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Fund and Resource Development. Generating income & resources to support your organization’s programs Presented by Chiquita T. Tuttle, MBA May 7-8 2009 2nd Utah AIDS Institute Calvary Baptist Church 1090 South State St. Salt Lake City, Utah. Learning Objectives.

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fund and resource development
Fund and Resource Development

Generating income & resources to support your organization’s programs

Presented by Chiquita T. Tuttle, MBA

May 7-8 2009

2nd Utah AIDS Institute

Calvary Baptist Church

1090 South State St.

Salt Lake City, Utah

learning objectives
Learning Objectives
  • To learn techniques for acquiring new donors to broaden your base of support
  • To discuss additional types of resources for organizational success
  • To examine giving patterns by sector
learning objectives con t
Learning Objectives (con’t)
  • To understand the Donor Pyramid
  • To identify and become aware of Fundraising Mistakes
  • To have tangible tools to use at your workplace
outcomes
Outcomes
  • Participants will be able to understand and learn how to develop a fund raising and development plan for a non-profit organization through four steps: design, development, execution and evaluation.
  • Participants will recognize the difference between grant writing and fund raising.
  • Also, participants will learn how to assess the fund raising needs of the organization.
who is today s audience
Who is today\'s Audience?
  • Introduction of participants
    • Name, agency, area of responsibility
    • Your role in development
    • Your organizational challenges
    • Your expectations/ take away
fundamentals
Fundamentals
  • Fundraising is a specific skill
  • Requires planning
  • Is strategic
  • Is difficult in these economic times
  • Requires strong relationship skills
  • Demands communication
  • Highly accountable
culture shift
Culture Shift
  • Shifting from “Reacting” to “Acting”
  • Change organization language from
    • We hope to …….. to
    • We intend to
10 reasons why people give
10 REASONS WHY PEOPLE GIVE
  • 1. They have a deep and sincere belief in the organization and its purposes.
  • 2. They believe that the current needs of the organization are important, both personally and for the sake of the community.
  • 3. They have a sense of loyalty, gratitude, and affection toward the organization. These donors could be current or former clients, staff members, board members, or the families of any of these.
10 reasons why people give con t
10 REASONS WHY PEOPLE GIVE (con’t)
  • 4. They have a friendship with and respect for those who solicit them and by donating to the organization, they show support for their friends.
  • 5. They want to thank and honor the organization for past services and/or honor staff and volunteers who work/have worked at the organization.
  • 6. They want to ensure the organization can continue to fulfill its mission and that services continue for the future good of the community.
10 reasons why people give con t1
10 REASONS WHY PEOPLE GIVE (con’t)
  • 7. They appreciate the peer involvement they have cultivated through board and volunteer activities.
  • 8. They are aware of the tax benefits of charitable giving and want to maximize their tax considerations.
  • 9. They want to be recognized as a supported of the organization or have a loved one publicly recognized.
  • 10. Because they feel that here and now, supporting

this particular organization is the right thing to do.

engagement continuum
Engagement Continuum

DONOR

$

Invest

Involve

Interest

Inform

$

Invite

Identify

TIME

engagement continuum1
Engagement Continuum
  • Identify
  • Invite
  • Inform
  • Interest
  • Involve
  • Invest
    • RESULTS = DONOR = INSPIRED
donor constituency segments
Donor & Constituency Segments
  • Current/former clients, patients, alumni
  • Corporations/vendors
  • Foundations
  • Local Businesses, former businesses
  • Community Leaders
  • Civic Organizations
  • Extended Families of clients/patients/alumni
  • Churches/current or former staff
solicitation techniques
Solicitation Techniques
  • Personal, face to face, Telephone
  • Personalized letter
  • Impersonal: Direct Mail; telemarketing
  • Special Events
  • Door–to-Door
  • Media
the donor pyramid

