1. FUNDRAISING 101
Jeff Newnam
October 30, 2016

2. New Resource Group

3. Workshop Overview Review & discuss different fundraising options
Pros & cons of each
Review & discuss critical components of successful fundraising
Discuss next steps for you to take

4. Workshop Ground Rules
Questions anytime!!

5. Quick Reality Check Your Background
How many started as voliunteers? Started as program people? Started as fundriasers?
How many love fulfilling the mission of your orgasnization? How many love fundraising?

6. Why Do We Fundraise?

7. Why Do We Fundraise? Increase financial stability
Increase the volunteer base
Increase level of involvement of existing volunteers
Improve community awareness of mission and programs

8. Why Do We Fundraise?
FULFILL OUR MISSION
aka
CHANGE LIVES!!

9. Most Important Component
Your organization’s mission
What do you do?
How do you do it?
HOW DOES IT CHANGE LIVES???

10. Elevator Speech
Short description of what you do and why it’s important
30 seconds or less
Grab listener’s attention and make them want to know more
HOW YOU CHANGE LIVES!!

11. Elevator Speech
The Impact Clinic provides critical health services to low-income children under the age of 2. In 10 years, our volunteer doctors and nurses have delivered check-ups, immunizations, screenings for developmental delays and health issues, and medication to over 30,000 children. We work on a sliding scale basis that covers 70 percent of our costs. We’re the only clinic of our kind within 10 miles and we serve more than half of the area’s low-income families.
Parents tell us if Impact Clinic didn’t exist, their children wouldn’t receive the care they need. That’s exactly the problem the Metro neighborhood has. Impact is the nearest clinic and it takes two hours to reach us by bus. Children there are 25 percent less likely to receive on-time immunizations as kids in our service area. That’s why we’re partnering with the Metro Community Foundation to build a new clinic in Metro. I have been volunteering with Metro Community Foundation for 5 years because I really believe it is making a difference in the lives of young people. There are examples of the kids who are impacted by the Foundation at our website –

12. Elevator Speech - Exercise
Find a partner.
Introduce yourself in case they may not know you well.
Share your story.
Each person should take about 30 seconds.
I’ll keep time and call out “Change partners!” when it’s time to find another partner.

13. Elevator Speech - Exercise
What was your experience like? 
Was it easy or difficult?
Was it fun or awful?
What did you learn?

14. Fund Development Options
Program Revenue
Grants
Special Events
Planned Giving
Corporate Sponsorship
Outside Organization Funding (e.g., United Way)
Capital Campaign
Annual Campaign
Development of constituency:
Stories to tell about mission impact
Development of prospective donors

15. Fund Development Options: Program Revenue
Advantages
Fulfills mission
Easier for volunteers
Allows development of a constituency (volunteers, donors, etc.)
Disadvantages
Low net $
Staff time intensive
May require capital outlay (equipment, physical space)
Development of constituency:
Stories to tell about mission impact
Development of prospective donors

16. Fund Development Options: Grants
Advantages ?
Disadvantages

17. Fund Development Options: Grants
Advantages
Easy for volunteers/Usually staff driven
Outside professionals can do the work
IYI can help locate potential grants
Disadvantages
Staff time
Writing
Reporting requirements
No guarantee of sustainability
Can move organization away from mission (chasing dollars)

18. Fund Development Options: Grants
Grant Tips
Research past grant recipients
Make sure you answer the question being asked directly and succinctly
Don’t be afraid to change your mind about applying for a grant – avoid mission creep!
Follow up with grantor during the grant period

19. Fund Development Options: Special Events
Advantages ?
Disadvantages ?

20. Fund Development Options: Special Events
Advantages
Publicity
Easier for existing volunteers
Useful for recruiting and engaging new volunteers
Corporation sponsorship
May not require incremental volunteer time
Disadvantages
Very labor-intensive
Low return on investment
Competition in primary fund raising options (e.g., golf outing)

21. Fund Development Options: Special Events
Special Event Tips
Don’t forget the publicity advantage of special events!
Remember that many special events go through cycles
Refresh volunteers
Change the event if cycles are noticed

22. Fund Development Options: Planned Giving
Advantages ?
Disadvantages

23. Fund Development Options: Planned Giving
Advantages
Large gifts
Minimal time commitment
Disadvantages
Timeliness of ROI

24. Fund Development Options: Planned Giving
Planned Giving Tips
Don’t have to get lawyers involved!
Don’t have to determine exactly how much someone is going to give
Create a brochure
Find a Board member who is passionate about this
Recruit key Board members
Determine strategy for regularly acknowledging those who agree to give
Make it happen!

