1. © Copyright 2008, NorthSky Nonprofit Network. All rights reserved The Art of Fundraising Presented by:

2. Today’s Headlines

3. How do Fundraisers React

4. Or Take A Reality Check What we know for sure: –Competition for funding is increasing Requests for grants are up Requests for private donations are up –Some sources of funding are declining Governmental Some foundations Some businesses and private donors

5. Reality Check Corporate foundation giving increased in 2007 by 6.6%; projected to increase in 2008. (Foundation Center Survey, 4/24/08) Foundation giving posts double-digit growth in 2007; 2008 outlook remains positive. (Foundation Center Survey, 5/10/08) Foundations increase support for families affected by slowdown Foundation Center Survey, 5/5/08)

6. During past economic downturns, donations from private donors have increased. Not all businesses are experiencing slumps. While donors may use more care in making decisions, many are still giving. Reality Check

7. How do we respond?

8. The Fundraising Pyramid Planned Gift Capital Campaign Major Gift Repeat Donor First-time Donor Universe of Donors

9. Don’t make assumptions Do your homework Give the prospect/ donor the option Bless & release Strategy 1: Keep asking

10. Strategy 2: Fill the pipeline Increase cultivation and friend-making –Host parties –Meetings & presentations Make a strong case for why you need support NOW!

11. Strategy 3: Become a miner Find the opportunities –Were is the wealth in Northern Michigan? –Which companies are growing? –Who has a vested interest in your success?

12. Strategy 4: Develop options that support your donors Managing retirement/ investment funds –Get to know CPAs, wealth managers, lawyers –Stock and real estate Use pledges, payment options Advertising and promotion Gift-in-kind, volunteer teams- get people involved Partner with other organizations

13. Strategy 5: Don’t forget the basics It’s personal- focus on relationship building. Be disciplined – follow-up, keep promises, stay on track. Proposals, grant applications must be top-notch. Make a strong case Maintain a diverse strategy-- foundations, private donors, corporate & governmental Target the right donors

14. Be open but perform careful due diligence. Be cautious about setting precedence. Evaluate against your mission, values, and strategic plan. Strategy 6: Manage new and unusual opportunities carefully

15. We can never be certain about where funding will come from, but we can be confident that some donors will continue to give to our organizations if…. we’re organized and systematic, make a strong case, and keep asking. In Summary

16. What Questions Do You Have?

17. NorthSky Resource Center www.northskynonprofitnetwork.org

18. Thank You Contact NorthSky at: 231.929.3934 www.northskynonprofitnetwork.org Presented by: