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3. 2 Fundraising 101

4. 3 Agenda Key Principles Match requirements Funding landscape Basic fundraising steps The Circle Exercise

5. 4 Key Principles People give to people Fundraising is 90% networking and 10% grant writing Market your services Commitment, passion & expertise Listen Fundraising is not a science

6. 5 Match Requirements RWJF requires a 50% match of grant award dollars for CKF Part I Grantees must begin using match funds no later than the beginning of the third year of the grant. The match requirement is designed to identify new sources of funding for the CKF initiative.

7. 6 Match Requirements RWJF will not provide more than 50% of the total RWJF funds until the match support begins, if earlier than the third year. Should no match funds be secured by the beginning of Year 3, no additional RWJF funds will be provided to the grantee.

8. 7 Match Sources that do not qualify: No federal funds No in-kind contributions RWJF has a strong preference that match sources do not come from entities that manufacture or distribute alcohol, tobacco and/or firearms Match Requirements

9. 8 Grantees are strongly encouraged to submit match commitment documentation to their regional coordinator as soon as it is received If a project fails to secure previously committed match funds, contact your regional coordinator immediately For more information regarding the match certification process, please refer to Section 6 of the CKF Program Management Handbook, and/or contact your regional coordinator Match Requirements

10. 9 Where’s the Money?

11. 10 Landscape for CKF Grantees

12. 11 Why Do Corporations Give? Increase profits Improve image Good corporate citizens

13. 12 Why Do Foundations Give? Issue focus Geographic focus Seed programs –Quality –Feasibility –Innovation

14. 13 Why Do Government Agencies Give? Politics Community support Budget issues

15. 14 Step 1: Your Assets

16. 15 Taking Stock of Your Assets Projects Passion, commitment, and expertise Intuition Network –Fundraising is 90% networking and 10% grant writing

17. 16 Targeted Networking

18. 17 Jump Start Your Networking State hospital association Chamber of Commerce Foundation forums Opinion pieces in local papers

19. 18 Step 2: Develop a Plan

20. 19 Prospect Research Compile broad list Network Corporations –Local hospitals –Insurers that manage SCHIP/Medicaid programs Foundations Government agencies

21. 20 Prospect Research Resources Annual reports Local newspapers Online resources –Prospect’s Web site –Hoover’s online, LexisNexis –Foundation center Network Prospect

22. 21 Prospect Research

23. 22 Prospect Research Donor Criteria Tobacco or alcohol companies Gun manufacturers Unethical business practices

24. 23 Prospect Research Narrow Your Prospects

25. 24 Prospect Research Identify top priorities Focus on a few large prospects Low-hanging fruit Time considerations

26. 25 Step 3: Prepare Approach

27. 26 Understand Funder’s Point of View Return on Investment Feasibility Sustainability Community support Politics Acknowledgement opportunities

28. 27 Rehearse Avoid lingo Use their terminology Positive tone Be succinct

29. 28 Talking points Overview of CKF Description of issue as it relates to your community (and their interests) Specific objectives Plan of action Track record Amount of funds to be requested

30. 29 Make the call Goal is to get a face-to-face meeting or be invited to submit a proposal Call time:10 a.m. and 2 p.m. Listen and ask questions Be persistent

31. 30 Step 4: The “Ask”

32. 31 The “Ask” When? How? –Verbally –Written proposal How much? What’s next?

33. 32 Step 5: Follow up

34. 33 Follow-up Follow Up

35. 34 Step 6: Stewardship

36. 35 Stewardship Thank you Progress reports Spend money wisely

37. 36 Covering Kids & Families Fundraising Materials  Fundraising 101 (from Covering Kids & Families Annual Meeting)  Meeting the Match: A Guide to Fundraising

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