1. “Opposites Attract” – The Fundraisers Guide to Courting and Engaging Donors Moses Chege

2. Objective knowledgeable in engaging donors
At the end of this workshop you will be
knowledgeable in engaging donors
Able to use the knowledge gained
A good understanding of Donor engagement strategy
Focus will mainly be institutional funders (bilateral,multilateral,trusts and foundations

3. Icebreaker: If I were the President
3 Min.
If you had the job of the men below what would you change.

4. Do Opposites Attract?
Depends on how you interpret this

5. Enhancing Relationship
Understand donors
Respect donors nature
Engage as partners
Have a long-term view
Maximize combined resources
Focus on accountability
Be transparent
Invest with purpose
Share with peers

6. Complimentality-It’s all about taking advantage of the opportunities before us.
The key issue ,now it is more of partnering getting the right suitor and building on each others strengths and weakeness

7. Resource Mobilization is all about
Communicating all dimensions of the need
Informing, motivating, and facilitating giving
Engaging and involving donors
Maintaining donor relationships

8. At the heart of it is ………..
How we will you go about approaching, engaging and managing existing and new donors?

9. What do donors give? Voice especially in advocacy initiatives
Influence
Information
Time and expertise
Goods or in kind donations
Money

10. Motivations for Giving
Make a difference in the world
Religious reasons/legacy
Influence politicallly
Influence market

11. Why do we need to engage donors?
Changes in our sectors
Awareness but ‘finished issues’
Many not aware on make a difference
Motivate more donors to get involved
Today more people in developing countries are conscious about environment and are willing to pay more for environmentally friendly goods.

12. Understanding our organizations- Organizational life cycle
For a viable relationship we need to know where we are
Startup/ Birth
Early growth phase (fast growth)
Maturity phase (slow growth or no growth).
Decline.
Renewal
Death
Advice after injury is like medicine after death. Danish proverb

14. Analyzing our donors-Boston Matrix
Star
A growing source with potential to grow further – invest heavily
?Question Marks
May have potential to grow, maybe not – need to do more tests and trails
Cash Cow
Well established, big, but little room for growth – manage efficiently
Dog
Poor return or worse. Stop doing it

15. Assessing overall mix New donors building relationship with
How many rising stars donors are you relating.
Do you have at least one cash cow.
What are you doing with your falling starts.
Falling stars & dying dogs to rising stars & cash cows?

16. Applying the Boston Matrix
Maintain relationship where RoI is declining
Enhance relationships where the RoI is on rise
Test one or two donors to enhance relationships
Track trends over time

17. Donor Engagement Strategy
A detailed document on engaging strategic support/partnership to the organization .
Failing to prepare is preparing to fail' -John Wooden, famous basketball coach

18. Steps in Donor Engagement
Case for Support
Research
Planning and implementation
Monitoring and Evaluation

19. Donor Engagement Strategy
Single funder or sector based
Needs to have a goal
Needs to have a specific timeline
Funding should not be sole aim

20. Goals
To build understanding of the issue
To explore role of the donor
To promote actions by donor
To encourages support and investments

21. Case for Support
It is a clear, compelling document of all of the reasons why the funder should consider partnering with your organization to advance the cause and how to go about it.
It should not be a list of achievements only.
It is not a public relations document
It is not just an insider view of the institution.

22. Our strategy where we are
Who we are?
Why do we exist?
What is distinctive about us?
What is it that we want to accomplish?
How do you intend to accomplish it?
How will you hold yourself accountable?

23. For the funder
Be realistic and inspiring
Create enthusiasm
What the proposed support will accomplish
Interests and concerns of potential funders
Questions potential funders might ask

24. Research
Opportunistic approach
A planned approach
Understanding areas of donor interest
Meetings and contacts
Donor mapping

25. Research
There is urgent need to invest in research that clarifies donors’ motivations, needs, and decision-making criteria’ William and Flora Hewlett Foundation and McKinsey & Company (2008)

26. Planning
Planning of the fundraising activities
Ensure activities are adequately resourced.
Cost effective and efficient.

27. Implementation-pre meeting
Do prior research on the name, position,
Supporting materials and business card;
Extra copy of latest correspondence
Determine who will be the spokesperson
Practice/review your pitch (case support)

28. Implementation during meeting
During the meeting:
Share business card immediately after the introduction,
State the purpose of your visit clearly at the outset;
Introduce your team members
Build rapport early on
Propose how donor can be of help
Listen actively to the donor
Do not say no immediately.
Review material you have brought
Agree on action/follow up

29. Send an email the next day, thanking the donor
Implementation
Send an the next day, thanking the donor
You can mentioning any follow up action;
Not bombard him/her with e-newsletters;
Send a personal note first with your e-newsletter

30. Monitoring and evaluation
How do you define success?
Where do you want to be?
How do you know that you are there?
How are you going to communicate?
Lessons learnt

31. Thank you for your time!