The Fund Raising School The Center on Philanthropy at Indiana University

2010 Indiana Association of Public Education Foundations

“Successful Fundraising (Even When Times are Tough)”

October 12, 2010Indianapolis, Indiana

Heather Perdue, M.A., CFRE

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Types of recipients of contributions, 2009 Total = $303.75 billion

Source: Giving USA Foundation/Giving USA 2010

($ in billions – All figures are rounded)

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Matthew Tully

The Fund Raising School The Center on Philanthropy at Indiana University 4

Fundraising is . . .

The right person askingthe right prospectfor the right gift

for the right programat the right timein the right way.

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The Development Process

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The Development Process(annual donor)

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The Development Process(major gift donor)

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Basic Components of Fundraising

• Case• Needs• Goals• Prospects• Leadership/volunteers

• Public relations• Time and timing• Staff• Budget

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Success Indicators

• Marketable product• Informed constituency• Dedicated leadership• Workable plan• Willingness to ask• Accountability

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Components of a Fundraising Plan

• Mission statement• Case statement• Internal and external assessment positive and

negative factors• Goals and objectives for each program• Program descriptions• Time line and assignments• Budget and gift range chart• Evaluation plan

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Case for Support

We need money.

You’ve got it.

Give it to us.

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Case for Support

All the reasons you can think of why you deserve gift support.

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Case Statement Preparation

• Mission (and history) – Why do we exist?• Goals – What do we want to achieve?• Objectives – How will we achieve the goals?• Programs and Services – Which methods will we

use?• Governance• Staffing• Facility• Finances • Strategic Planning & Program Evaluation

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Building a Case for Support

Why do you exist?

What do you do?

Why is what you do important?

What is the value to the community?

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The Case Statement

Why would anyone give?

What difference will gifts make?

What are the benefits (to donors) of giving?

What do the gifts help make happen?

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The External Case Expression

1. State the need or problem2. Propose strategies to alleviate or solve 3. Identify who benefits4. Demonstrate your competency5. Specify resources required6. Explain how gifts can be made7. Communicate the benefits of giving

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There’s no time like the present!

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My first big gift

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Successful Fundraising (even in difficult times)

• Be sensitive to economic impact on your prospective donors

• Increase contact throughout cultivation, solicitation, and stewardship

• Ask for contributions• (Re) Energize the board • Develop and stick to your plan

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Successful Fundraising (even in difficult times)

• Pay close attention to current donors • Use all fundraising strategies available • Stay the course

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The Development Process(annual donor)

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Donor Pyramid – Fundraising Strategies

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Heather Perdue, M.A., CFRE@heatherperdue

The Center on Philanthropyphilanthropy.iupui.edu

@IUPhilanthropy