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Rhode Island College
Certificate Program for Nonprofit Studies
Summer Institute 2013
Michele R. Berard, MBA, CFRE
Fund Development & Philanthropy Best Practices
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“fundraising isn't a simple process of begging -- it's a process of transferring the importance of the project to the donor."
Hank Rosso
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Philosophy of Fundraising
Organizations Exist for a Reason
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Philosophy of Fundraising
To Govern or Not to GovernMission EnforcersResources
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Philosophy of Fundraising
Institutionalizing Fundraising
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Philosophy of Fundraising
Gift Making as Voluntary Exchange
No arm twisting!
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Philosophy of Fundraising
Substituting Pride for Apology
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Philosophy of Fundraising
Fundraising as a Servant to Philanthropy
Meeting the needs/wishes of donors and adding greater meaning to their lives;
Invitation to give is a guide
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Philosophy of Fundraising
Organizations Exist for a ReasonTo Govern or Not to Govern Institutional FundraisingGift Making as Voluntary ExchangeSubstituting Pride for ApologyFundraising as a Servant to Philanthropy
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Some Definitions
MISSION A philosophical value statement expressing the reason the organization exists
Note: do not confuse mission statements with statements of goals or objectives
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Some Definitions
PHILANTHROPY Voluntary action for the public good, including voluntary service, voluntary association, and voluntary giving
*as used at the Center of Philanthropy (IU)
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Some Definitions
PROSPECT/PROSPECTIVE DONOR Any logical source of support, be it an individual, corporation, organization, government, or foundation
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Some Definitions
GIFTA voluntary, irrevocable transfer of something of value without consideration (that is, without receiving anything tangible in return) at the time of transfer or at any time in the future
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Some Definitions
CONSTITUENCYAll people who have in some way been involved with the institution seeking support; consists of members, contributors, participants (past or present), clients and relatives of clients.
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Exercise
•Break into Groups
•Pick Nonprofit Organization • Same amount of organizations as are in
your group• Should do some fundraising• Local
•Mission Reviewhttp://www.rifoundation.org/CommunityInitiatives/InitiativeforNonprofitExcellence/ToolsforNonprofits/DirectoryofNonprofits/tabid/717/Default.aspx
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Exercise
•Report Out
•Write on Board
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The Case – “Why Should Someone Give?”ANSWERS THESE QUESTIONS:Why does the organization exist?What services or programs does the nonprofit provide to meet the needs (or solve the problem)?
Why should prospective donors provide gifts, and what are the results of those gifts?
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ExerciseExample - http://www.bbbsos.org/about_misionVisionValues.html
•Back into your groups
•Select two nonprofits and answer “Why Should Someone Give?”
•Report Out
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How do we raise money?
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How do we raise money?
Fundraising Letters (direct mail appeals)Fundraising EventsGrantsCorporate Gifts/SponsorshipsPlanned Gifts (bequests)Telephone/texting Internet StrategiesCause related marketing
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How do we raise money?
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How do we raise money?
No two organizations are alike
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Where does the money come from?
IndividualsFoundationsCorporationsPlanned Gifts/EstatesGovernment
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Where does the money come from?
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Where the money goes
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Assignment – due 6/11/13
Be prepared to answer:1. How much money your
organization raised (fundraising revenue) in the most recently completed fiscal year
2. Percentage breakdown of that revenue:• % Individuals• % Foundations• % Corporations• % Bequests
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Assignment – due 6/11/13
Be prepared to answer:1. How much money your
organization raised (fundraising revenue) in the most recently completed fiscal year
2. Percentage breakdown of that revenue:• % Individuals• % Foundations• % Corporations• % Bequests
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What they don’t teach you in college!
COMMUNICATION:Email etiquetteTelephone etiquetteLeaving messages that create results
Following through
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Building Your Professional Brand
Linked InFacebook
Know your Online Persona (Google yourself)
Any takers to try it out?
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Building Your Professional Brand
Selling Yourself
Exercises to help:• Writing your Obit• Personal Marketing Plan
Product = You!Price = Pay/BenefitsPlace = Location/SurroundingsPromotion = How you want others to perceive you
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For Next Week…
1. How much money your organization raised (fundraising revenue) in the most recently completed fiscal year
2. Percentage breakdown of that revenue:• % Individuals• % Foundations• % Corporations• % Bequests
Assignment #1
Assignment #2
Assignment #3
•Create a Linked In Profile•Send me an invitation to join your network
•Start your Personal Marketing Plan