1. Fundraising and Accessing EU Funds Guide for Trainers Fundraising and Accessing EU Funds

2. Get Acquainted Give the following information: Name, organisation, country; One main achievement of your organisation you are proud of; One proverb from your country about money and its meaning for our training program; One main expectation from this training; Present in plenary.

3. Fundraising and Accessing EU Funds Training Objectives At the end of this training you will have: Improved knowledge and skills in fundraising; Action plans for the elaboration of a strategic plan and a fundraising strategy for your organisation.

4. Fundraising and Accessing EU Funds Program Structure What is fundraising; Funding sources; Funding forms; Fundraising activities; Developing a fundraising strategy.

5. Fundraising and Accessing EU Funds Training program approach If not new knowledge, a new light on the already known things. Learning by doing. Learning from each other.

6. Fundraising and Accessing EU Funds Activities we Planned Team work Observing Applying learning Individual work

7. Fundraising and Accessing EU Funds Our Rules Feel free to interfere in the sessions and ask questions! We will be happy to answer you...

8. Fundraising and Accessing EU Funds Your Rules? It is your training! Decide on the rules that will help you work effectively together during this training!

9. Fundraising and Accessing EU Funds What is fundraising?

10. Fundraising and Accessing EU Funds Fundraising is a set of activities through which you access the necessary funds to ensure the flow of revenues to sustain your organisation’s activities.

11. Fundraising and Accessing EU Funds Sustainable funding Sustainable funding can be achieved only by gaining the trust of your potential or actual founders.

12. Fundraising and Accessing EU Funds Exercise To what kind of person will you be open to provide your support? (qualities, behaviour, attitudes) Imagine that your organisation is a person who asks for your support to implement some activities that you think are worth doing.

13. Fundraising and Accessing EU Funds CSO’s needed capacities: INTEGRITY ACCOUNTABILITY TRANSPARENCY PROFESSIONAL AND MANAGERIAL CAPACITY

14. Fundraising and Accessing EU Funds Accountability Being responsible to someone for actions taken by explaining, clarifying and justifying the actions. It implies that someone has a right to know and hold your organisation to account and that your organisation has a duty to explain and account for its actions.

15. Fundraising and Accessing EU Funds Integrity Walk your talk; Keep your promise and honour your word; If that is not possible, say when it will be and how the impact will be solved.

16. Fundraising and Accessing EU Funds Transparency Being easily understood; Being open, frank and honest in all communications, transactions and operations; Accountability and transparency go hand- in-hand.

17. Fundraising and Accessing EU Funds Professional and Managerial Capacity Being effective: Doing the right things Being efficient: Doing the things right Peter Drucker

18. Fundraising and Accessing EU Funds How Far is Your Organisation from the Ideal Situation?

19. Fundraising and Accessing EU Funds Types of Funding Sources INDIVIDUALS ORGANISATIONS non-profit private public

20. Fundraising and Accessing EU Funds Funding Sources Supporter NGO Target Beneficiary

21. Fundraising and Accessing EU Funds Who are your CLIENTS? Individuals or organisations who can influence your activities/services and to whom you report, being accountable for what you deliver and how you deliver it. Both groups’ members are your clients.

22. Fundraising and Accessing EU Funds Follow your mission and do not make compromises on the quality of your work.

23. Fundraising and Accessing EU Funds Exercise Complete the table: Who are the individuals or organisations that are your funding sources? What motivates them to offer you support/funds?

24. Fundraising and Accessing EU Funds Motivations to Give People give to people; Foundations give to fulfill their mission; Corporations give to have a return on their investment; Public institutions give to implement their public policies.

25. Fundraising and Accessing EU Funds Exercise Complete the table: Under which form you can receive funds from the respective funding source: supporters; target beneficiaries.

26. Fundraising and Accessing EU Funds Funding Forms Donations/gifts Grants Fees for services/products Membership fees Cause-related marketing

27. Fundraising and Accessing EU Funds Exercise Teaching each other 1.Become expert in one type of funding form by preparing a short presentation for your peers; 2. Teach each other.

28. Fundraising and Accessing EU Funds Why is it important to have economic activities?

29. Fundraising and Accessing EU Funds Economic Activities Traditional non-profit Non-profit with income generating policies and practices Social enterprise Socially responsible business Corporations practicing social responsibility Traditional for profit Non-profit sector Business sector Mission motives Income reinvested in social programs or operational costs Profit-making motives Profit redistributed to shareholders

30. Fundraising and Accessing EU Funds Social enterprises are social mission- driven organisations which apply market-based strategies to achieve their mission. Economic Activities

31. Fundraising and Accessing EU Funds Social Enterprises Non-profits that use business models to pursue their mission. For-profits whose primary purposes are social.

