1. Raising Money in Hard Times
Presented by Stephanie Roth
Community Clinics Initiative
October 3, 2003
Burbank, CA

2. Current Context: “The Perfect Storm”
Economy
War on Iraq
War on Terrorism
Nonprofit Sector Realities

3. Economy Stock Market’s Impact on: Foundations
Wealthy Individual Donors
Unemployment
Government Cutbacks

4. War on Iraq
War on Terrorism
Nonprofit Sector Realities

5. Sources of Funding for Nonprofits
Government (31%)
Earned Income (51%)
Private Sector (18%)

8. 1. Fundraising is Mission-Driven
What is your message?

9. Making Your Case (Statement)
Mission (Why?)
Goals (What?)
Objectives (How?)
History (How long & how well?)
Budget (How much? From where?)
Structure (Who?)

10. Mission 1-2 Sentences Easy to remember Statement of belief
Statement of need

11. Sample Mission Statements
“We believe healthcare is a right and not a privilege”
(Free Clinic)
“Every Home a Safe Home”
(Domestic Violence Program)

12. Another Sample Mission Statement
Next to the human face, hands are our most expressive feature. We talk with them. We play with them. We work with them. We comfort and love with them.
From a laceration to a complex amputation, an injury to the hand affects a person’s life vocationally and emotionally.
______________ (Name of institution) gives people back the use of their hands.
(A Health Care Program)

13. What is your mission?
Write a couple of sentences that answer the question, “Why do you exist?”
Share with (and get feedback from) others at your table.

14. 2. The Purpose of Fundraising is to Build Relationships
The Most Thoughtful Gift
(Bequest)
Upgrade Donors (Thoughtful)
Retain Donors (Habit)
Acquire Donors (Impulse)

15. Donor Pyramid
Donors
Money
60%
10%
20%
20%
70%
20%

16. 3. Choose Appropriate Strategies
What do you want back for the effort you make?
Money
Donors
Volunteers
Visibility
Build Community

17. Ladder of Effectiveness
(Time In
Maximum Money Out)
Strategy
Personal Face to Face Ask
Personal Phone Call
Personal Letter
Phone-a-Thon
Direct Mail (Acquisition)
Special Events
Response Rate
50%
25%
10-15% 5% 1%
Varies

18. 4. In Diversity is Strength
Sources/Strategies
Online fundraising
Major Donors
Fees
Members
Local Businesses
House parties
Fundraising Team

19. Getting the Board Involved in Fundraising
Explain fundraising expectations when recruiting new board members
Provide training opportunities
Provide options for how they can be involved (short-term)
Provide structure for fundraising activities
Work with most willing board members

20. Sample Board Agreement
I, Betty Lou Board Member, will:
Give $100 before November 1.
Help raise $1000 by hosting a house party at my house in May
GOAL: 20 new $ each
Work on annual general meeting

21. Take 5 minutes and answer these questions:
What does the Board most need?
Training?
New people?
Clarification of roles?
Other?
What is the next step to helping the board get what they need?

22. 5. Plan for Success Components of a Fundraising Plan Fundraising Goal
Strategies
Budget
Tasks
Timeline
Who does what

23. Principles of Fundraising
Fundraising is Mission-Driven
The Purpose of Fundraising is to Build Relationships
Choose Appropriate Strategies
In Diversity is Strength
Plan for Success

24. Discuss the following
Where is our clinic strongest with regard to the 5 fundraising principles?
Where do we need to do the most work?

25. Five Tips From Kim Klein
1. Success in Fundraising is Asking
2. Some People will Say No
3. Your Belief Must be Greater Than Your Fear

26. 4. You Don’t Have to Ask Everyone
5. Put Yourself in the Donor’s Shoes

27. Stephanie Roth
3781 Broadway
Oakland, CA 94611