1. Local solutions for reducing poverty in Canada The Case for Support DVA Navion International Fundraising Consultants May 12, 2003 © Tamarack – An Institute for Community Engagement & DVA Navion. 2003.

2. Remember, doing good is not enough There are more than 80,000 charities in Canada Each is empowered to raise funds through donations and philanthropy Though Canada is one of the most generous countries on earth in terms of giving of our time and money, we are competing for potential donors and potential leaders The difference between a successful Campaign and a failed campaign is in following the pre-conditions for success We must communicate our needs effectively

3. A document or kit of information that provides the prospective donor with all of the information they need to consider making a gift A leave behind “tool” Another expression of the culture of the cause A way of answering the tough questions before they are asked A critical pre-condition for success An exercise in discovery and discipline – everyone must agree to it before you go out The Case for Support is…

4. What is your track record of performance? (Why should I have confidence in you?) What are your urgent and compelling needs? (Why do you need more/my money?) Who will benefit from my gift and how? (What impact will I have through my gift?) How will I know you will actually deliver what you are promising? (How will you demonstrate the delivery of the benefits you say I will leverage?) A good case pre-empts all of these questions The Four Key Questions

5. Identify the success you have had in the past and are currently producing – how good at doing good are you? Quantify it and qualify it Testimonials Customer/client references Money talks – show the financials Demonstrate effectiveness (# of homeruns) Demonstrate efficiency (homeruns per at bats) Don’t be shy but tell the truth Track Record of Performance

6. Urgent and Compelling Need Tell it in facts Tell it in emotion – but not just emotion Consider Supply and Demand – need is not stated by the fact that the government cut our funds Explain how all current funds are used well but simply cannot meet the needs that we are trying to address Explain what happens if the needs aren’t met Be ready to defend duplication Focus on partnerships Don’t blame anyone for the unmet needs Why are you best to address the need

7. Differentiate between features and benefits Specifically, who will be affected by donations and how – provide numbers and impacts Don’t hide administration – explain it as a small part of the costs but it is a cost of doing business Explain the cost of raising funds Do not guarantee outcomes Promise effort Implicate donors as part of the effort Tell them how they will personally benefit by participating in this program The Benefits

8. The wisest and most sincere form of demonstrating that you are delivering the outcomes you promised is through frequent and ongoing communication Face to face if always best Show them the projects – have them touch the projects (wild game pie) Share problems with donors – they have invested in this and will want to help solve them Celebrate success Develop measures of success and keep the score card Delivering Benefits

9. There are no more “rules” about the Case for Support Ensure it reflects your culture – brand must be livable Ensure that it can be fully customized Use technology Use colour and photographs Consider a CD-Rom version and a video version Have a way to provide inserts and appendices Have a banker review it before it goes to print Many names – Case, Prospectus, Project Outline, etc. The Package

10. Ideally a Case should always be presented in person (remember if you are soliciting, the Case should have been delivered in an earlier contact) Is a tool to generate discussion Look for moments of affirmation and support Listen for content areas that are not effectively explained and need supporting documentation If prospects demonstrate interest in certain areas of the Case have pre-determined next step ideas in mind Using the Case

11. The Other Stuff Annual Reports Profiles of leaders References and referees Pictures and schematics Project summaries Expert articles that help explain or justifies issues pertinent to your cause Newspaper articles or other positive media Your strategic plan Your values

12. Local solutions for reducing poverty in Canada The Case for Support DVA Navion International Fundraising Consultants May 12, 2003 © Tamarack – An Institute for Community Engagement & DVA Navion. 2003.