1. Catherine Smetherham O

2. When I think of the word “fundraising” I immediately think of …..
and I feel……

3. What fundraising IS NOT...

4. Spray and Pray

5. The difference between fundraising and marketing...

7. What are you selling your funders?
Hope for change

8. The cycle of fundraising

9. So what is fundraising? Start here... Research Relationship building
Report writing & Nurturing
Proposal Writing

10. It is about having maximum,
dedicated,
ongoing,
internal capacity.

11. Sources of donor funding
SA Businesses -
CSI – corporate social investment
Trusts, foundations e.g. Templeton Foundation
ED funding – enterprise development
Sources of donor funding
International AID and other organisations
High net worth individuals
Government programmes
Funding platforms e.g. Givengain / Greater Capital

12. What do donors need? A champion “People give to people” Accountability
Communication
To be thanked, and thanked and thanked and thanked and thanked, again and again in as many ways as are appropriate and possible.

13. Where to find donors

14. Other? Internet Networking Donor Directories Word of mouth
Websites e.g. Fundsforngos.org
Annual Reports of other organisations
Word of mouth
Networking
Bill boards, magazines (Financial Mail)
Organisations like Inyathelo
Other?

15. Researching donors...

16. Education Research Housing Food security and agriculture Technology
Safety and security
Human Rights
Health
Innovation
Academic
Community development
Gender equality
Leadership development
Enterprise development
Capacity building
Environment issues
Sports development
Advocacy
Skills development
Capital projects
Arts and Culture
Seed funding

17. Building relationships with donors...

19. You are trying to build relationships

21. Get your donor talking...

22. Get the meeting !!!!!!!!! What is your area of interest as a funder?
What criteria for funding do you have within that field?
What type of projects do you fund?
Do you have specific geographical areas that you focus on?
When do you fund? When are your deadlines?
What type of proposals do you accept?
Do you like to visit your projects?
Do you do ongoing programme costs or capital costs?
What size grant do you normally consider?
Get the meeting !!!!!!!!!

23. At the meeting ....
Get your donor talking...
Your donor
You

24. Get the meeting !!!!!!!!!
Yes

25. Get the meeting !!!!!!!!!
Yes No

26. Get the meeting !!!!!!!!! Yes No Build the relationship telephonically
Multiple Points of Contact

27. Get the meeting !!!!!!!!!
Yes No
Build the relationship telephonically

28. Get the meeting !!!!!!!!! Yes No Build the relationship telephonically
Multiple Points of Contact

29. “I will be submitting…”

30. “I will be submitting…”
Would this be an appropriate ASK?

31. “I will be submitting…”
Would this be an appropriate ASK?
Can I phone you if I have questions while filling in the forms?

32. “I will be submitting…”
Would this be an appropriate ASK?
Can I phone you if I have questions while filling in the forms?

33. “I will be submitting…”
Would this be an appropriate ASK?
Can I phone you if I have questions while filling in the forms?
Question 1

34. “I will be submitting…”
Would this be an appropriate ASK?
Can I phone you if I have questions while filling in the forms?
Question 1
Question 2

35. “I will be submitting…”
Would this be an appropriate ASK?
Can I phone you if I have questions while filling in the forms?
Question 1
Question 2
SUBMIT

36. “I will be submitting…”
Would this be an appropriate ASK?
Can I phone you if I have questions while filling in the forms?
Question 1
Question 2
SUBMIT
Phone and follow up

37. 3 4 1 5 2 “I will be submitting…” Question 1
Would this be an appropriate ASK?
Can I phone you if I have questions while filling in the forms?
Question 1 2
Question 2 3
SUBMIT 4
Phone and follow up 5

38. The Story of Pastor Dan and Agnes…

42. In hand: Why One donor - R140,000 / year.
Volunteer staff - maybe R500 / month.
Basic, basic care and after school support for 70 children.
One laptop.
Connectivity ONLY via the cell phone.
Funding runs out 3 months before the next tranche.
Challenges with Audited Financial Statements.
Why

