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Center for Leadership Development
THE NEED FOR DIVERSITYTHE NEED FOR DIVERSITY
Prevent Dependence
Provide Flexibility and Creativity
Build Your Reputation
Center for Leadership Development
FIRST THINGS FIRST…FIRST THINGS FIRST…
Your Reputation is key—
The most important aspect of fundraising is excellent public relations, that is, ensuring that your community has a strong, positive impression of your organization
--The Complete Guide to Nonprofit Management by Smith Bucklin & Associates
Center for Leadership Development
Marketing and Public RelationsMarketing and Public Relations
Develop a Marketing Plan
Billboards
PSAs
Newspaper Articles and Op Eds
Pro Bono Advertising and Marketing
Public Speaking
Center for Leadership Development
FUNDING OPPORTUNITIESFUNDING OPPORTUNITIES
INDIVIDUALS
Direct Solicitations
Direct Mail
Special Events
Online giving
Planned Giving & Bequests
Center for Leadership Development
FUNDING OPPORTUNITIESFUNDING OPPORTUNITIES
Corporate
Foundations
Sponsorships
Other creative ways
Center for Leadership Development
FUNDING OPPORTUNITIESFUNDING OPPORTUNITIES
Government
Contracts for Service
Grants
Center for Leadership Development
FUNDING OPPORTUNITYFUNDING OPPORTUNITY
Private and Community Foundations
Family Foundations
Community Foundations
National Foundations
Public Foundations
Center for Leadership Development
FUNDING OPPORTUNITIESFUNDING OPPORTUNITIES
Fee for Service
Associated for profit activities
Investments
Center for Leadership Development
IMPORTANT FACTORS IN RAISING $IMPORTANT FACTORS IN RAISING $
Proper Accounting
Public Awareness
Proper Record Keeping
ALWAYS THANK DONORS and KEEP in Touch
A Good Database
Center for Leadership Development
BOARD AND STAFF ROLESBOARD AND STAFF ROLES
Board Roles & Responsibilities
Development Committee
Outreach and Marketing
Special Events
Donors
Ambassadors
Identify Potential Donors
Make introductions
Ask
Center for Leadership Development
BOARD & STAFF ROLESBOARD & STAFF ROLES
ED and Staff Roles and ResponsibilitiesResearch potential donors and foundations
Support and coordinate Board efforts
Write grants
Negotiate fee for service contracts
Provide all information and donation processing and accounting
Ask (ED)
Center for Leadership Development
Where to Start?Where to Start?
What is in Your Strategic Plan and Budget?
Collect Needed Information
Create a Case Statement
Develop a Fund Raising Plan
Center for Leadership Development
Strategic PlanStrategic Plan
What do you want to accomplish?
How much money do you need to do it?
How much money do you have to do it?
Which fund raising types fit best for each need?
Center for Leadership Development
Budget: How Much Does It Cost?Budget: How Much Does It Cost?
Include the ENTIRE cost of the program or service!
How much do you need to raise?
Center for Leadership Development
What to CommunicateWhat to Communicate
What is your track record of performance?
Why are your needs urgent and compelling?
Who will benefit from my gift?
How will I know your will actually deliver what you are promising?
Center for Leadership Development
NEEDSNEEDS
Updated, Accurate Mailing List
Adequately Designed Database
A Compelling Story
Facts to Support Your Need
A Good Writer
Board Members
Budget
Center for Leadership Development
The Mechanics of Direct Mail PiecesThe Mechanics of Direct Mail Pieces
Length
Format
Addressee
Signature
Handwritten Note
PS
Envelopes & Postage
Response Cards
Other
Center for Leadership Development
ContentContent
Personalize It
Opening Line
Tell a Story
Explain How to Alleviate the Problem
Avoid Negative Words
Give Time Frame for Donation
Ask For a Donation of a Specific Amount
Thank the Potential Donor
PS
Center for Leadership Development
AdministrationAdministration
THANK YOUs
Track Responses
Try Again
Thanks Again
Center for Leadership Development
Need for FundingNeed for Funding ResearchResearch FoundationsFoundations Do you meet their criteria?Do you meet their criteria?
Further Research Further Research Selected FoundationSelected Foundation
Is your Is your project a project a
good match good match with their with their funding funding
priorities?priorities?
Call the Foundation to discuss Call the Foundation to discuss your ideayour idea
Center for Leadership Development
The Need for FundingThe Need for Funding
What is it you are trying to fund?
Why is it important that this be funded?
How much do you need?
