1. Introduction to Fundraising and the Development Process Presented by: David R. Bixel, President Semple Bixel Associates, Inc. October 1, 2004 PRESENTED FOR THE TRUSTEE INSTITUTE FOR THE NEW JERSEY STATE LIBRARY

2. OVERVIEW OF PHILANTHROPY 2003 GIVING: $240.72 BILLION Source$ Raised (Billions) % of Total Individuals$179.3674.5% Foundations$26.3010.9% Bequests$200.969.0% Corporation$13.465.6%

4. PUBLIC RELATIONS The Foundation for Fund raising Communication must precede fund raising. Potential donors must be aware of:  your mission and goals  how you plan to achieve your goals  benefits your organization provides to the community

5. BUILDING A PUBLIC RELATIONS PROGRAM Determine your market for communication Develop a plan for public relations Determine channels of communication Evaluate

6. Components of the Development Process

8. PROSPECT RESEARCH Basic Principles:  System for research begins with determining internal and external constituents  Process is cumulative and on-going  Confidentiality, accuracy timeliness of data is critical  Prospect identification is every board member’s responsibility

9. SPECIAL EVENTS FRIENDS OF THE LIBRARY GROUPS Keys to Success:  Pros  Cons  Factors to Consider

10. FUND-RAISING TECHNIQUES DIRECT MAIL MARKETING Objectives:  Donor Acquisition  Donor Renewal  Donor Upgrades  Cultivation

11. THE ANNUAL PLAN Identify Sources of Potential Support Evaluate Potential of Each Source Determine Your Goal Choose Solicitation Techniques Develop Your Donor Strategies Develop Your Annual Timeline Set a Fundraising Budget

12. Capital Campaign Keys to Success:  Pros  Cons  Factors to Consider

13. BOARD RESPONSIBILITIES IN FUND RAISING Make personal commitment to organization and to development program Give commensurate with ability Provide leadership/time to fundraising Develop a plan and set goals Establish a fundraising committee of the board if needed