43. In hand:
One donor - R140,000 / year.
Why

44. In hand: Why One donor - R140,000 / year.
Volunteer staff - maybe R500 / month.
Why

45. In hand: Why One donor - R140,000 / year.
Volunteer staff - maybe R500 / month.
Basic, basic care and after school support for 70 children.
Why

46. In hand: Why One donor - R140,000 / year.
Volunteer staff - maybe R500 / month.
Basic, basic care and after school support for 70 children.
One laptop.
Why

47. In hand: Why One donor - R140,000 / year.
Volunteer staff - maybe R500 / month.
Basic, basic care and after school support for 70 children.
One laptop.
Connectivity ONLY via the cell phone.
Why

48. In hand: Why One donor - R140,000 / year.
Volunteer staff - maybe R500 / month.
Basic, basic care and after school support for 70 children.
One laptop.
Connectivity ONLY via the cell phone.
Funding runs out 3 months before the next tranche.
Why

49. In hand: Why One donor - R140,000 / year.
Volunteer staff - maybe R500 / month.
Basic, basic care and after school support for 70 children.
One laptop.
Connectivity ONLY via the cell phone.
Funding runs out 3 months before the next tranche.
Challenges with Audited Financial Statements.
Why

50. Three months later:
Why

51. Why
Enough to feed 70 OVCs for 12 months

52. Why
Enough to feed 70 OVCs for 12 months
That makes it R252,000

53. Why
Built a relationship - Spar & Pick ’n Pay

54. Why
Built a relationship - Spar & Pick ’n Pay
Visited

55. Why Built a relationship - Spar & Pick ’n Pay Visited
Asked who to speak to

56. Why Built a relationship - Spar & Pick ’n Pay Visited
Asked who to speak to
Asked what they give to

57. Why Built a relationship - Spar & Pick ’n Pay Visited
Asked who to speak to
Asked what they give to
Asked if they could be considered

58. Why Built a relationship - Spar & Pick ’n Pay Visited
Asked who to speak to
Asked what they give to
Asked if they could be considered
Sent them info

59. Why Built a relationship - Spar & Pick ’n Pay Visited
Asked who to speak to
Asked what they give to
Asked if they could be considered
Sent them info
Popped in whenever they could

60. Why Built a relationship - Spar & Pick ’n Pay Visited
Asked who to speak to
Asked what they give to
Asked if they could be considered
Sent them info
Popped in whenever they could
Kept contact

61. Why Built a relationship - Spar & Pick ’n Pay Visited
Asked who to speak to
Asked what they give to
Asked if they could be considered
Sent them info
Popped in whenever they could
Kept contact
Phone call came

62. Why Built a relationship - Spar & Pick ’n Pay Visited
Asked who to speak to
Asked what they give to
Asked if they could be considered
Sent them info
Popped in whenever they could
Kept contact
Phone call came
Now: whenever in town, go past to say THANK YOU!

63. They also got their one donor to give them the next tranche of funding, which saved their lives (almost literally) BEFORE they had even given them the Audited Financial Statements.
Why

64. HOW?:
They ed in advance - AFS not coming - sorry.
Why

65. Why HOW?: They emailed in advance - AFS not coming - sorry.
Sent them all the other information they needed.
Why

66. Why HOW?: They emailed in advance - AFS not coming - sorry.
Sent them all the other information they needed.
Sent them STORIES and PHOTOS and CASE STUDIES.
Why

67. Why HOW?: They emailed in advance - AFS not coming - sorry.
Sent them all the other information they needed.
Sent them STORIES and PHOTOS and CASE STUDIES.
Said the AFS should be ready this Friday.
Why