32. Fundraising and Accessing EU Funds Basic research findings about NGO’s economic activities Activities are closely aligned with NGO’s missions; Net income is not the only measure of success; In the early stage, economic activities are capitalised with internal funding and grants.

33. Fundraising and Accessing EU Funds Fundraising Activities Building the relationship Communicating your request Knowing your prospect Knowing what you want

34. Fundraising and Accessing EU Funds Knowing Your Prospect Who they are? What they need and want? How they may give? Why they may give?

35. Fundraising and Accessing EU Funds Knowing Your Prospect ANALYSIS TOOLS Donors’ Pyramid Donors’ Kite Donors’ Matrix

36. Fundraising and Accessing EU Funds Knowing Your Prospect Donors’ Pyramid

37. Fundraising and Accessing EU Funds Exercise Identify for your organisation: most important donors: what type of funding source they belong to? where do you place them on the donors’ pyramid?

38. Fundraising and Accessing EU Funds Two Strategies for Financial Sustainability Diversity of donors Loyalty of few main donors

39. Fundraising and Accessing EU Funds You have the opportunity to meet with a donor who wants to support CSOs improve their skills in building their financial sustainability.

40. Fundraising and Accessing EU Funds Donor will support the best plan for raising funds of one CSO’s partnership working in the same field. You have 10 minutes to present your plan in front of the donor’s evaluations team.

41. Fundraising and Accessing EU Funds Four groups Gaining support of:Selling services or products to: Individuals CorporationsOrganisations

42. Fundraising and Accessing EU Funds Task Elaborate the plan and prepare the presentation; Present the plan in front of the donor’s representatives. 45’ 10’

43. Fundraising and Accessing EU Funds Remember When Making Your Request: Appeal to the heart; Raise interest and get attention; Provide facts to deal with skepticism; Tell what to do and how to do it.

44. Fundraising and Accessing EU Funds And the winner is...

45. Fundraising and Accessing EU Funds Building Relationships Building relationships is building connections. What do you do in order to build connections with your suporters or beneficiaries?

46. Fundraising and Accessing EU Funds Building Relationships with Supporters/Beneficiaries Bring them to your organisation; Go out to meet them; Keep in touch with them; Look for ways to help them; Thank them quickly and accurately for their generosity; Recognise them appropriately.

47. Fundraising and Accessing EU Funds Strategic Planning Action Planning Similarities: the same logic Where we are Where we want to be How to go there?

48. Fundraising and Accessing EU Funds Differences The TWO planning processes are defined by the different:  time frames they cover;  degree of specificity, detail and clarity with which present, future and solutions are described.

49. Fundraising and Accessing EU Funds Main Concepts Where we want to be: Desired future mission, vision, goals, objectives. Where we are: Present problems/obstacles, weaknesses, threats, opportunities. How to go there: Solutions strategies, programs, projects, services, products, activities, actions.

50. Fundraising and Accessing EU Funds Organisation Strategic Plan It looks at your organisation’s existing situation using different frames of analysis; It describes the desired future synthesised in your organisation’s mission and vision; It identifies what activities, programs, services, products you will provide in order to achieve them.

51. Fundraising and Accessing EU Funds Your Organisation’s Fundraising Strategy Can be elaborated when your organisation has a strategic plan: knows how to go from where it is to where it wants to be. Includes solutions to achieve financial sustainability of your organisation’s activities, programs, services, products.

52. Fundraising and Accessing EU Funds Your Organisation’s Fundraising Strategy What are the main reasons for starting a strategic planning process in your organisation?

53. Fundraising and Accessing EU Funds Imagine Desired Future Organisation’s mission Why your organisation exists; For whom your organisation works; How your organisation works; Where your organisation works. Organisation’s vision Your organisation three years from now: size, location, people, beneficiaries, activities, outsiders’ perception about, etc.

54. Fundraising and Accessing EU Funds Analyse Present Situation SWOT analysis Types of funding sources Programs/services sustainability

55. Fundraising and Accessing EU Funds Strategies for Organisation Development In order to achieve your mission and vision, based on the information generated by the different frames of analysis of the existing situation decide: What activities you want to perform and what programs, services, products you want to deliver? When you want to deliver them?

56. Fundraising and Accessing EU Funds Evaluate Costs and Possible Funding Sources Know what you want Evaluate the planed activities, programs, services, products costs. Know your prospect Research and identify your possible sources of funding. Determine your fundraising objectives based on these two steps.

57. Fundraising and Accessing EU Funds Elaborate Action Plans to Achieve Fundraising Objectives Decide the actions Timing; Who is responsible; What resources are needed (money, time, information, other) in order to make the request and build the relationships.

58. Fundraising and Accessing EU Funds Proposed Steps for Elaborating Your Organisation’s Fundraising Strategy In your team elaborate the process steps that you will implement after going home in order to elaborate your organisation’s strategic and fundraising plans and support their implementation