1. Fundraising 101

2. Welcome!  We’ll get started soon

3. Why are we here?  Fundraising is a key part of a self- sufficient program

4. Session Objectives  Explore donor motivation  Find out what makes an effective case  Learn about various fundraising methods

5. What was the best gift you ever made?  Why did you give?  How was your money used?  Did anyone know about it?  Were you thanked?

6. Donor Motivation  Why do people give money to charity? –Belief in the institution and mission –Confidence in leadership –Understanding of needs –Loyalty, gratitude, affection –Friendship and respect for peers –History of involvement

7. Donor Motivation  Why do people give money to charity? –Help others –Continue a family tradition –Be part of a success story –Interact in a community –Gain visibility –Exert influence

8. Donor Motivation

10. What is philanthropy? Philanthropy is a vehicle for expressing core values and a tangible expression of care for others.

11. The Basics  What are you raising money for?

12. The Basics  Major giving  Annual giving  Endowments  Corporate and foundation giving  Events  Planned giving

13. Behind the Scenes  Research  Stewardship  Database management  Gift and fund administration  Communications  Gift planning

14. Girl Effect

15. Why was this effective?

16. Making the Case  What is the best way to get your point across? –Tell your story!

17. The 10 Laws of Storytelling 1.Stories are about people (not organizations). 2.The people in your story have to want something. 3.Stories need to be fixed in time and space. 4.Let your characters speak for themselves. 5.Audiences bore easily. © Andy Goodman www.agoodmanonline.com

18. The 10 Laws of Storytelling 6.Stories speak the audience’s language. 7.Stories stir up emotions. 8.Stories don’t tell: they show. 9.Stories have at least one “moment of truth.” 10.Stories have clear meaning. © Andy Goodman www.agoodmanonline.com

19. Case Format  Where are we now?  Where are we going?  How can you help?

20. Get your case ready!  Choose a name for your cause  Work the room  Tell your story  Ask for support  Be creative! –Partnerships, networking, in-kind donations

21. Establish your foundations!  Decide on a cause –How will you maximize the effect of your $100,000?  Choose a name  Fill out your blank checks  Listen to stories; choose your recipients

22. Networking time!

23. Activity Debrief  Who did you give your money to?  Why?

24. Solicitation Cycle

25. Cultivation

26. Tools of Cultivation  Events  Communications  Councils and advisory boards

27. Major Gifts  Major donors come from your pool of annual donors  Think about: –Board members –Volunteers –Prominent community members

28. Foundations  Get on e-mail lists –Philanthropy News Digest –National Service Briefing  Check out your local foundations –Foundation Center

29. Corporations  What markets is your group a critical part of? –Restaurants –Department stores –Athletics –Movie theaters –Banks and credit card companies

30. Corporations  What markets is your group a critical part of? –Bookstores –Dry cleaners –Movie rental businesses –Clothing stores –Test preparation companies

31. Corporations  What markets is your group a critical part of? –Apartment complexes –Real estate developers –Hotels –Grocery stores –Radio stations

32. Corporations  What markets is your group a critical part of? –Bridal and dress stores –Car dealers –Cell phone companies –Dating services –Electronics/technology companies

33. State Farm  Longtime Red Cross partner

34. Matching/Challenge Gifts  Multiply the impact of your fundraising

35. Campaigns  Rally your volunteers and donors around a strategic vision  Increase number of donors  Involve new constituencies  Increase giving over the long term

36. Episodic Fundraising  Raising money for disaster relief

37. Tips  Do your homework  Stay positive  Sell priceless outcomes  “Think, feel, do” message  LISTEN  Follow up!

38. Think Big!  Focus on major gifts  Use small fundraisers to leverage big donors  Ask your peers to give regularly

39. Conclusion