68. Why HOW?: They emailed in advance - AFS not coming - sorry.
Sent them all the other information they needed.
Sent them STORIES and PHOTOS and CASE STUDIES.
Said the AFS should be ready this Friday.
They weren’t ready.
Why

69. Why HOW?: They emailed in advance - AFS not coming - sorry.
Sent them all the other information they needed.
Sent them STORIES and PHOTOS and CASE STUDIES.
Said the AFS should be ready this Friday.
They weren’t ready.
They apologised again and set another deadline.
Why

70. Why HOW?: They emailed in advance - AFS not coming - sorry.
Sent them all the other information they needed.
Sent them STORIES and PHOTOS and CASE STUDIES.
Said the AFS should be ready this Friday.
They weren’t ready.
They apologised again and set another deadline.
KEPT THEIR DONOR INFORMED.
Why

71. Why HOW?: They emailed in advance - AFS not coming - sorry.
Sent them all the other information they needed.
Sent them STORIES and PHOTOS and CASE STUDIES.
Said the AFS should be ready this Friday.
They weren’t ready.
They apologised again and set another deadline.
KEPT THEIR DONOR INFORMED.
GAVE THE DONOR WHAT THEY WANTED.
Why

72. Why HOW?: They emailed in advance - AFS not coming - sorry.
Sent them all the other information they needed.
Sent them STORIES and PHOTOS and CASE STUDIES.
Said the AFS should be ready this Friday.
They weren’t ready.
They apologised again and set another deadline.
KEPT THEIR DONOR INFORMED.
GAVE THE DONOR WHAT THEY WANTED.
UNDERSTOOD THEIR DONORS NEEDS.
Why

73. Why HOW?: They emailed in advance - AFS not coming - sorry.
Sent them all the other information they needed.
Sent them STORIES and PHOTOS and CASE STUDIES.
Said the AFS should be ready this Friday.
They weren’t ready.
They apologised again and set another deadline.
KEPT THEIR DONOR INFORMED.
GAVE THE DONOR WHAT THEY WANTED.
UNDERSTOOD THEIR DONORS NEEDS.
THE MONEY CAME IN…
Why

74. REPORT WRITING

75. Go back proposal

76. First: financial report
Go back proposal
First: financial report

77. Go back proposal
First: financial report
Honest about challenges

78. Go back proposal First: financial report
Honest about challenges
M&E decide what you want to be measured by

79. Go back proposal First: financial report
Honest about challenges
M&E decide what you want to be measured by
Photos and stories and case studies

80. Go back proposal First: financial report
Honest about challenges
M&E decide what you want to be measured by
Photos and stories and case studies
Give project and organisational feedback

81. Go back proposal First: financial report
Honest about challenges
M&E decide what you want to be measured by
Photos and stories and case studies
Give project and organisational feedback
Use the chance to thank

82. Go back proposal First: financial report
Honest about challenges
M&E decide what you want to be measured by
Photos and stories and case studies
Give project and organisational feedback
Use the chance to thank
Lead into the next ASK

83. Go back proposal First: financial report
Honest about challenges
M&E decide what you want to be measured by
Photos and stories and case studies
Give project and organisational feedback
Use the chance to thank
= FORMAL REPORT
Lead into the next ASK

84. Informal reporting

85. Informal reporting
1x every 2 months

86. Informal reporting
1x every 2 months
Thank

87. Informal reporting
1x every 2 months
Thank
Appropriate

88. Informal reporting
1x every 2 months
Thank
Appropriate
Updates

89. Informal reporting
1x every 2 months
Thank
Appropriate
Updates
Photos

90. Thank Informal reporting 1x every 2 months Updates Appropriate Stories
Photos
Stories

91. Thank Informal reporting 1x every 2 months Updates Undemanding
Appropriate
Updates
Photos
Stories
Undemanding

92. Thank Informal reporting 1x every 2 months Updates Gratitude
Appropriate
Updates
Photos
Stories
Gratitude
Undemanding

93. THE END…. just for now.