25. Fund Development Options: Corporate Sponsorship
Advantages ?
Disadvantages
Small sponsorships: e.g, sponsor of t-shirts for an event; ask them to attend; thank you notes from kids; get them on a committee; etc.

26. Fund Development Options: Corporate Sponsorship
Advantages
Gift size
Easier for volunteers
Small sponsorships can be avenue for building a stronger relationship
Disadvantages
Blurs line of “donation” vs. “advertising”
Impact on existing corporate sponsors
Small sponsorships: e.g, sponsor of t-shirts for an event; ask them to attend; thank you notes from kids; get them on a committee; etc.

27. Fund Development Options: Corporate Sponsorship
Corporate Sponsorship Tips
Focus on the business side of a sponsorship
How many people will see their logo?
How much foot/car traffic by their sign?
How many hits on your website?
The mission/human side of the sponsorship is the icing on the cake; sell to the facts, reinforce with emotions
Have multiple options ready for a potential sponsor
Do the research – what do they want? What else have they sponsored?
Charge more for exclusivity
What do you do about in kind gifts?
Small sponsorships: e.g, sponsor of t-shirts for an event; ask them to attend; thank you notes from kids; get them on a committee; etc.

28. Fund Development Options: Comm. Org. Funding
Advantages ?
Disadvantages

29. Fund Development Options: Comm. Org. Funding
Advantages
Increases pool of donors
Easier for volunteers
Disadvantages
Staff time required
No guarantee of sustained support
Obligations that come with this:
Restrictions on fundraising timing
Paperwork/reporting requirements

30. Fund Development Options: Comm. Org. Funding
Community Organization Funding Tips
Research what the focus areas are – how does your organization impact this focus? But…
Watch for mission creep

31. Fund Development Options: Capital Campaign
Advantages ?
Disadvantages

32. Fund Development Options: Capital Campaign
Advantages
Focused ask (usually bricks & mortar related)
Large gifts
Typically results in multiple-year pledges
Increases enthusiasm of staff & volunteers
Increased opportunity to tell your story
Disadvantages:
Labor-intensive for staff & volunteers
Feasibility study needed
Face-to-face solicitation required

33. Fund Development Options: Annual Campaign
Annual solicitation of funds through:
One on one ask
Direct mail
Telephone solicitation

34. Fund Development Options: Annual Campaign
Advantages ?
Disadvantages ?

35. Fund Development Options: Annual Campaign
Advantages
Provides repeated annual unrestricted funds
Establishes habits and patterns of giving
Provides opportunities for growth
Allows organization’s “message” to be restated every year
Disadvantages
Requires strong organizational administration
Requires staff commitment
Requires strong Board/volunteer participation including
Willingness to give
Willingness to ask for donations
Willingness to ask others to ask

36. Fund Development Options: Annual Campaign
Annual Campaign Tips
Attend the next workshop!!

37. After The Fundraising Retention/Cultivation of funders
Program participants & volunteers
Grant funders
Special event participants and volunteers
Planned giving donors
Corporate sponsors
Community organizations
Capital campaign donors
Annual Campaign donors

38. After The Fundraising CULTIVATION MATRIX Timing $0 - $50 Donors
Prospects
Key Prospects
Volunteers
Christmas Card
Dec X
Annual Report
May
Brochure
2x per year
Thanksgiving Card
Nov
Exec Visit
Exec/Dir of Ops Call
1-2x per year
Annual/Capital Gift Thank You
Thank you from Board member
Thank you from ED
Postcard from User*
2nd Thank You from User*

39. After The Fundraising

40. “I Can’t Remember All This!”

41. After The Fundraising ?

42. Why are we doing all of this???
After The Fundraising
Why are we doing all of this???