1. Fundraising 101 ProfessorJoshBerkus CLS2013 3CreditsPass/Fail

2. who is this guy? PostgreSQL project Software in the Public Interest multiple Conference Committees 3. who is this guy? 3yrs San Francisco Opera Development $600,000 raised per year Development Executives Roundtable 4. 3 Lessons 5. 1. Fundraising is a science. 6. 2. Fundraising is the same for all organizations. 7. 3. All fundraising is sales. 8. 3 Types of Giving 1. Individual 2. Corporate 3. Grants 9. 3 Questions 10. 1. Who are they? 11. 2. What do they want from your organization? 12. 3. How do you reach them? 13. Individuals 14. Who people who believe in your mission often already supporters also the general public depending on your mission 15. Who Figure out who your supporters are where do they hang out? how do they communicate? why do they support your organization? 16. What to feel good about your organization to feel good about your mission 17. what about stuff? Benefits Users Just Send Checks 18. How 1. Passive solicitation cheap easy low-yield 19. How 2. Active solicitation paper mail campaign email campaign web campaign 20. Active Solicitation (e)mail campaign get money from current or former donors direct (e)mail campaign find new donors (and maybe money) special appeal get extra money from existing supporters for specific one-time goals 21. How 3. Merchandising works for awareness, not so much for money also issues for 501(c)3s 4. Events meet donors lose money (on individuals) 22. Individual Giving Tips always send a thank you even for $1 send out renewals 50-80% will renew surprisingly recession-resistant 23. Corporate Sponsorship 24. Who Companies who: are local for you sell to/recruit your donors/clientele have an image which coincides with your mission 25. What Marketing (sometimes HR) 26. How Branding put their name on something good Events companies love event sponsorships especially if their staff get to go 27. How Branding put their name on something good Events companies love event sponsorships especially if their staff get to go 28. How 1. Get an introduction 2. Write a formal ask emphasize marketing value use numbers! 3. Follow up with publicity 4. Check that they're satisfied 29. Corporate Sponsor Tips Corporate sponsors often lead to/come from individual donors can also provide board members etc. and a good source of volunteer staff Don't let the co-opt you! 30. Grants 31. Who Foundations Corporate Grant Departments who fund stuff in your mission area 32. What They want you to help fulfill their mission 33. How 1. Get a grant writer (really) 2. Research what's available 3. Fill out a lot of paperwork 4. Get the grant 5. Do reports on the grant progress 6. Renew (hopefully) 34. Now, go out and raise some money! 35. Questions? Josh Berkus PostgreSQL Experts Inc. josh@postgresql.org more foundations stuff: Foundations 101 on Tuesday 9am at OSCON Host Foundations 2:30pm Wednesday Copyright 2013 Josh Berkus. Licensed Creative Commons Attribution 3.0.