1. Fundraising Opening the Door Nancy H. Bull December 10, 2004

2. Opening the Door Sources of Funds  Smith Lever-Hatch  Federal non-Smith Lever-Hatch  Private foundations  Individuals  State & local government Methods of Funding  Grants and contracts  Gifts and donations  Royalties  User fees  Direct sales Source: Implications of Increased Alternative Revenues in CES

3. Opening the Door  Guiding principles  Mission drives program  Public good vs. private advancement  Cost/benefit ratio  Teamwork vs. entrepreneurial success  Plan for ending Source: Implications of Increased Alternative Revenue in the CES

4. You may need a push To Get Started in Fundraising

5. Fund Development  Creates budgetary flexibility and agility  Increases buy-in from a broad base of supporters  Voluntary action for the public good  Planning is 75% of the process Source: TFRS

6. The Fundraising School Cube  Management  Institutional readiness Source: TFRS  Vehicles  Markets  Human resources  Dynamic functions

7. Giving Sources Depends on..  Linkage-personal connections  Ability to give  Interest in what we are doing  Linkage and interest are the most important  Best potential donor is a current donor  To raise funds must first give Source: TFRS

8. Components of Development  Planning-involve current donors  Communication on need  Fundraising efforts Source: TFRS

9. Constituency Circles  Major donors-Board-Management  Volunteers-Employees-Members-Clients  Former board members-Donors-Participants  People with similar interest  The organization’s universe Source: TFRS

10. Case Statement Components  Mission-goals-objectives  Programs  Governing board  Staffing  Facilities, equipment  Finances  Planning, evaluation Source: TFRS

11. Categories for Fundraising Activities  Annual giving  Direct mail  Telephone solicitation  Donor acquisition  Gift clubs  Special events Source: TFRS  Major gifts  Planned gifts  Corporation and foundation gifts  Capital campaigns

12. The Development Process Linkage-Involvement-Advocacy  Prospect-donor-repeat donor  Upgraded donor-special gift  Major gift-may be repeated  Big gift-one time  Planned gift Source: TFRS

13. Donor Research A Systematic Process  Identify prospective donors  Assess gift capacity and potential  Uncover facts on how to best solicit the gift  Develop a prospect profile Source: TFRS

14. Solicitation Plan  Opening - greeting  Involvement-mutual concerns  Presentation-features-benefits-questions  Close-agree, disagree, stop or pledge Source: TFRS

15. Resource Suggestions  Council for Advancement and Support of Education-CASE www.case.org  ePhilanthrophy Foundation www.ePhilanthrophyFoundation.org  The Chronicle of Philanthropy http://philanthropy.com

16. Additional Resources  Philanthropy Journal www.PhilanthrophyJournal.org  Fundraising School at Indiana University www.philanthropy.iupui.edu