Planned Gifts

Capital Donor

Special Gifts Donor

Renewed Donor

Newly Acquired Donor

The Universe

The Donor Pyramid
what about the donor
What About the Donor ?
  • See the world from the donor’s point of view
  • Give the donor consistent, excellent attention and information
  • Seek donor loyalty
  • Speak to the Listening
what about the customer donor
What About the Customer/Donor ?
  • People feel they can make a difference by aligning themselves with a charitable cause, and they want to feel better for having done so. Money, time, or other gifts donated are only a tool to help donors feel better.
donor cultivation recognition
Donor Cultivation & Recognition
  • Reaching out to donors and potential donors is easier than you think
  • Success can be as simple as giving people what they want, but with a little more than they EXPECT!
  • Challenges and obstacles inspire us to do our best and to excel at outstanding donor relations
five things one board member can do to raise 100 to 5 000
Five Things One Board Member Can Do to Raise $100 to $5,000
  • Make a personal contribution.
  • Hand write a short note to the board president explaining why you are making the contribution, and give the check and note to him or her as you leave the board meeting.
five things one board member can do to raise 100 to 5 000 con t
Five Things One Board Member Can Do to Raise $100 to $5,000 (con’t)
  • Write a letter and send it to ten friends and relatives. In the letter, explain why you volunteer your time at the agency.
  • Ask them to consider making a contribution to the organization, and let them know they can send the check to you or directly to the organization. (If you send out a holiday letter, you can include this in your letter.)
five things one board member can do to raise 100 to 5 000 con t1
Five Things One Board Member Can Do to Raise $100 to $5,000 (con’t)
  • Together with two or three other board members, pledge significant gifts. Then write a letter to the rest of the board showing your collective commitment
five things one board member can do to raise 100 to 5 000 con t2
Five Things One Board Member Can Do to Raise $100 to $5,000 (con’t)
  • Host a dessert party in your home or business and invite twenty friends and relatives. On the invitation say that they will learn about the organization, be asked but not pressured to make a contribution, and enjoy a great dessert. Hold the party on a weeknight around 7 pm
five things one board member can do to raise 100 to 5 000 con t3
Five Things One Board Member Can Do to Raise $100 to $5,000 (con’t)
  • Volunteer to match the contributions from other board members. Tell the board that you will match, dollar-for-dollar, every contribution from a board member before December 31, up to a specified total.
2008 foundation giving
2008 Foundation Giving

Source: Foundation Center, April 2008

glossary of terms
Glossary of Terms
  • Case – Prepared reasons why a charitable institution merits support including its potential for greater service, its needs, and its future plans
glossary of terms1
Glossary of Terms
  • Cultivation - the process of promoting or encouraging interest, and or involvement on the part of a potential donor or volunteer leader, an education process to inform about an institutions reason why it merits support
glossary of terms2
Glossary of Terms
  • Donor Profile - a description of basis information about an individual donor through research
glossary of terms3
Glossary of Terms
  • Engagement Continuum – a continuum of involvement over time that yields great financial support from a donor
glossary of terms4
Glossary of Terms
  • Major Gift: a gift of significant amount which may be repeated periodically
glossary of terms5
Glossary of Terms
  • Prospect- any logical source of support, whether individual, corporation, organization, government at all levels or foundation
glossary of terms6
Glossary of Terms
  • Constituency – All people who have in some fashion been involved with the institution seeking support
the development plan
The Development Plan
  • A good development Plan can move an organization from putting out fires and going from one crisis to the next to…
  • Creating a positive flowing work plan in which all participants have the opportunity to do their best, be their best and achieve their best.
a plan is a working document
A Plan is a Working Document
  • Commit from the beginning of your development plan to frequently assess and adjust --
four steps of the plan
Four Steps of the plan
  • Design
  • Development
  • Execution
  • Evaluation
fundraising steps for a successful development plan
Fundraising: Steps for a Successful Development Plan
  • If you don’t know where you’re going, how are you gonna’ know when you get there?

–Yogi Berra

  • When you are ready to start fund raising, start with a development plan. A plan not only tells you where you are going, but also tells you how you will get there. It also lets you mark your progress and make changes along the way.
  • Patrick O\'Heffernan , Social Edge, A program of the Skoll Foundation
set objectives
Set Objectives
  • Start planning one or two months before your fiscal year begins.
  • Set precise objectives:
    • How much you are planning to raise in the next year, in each category of support –
      • Unrestricted/restricted funding, program grants, in-kind support.
      • Long term pledges to help you accomplish your mission.
      • Capital campaign.
prospect rating amount design
Prospect / Rating / Amount--Design--
  • Next take a piece of paper (or a spreadsheet) and make 3 columns labeled: “prospect,” “rating,” and “amount.”
    • “Prospects” are those people and organizations you plan to raise money

from – development banks, foundations, individuals, etc.

    • “Rating” is your confidence in their giving.
    • “Amount” is how much you plan to ask for, based on what you think they

are capable of giving.

