic donors
They should all find ways and means to support fundraising and be held accountable to participate
Everyone will have different strengths and it is your job to help each one to find the right fit

9. Strategies We Will Discuss
Grassroots Support
Direct mail
Social media and online giving
Major Gifts
Special Events
Grantwriting/ Foundation Giving

10. MODULE #1: Grassroots Support
These are your smaller gifts, usually an average of $10, $20 or $100 – depending on the size of your program
They are most often solicited by indirect means (through the mail or online)
They are most impactful when you build relationships and renew these gifts every year

11. How to Proceed

12. The Package
Fundraising, especially direct mail, is the process of connecting a potential supporter with the opportunity to give.
The mailing package needs to include all of the key elements for success:
A strong, clear message
Visual appeal
Names and stories

13. The Call to Action
We will practice this later, but you want to have a clear, concise call to action in all of your requests.
For example:
“this is a fabulous time for you to join us in making the joys and power of reading available to children in our county – help to make their summer one of new adventures by contributing ___ today.”

14. Giving Online
There is a lot of talk nationally about online giving but the truth is very simple:
People still give to people (their friends online)
Online giving has not grown as fast as predicted
Most social media is better for building relationships than raising money

15. MODULE #2: Grant writing
Grants are an opportunity to build support from foundations and some business
Foundations vary in size from small family funds to enormous national organizations
Research and careful planning are the keys to grant success

16. Select Your Prospects
There is a lot of information about grant makers online.
GBBF can help you to identify good targets in your area
Some grant funders are solicited by direct contact with the donor or family and others require a formal proposal with specific guidelines

17. Choosing a Good Fit and the Right Request
Most grant funders want to talk to you or hear from you before you submit a proposal
This gives you valuable information about their interests and build the relationship
Although the process is more formal, grant makers want relationships with their fundees just like everyone else

18. Module #3: Events
Although most people think of dinner parties when you think of Events, they are only one of many types of events to consider…

19. Events are Successful When…
They produce enough net income to justify the amount of time, money and resources dedicated to them.
People have fun and engage with you in a new way.
They appeal to a type of donor or quantity of donors that you cant reach any other way.

20. Module #4: Major Gifts
The definition of major gift is different for every organization.
It is the dollar amount and above that it makes sense for you to contact, cultivate and solicit individually.
These are the people and businesses that make your work possible every year.

21. Two challenges
Finding the right prospects
Making the ask

22. Good Prospects
It is important to be able to identify your best prospects in order to:
Spend your time wisely
Increase your likelihood of success
A good prospect has both the ABILITY to give and the PROPENSITY to do so.

23. Making the Ask This is our next step today…
Asking for a charitable gift is NOT begging!
It IS giving someone the opportunity to invest in something important and to make a commitment to support others while also meeting a personal need (caring, networking, giving back)

25. Memorandum of Agreement (MOA)
GBBF Addendum
Tennessee’s Imagination Library model
GBBF
Local county affiliate
Dollywood Foundation
Why?
Public-private partnership
Collectively support and administer Dolly Parton’s Imagination Library across the state.
DWF MOA

26. Our Role Request state grant funding annually
fund 50% of the costs of Imagination Library books and mailing each month
seek private and other government funding to support the statewide model
offer volunteer training, marketing and grant-making assistance to affiliate programs
assist in cultivation & development of local volunteers and funding sources as well as statewide partnerships

27. Your Role Enroll the children in your county
Promote the program in your county
Raise funds to pay for one-half of the cost of books and mailing monthly in your county
Partner with or maintain a local 501c3 sponsoring organization
Develop a local Imagination Library committee or board, including an IL Coordinator, Database Manager and Financial Coordinator

28. County Program Positions & Responsibilities
Make annual reports of activities, enrollment and fundraising activities to 501c3 and GBBF
May or may not be a member of the board of the 501c3 sponsoring organization
Imagination Library Coordinator
Manage Book Order System – enrollments & address changes
Provide GBBF with a data clerk level login username and access to the Book Order System
Database Manager
Make monthly reports of donations and expenses to the local IL committee or board
Provide 501c3 treasurer with copies of IL bank statements and, annually, a financial report of donations & expenses
Financial Coordinator

29. 501c3’s Role
Conduit for the local county IL affiliate to accept tax-deductible donations and grant funding
Maintain a separate bank account for receipt of donations
Payment of the monthly book bill to the GBBF
Recommended that the Financial Coordinator of the IL program also serve as treasurer or as a board member of 501c3

30. Dollywood Foundation’s Role
Manage the selection of the titles included in the program
Negotiate below market pricing for the books from Penguin Young Reader’s Publishing Group
Maintain an online enrollment and book ordering system
Manage the distribution and mailing of the books monthly

31. Data Clerk Access What is it? Why do we need it?
Creating a “data clerk” position in the BOS to give GBBF access
Restricted access
What is it?
Allows GBBF to pull reports about your county’s growth
Allows GBBF to pull information on statewide enrollment partnerships in your county
Brag on your success when applying for grant money to help your county program
Why do we need it?

32. Links/Resources Board Source Gail Perry – Fired Up! Fundraising
Cnm.org
7 faces of philanthropy
AFP – Association of Fundraising Professionals