Center for Leadership Development
Initial Foundation ResearchInitial Foundation Research
What to look for: Mission/Purpose Geographic Area Served Any Other Criteria that effects eligibility
Select only those foundations whose eligibility criteria you meet
Center for Leadership Development
Where to Find the InformationWhere to Find the Information
Online
Guidestar
Foundation Center
Others
Your Local Library
Foundation Directories
Center for Leadership Development
More Research…More Research…
Check their website and 990 Funding priorities/Specific areas of interest Grants recently given to other NFPs—for
what purpose and how much? Board and Staff Members Review all forms, instructions, deadline
information, etc. Call them and discuss your ideas with them
Center for Leadership Development
The ConversationThe Conversation
Introduce yourself and your organization
Let them know what need you have identified and your ideas for addressing it-- ask for their feedback on it.
Ask if it is something they might consider funding
Center for Leadership Development
You’ve Gotten the Go AheadYou’ve Gotten the Go Ahead
Read the proposal instructions carefully and follow them
I Cover Sheet
II Narrative
III Attachments
Center for Leadership Development
Proposal NarrativeProposal Narrative
A. Executive Summary
B. Community Need & Target Population
C. Goals & Program Planning
D. Program Accountability
Center for Leadership Development
Executive SummaryExecutive Summary
1 page only Description of program/project Need Target Population Goals Services Program/project duration Amount Requested
Center for Leadership Development
Community Need & Target Community Need & Target PopulationPopulation
Who do you plan to serve and why
What is the need (supported by facts) that you are addressing
Center for Leadership Development
Goals & Program PlanningGoals & Program Planning
Goals & Objectives Goals are broad objectives are narrow. Goals are general intentions; objectives are
precise and measurable. Goals are intangible; objectives are tangible. Goals are abstract; objectives are concrete. Goals can't be validated as is; objectives can
be validated.
Center for Leadership Development
PlanningPlanning
Describe research about your model Who else is doing this (Different from B(3)) Describe participant involvement in planning Describe service delivery in detail Describe anticipated challenges Describe staff qualifications or development Describe how your request relates to the
foundation’s mission, core values and strategies
Center for Leadership Development
Cost EffectivenessCost Effectiveness
Is your program/project cost effective? No national studies available for
comparison--Use Experience Similar Programs Alternative Service Costs Your cost vs. documented future costs saved
Center for Leadership Development
Use of Program DataUse of Program Data
Measure effectiveness Program improvement Future support
Center for Leadership Development
Financial Information: Financial Information: Program/ProjectProgram/Project
Line Item Budget and Justification Other Funding Requests for Project In-kind Support Ongoing Future Funding
Center for Leadership Development
Financial Information: Overall Financial Information: Overall OrganizationOrganization
Past, present and future budgets List of revenue sources and amounts Audit or 990
Center for Leadership Development
Other Supporting MaterialsOther Supporting Materials
IRS letter of Determination List of Board Members and their
Associations Your most Recent Annual Report Letters of Support Evaluation Tools Staff Resumes
Center for Leadership Development
Before You Submit the ProposalBefore You Submit the Proposal
Check for typos Have someone else you trust with good
reading and writing skills review it. (Preferably outside of the field)
Review instructions again Number the pages
Center for Leadership Development
Send it and WaitSend it and Wait
Send it as instructed (or email) Wait patiently! Contact the foundation ONLY if 10 days
to 2 weeks have passed since the decision date.
Center for Leadership Development
The AnswerThe Answer
YES!!! You’re application is approved. Sent a thank you letter immediately Call them Get moving on the project Make sure you know all of the reporting
requirements
Center for Leadership Development
The AnswerThe Answer
No Call the foundation and thank them for their
consideration Ask how you may improve the application for
submission (either to them again) and/or other foundations
Keep in touch
Center for Leadership Development
How to do it…Direct SolicitationsHow to do it…Direct Solicitations
Why direct solicitations
Most Effective
Least Expensive
Ongoing Support
Most Available
Center for Leadership Development
Before You Ask…Before You Ask…
Research Potential DonorsCurrent and past members
Current and past donors
Current and past mailing list
Current and past board members
Current and past volunteers
Current and past program participants
Friends of board, staff, volunteers
Business leaders and others known to have resources
Center for Leadership Development
Cultivating DonorsCultivating Donors
Build Relationships
Get to know them
Let them get to know you
Get them interested in your cause
Keep in touch
Center for Leadership Development
ACTION PLANNINGACTION PLANNING
Goals/Objectives
Activities
Responsibilities
Timeframes
Needed Resources
Center for Leadership Development
Create Your PlanCreate Your Plan
Category/Program
Objective Needed Resources
Steps and Strategies
Responsible Staff Member
Responsible Board Member
Date
Member-ship
Increase dues $10,000 over last year
Baseline data;
Send monthly renewals: create and implement membership development plan
ED
Chair of Membership Committee
12/31