fundraising 101. welcome! we’ll get started soon

Fundraising 101

Welcome!

We’ll get started soon

Why are we here?

Fundraising is a key part of a self-sufficient program

Session Objectives

Explore donor motivation Find out what makes an effective

case Learn about various fundraising

methods

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?

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

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

Donor Motivation

Donor Motivation

What is philanthropy?

Philanthropy is a vehicle forexpressing core values and

a tangible expression of care for others.

The Basics

What are you raising money for?

The Basics

Major giving Annual giving Endowments Corporate and foundation giving Events Planned giving

Behind the Scenes

Research Stewardship Database management Gift and fund administration Communications Gift planning

Girl Effect

Why was this effective?

Making the Case

What is the best way to get your point across?– Tell your story!

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 Goodmanwww.agoodmanonline.com

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 Goodmanwww.agoodmanonline.com

Case Format

Where are we now? Where are we going? How can you help?

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

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

Networking time!

Activity Debrief

Who did you give your money to? Why?

Solicitation Cycle

Cultivation

Tools of Cultivation

Events Communications Councils and advisory boards

Major Gifts

Major donors come from your pool of annual donors

Think about:– Board members– Volunteers – Prominent community members

Foundations

Get on e-mail lists

– Philanthropy News Digest

– National Service Briefing

Check out your local foundations

– Foundation Center

Corporations

What markets is your group a critical part of?

– Restaurants– Department stores– Athletics – Movie theaters– Banks and credit card companies

Corporations

What markets is your group a critical part of?

– Bookstores– Dry cleaners– Movie rental businesses– Clothing stores– Test preparation companies

Corporations

What markets is your group a critical part of?

– Apartment complexes– Real estate developers– Hotels– Grocery stores– Radio stations

Corporations

What markets is your group a critical part of?

– Bridal and dress stores– Car dealers– Cell phone companies– Dating services– Electronics/technology companies

State Farm

Longtime Red Cross partner

Matching/Challenge Gifts

Multiply the impact of your fundraising

Campaigns

Rally your volunteers and donors around a strategic vision

Increase number of donors Involve new constituencies Increase giving over the long term

Episodic Fundraising

Raising money for disaster relief

Tips

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

Think Big! Focus on major gifts Use small

fundraisers to leverage big donors

Ask your peers to give regularly

Conclusion