  • Compare your prospects to your objectives -- chances are they will not match. You may have too few prospects, or the wrong kind and you will have to either adjust your objectives or expand your prospect list.
prioritize
Prioritize
  • Now decide on a strategy using these prospects that will come closest to your goals.
  • It could be led by renewals of existing foundation grants, or applications for regional development funds or private donors, or online and email campaigns.
  • Use the list you made of prospects and their ratings to set priorities.
timing
Timing
  • Then draw a monthly action calendar for the year to implement that strategy.
  • Use a large piece of paper making sure you indicate holidays and celebrations that occur in each month like Cinco de Mayo, Black History month, ethnic holidays, Purim, Christmas, Buddha’s birthday, The Festival of the Moon, local celebrations and heavy vacation months.
  • This insures that you do not schedule events when prospects are not available.
calendar execute
Calendar --Execute --
  • Next list the actions needed to meet, recruit, and ask each prospect, and post them into the appropriate months.
  • In the case of foundations and development banks, write in the month proposals or renewals are due and the month you start writing them
  • In the case of individual donors, lay out the events you wish to invite them to, including private meetings, and enter them onto the calendar.
  • If you have a large staff, you can have each staff member post her or his events or deadlines with post-it notes.
step back evaluation
Step back --Evaluation--
  • Step back and look at the whole picture – a large calendar covered with notes and ask questions.
    • Are there months with too many events and deadlines?
    • Have you planned cultivation during holidays or vacations?
    • Has staff planned events too close to each other?
    • Have you forgotten to leave proposal circulation time for development banks?
    • Have you missed a grant deadline?
    • Rework the calendar until each prospect’s cultivation and request flows well and works with other deadlines and events as well as with holidays.
strategic and practical questions to be weighed and sorted
Strategic and practical questions to be weighed and sorted
  • What other ways of raising $$ are consistent with and might even further our organizational mission and values
  • What would other ways cost us, in time and $$, during development, execution, and over time
  • Do we have the organizational capacity to take on and stick with this plan
  • How will we set reasonable expectations that we can use to evaluate how new ways are working?
  • Alice Cottingham, Girl\'s Best Friend Foundation
slide44
DesignField Guide to Nonprofit Program Design, Marketing and EvaluationCarter McNamara, MBA, PhD, partner in Authenticity Consulting, LLC
fundraising tips
Fundraising Tips
  • Figure out how much it will cost to accomplish what you want. Make a CAREFUL, SPECIFIC budget for the year, detailing what you need to spend for each item.
  • Figure out how much money you can count on already, and how much you will have to raise.
  • Source: (www.nchv.org/fundraising.cfm)National Coalition for Homeless Veterans Fundraising Tips
fundraising tips before you even think about raising money
Fundraising TipsBefore you even think about raising money…..
  • Be very clear about what your organization is and why it exists.
  • Be very clear about what your organization wants to accomplish in the next 12-18 months. What do you want to do?
  • Figure out how much it will cost to accomplish what you want. Make a careful, specific budget for the year, detailing what you need to spend for each item.
fundraising tips before you even think about raising money1
Fundraising TipsBefore you even think about raising money…..
  • What kind of staff and organizational capacity is needed to support this funding mix? What restrictions are attached?
  • How much time will it take to keep this funding mix intact?
  • Does it provide for the long-term financial stability and viability of the organization or would a different funding mix be better?
fundraising tips before you even think about raising money2
Fundraising TipsBefore you even think about raising money…..
  • Figure out how much money you can count on already, and how much you will have to raise.
  • Remember that once you have planned your fundraising, you will need to go back and modify your budget to add in the cost of fundraising. Raising money always costs money; it may not cost a lot, but you still need to budget for it.
  • Check local laws. Do you need a license or permit?
fundraising tips before you even think about raising money3
Fundraising TipsBefore you even think about raising money…..
  • It\'s always a good idea to know where your current funding comes from…..
  • Do you have a balanced mix of funding resources? Write down what you know about each percentage of the whole, and what you think it should represent, for example:
  • Corporate contributions = 10%
  • Foundations = 20%
  • Government = 40%
  • Special events = 10%
  • Individual donations = 20%
fundraising tips before you even think about raising money4
Fundraising TipsBefore you even think about raising money…..

Businesses

  • Regional and national corporate offices
  • Community small businesses
  • Veteran-owned businesses
  • Your vendors
  • Community subsidiaries of companies, financial institutions, utilities, and manufacturing plants
fundraising tips before you even think about raising money5
Fundraising TipsBefore you even think about raising money…..

Service Organizations

  • Local veteran organizations
  • Local service clubs (Lions, Elks, Kiwanis, etc.)
  • Professional societies
  • National service organizations
fundraising tips before you even think about raising money6
Fundraising TipsBefore you even think about raising money…..

Federated Campaigns

  • Combined federal campaign
  • Local United Way (as a member agency or via discretionary funding)

Governments

  • City or County
  • State or federal
  • Quasi-governmental structure (councils of government, school boards, etc.)
fundraising tips before you even think about raising money7
Fundraising TipsBefore you even think about raising money…..

Individuals

  • Bequests and planned gifts
  • Direct mail
  • Face-to-face solicitation
  • Workplace solicitation
  • Canvassing or prospecting
  • Special events
    • Find a champion for your agency!
fundraising tips before you even think about raising money8
Fundraising TipsBefore you even think about raising money…..

Special Events Planning Tips

  • Choose something you know how to do, and involve others with valuable experience.
  • Plan backwards. To calculate deadlines and plan activities, start with the day of the event and work your way back to the present day, in order to make sure that everything gets done when it needs to be done.
fundraising tips before you even think about raising money9
Fundraising TipsBefore you even think about raising money…..

Possible Sources of Revenue to Tap

  • Foundations
  • Community
  • Local and family
  • Private
  • Corporate
fundraising tips before you even think about raising money10
Fundraising TipsBefore you even think about raising money…..

Religious Institutions

  • Churches and temples in your community
  • Affluent suburban and metropolitan congregations
  • City-wide, state-wide, or regional denomination structures
fundraising tips before you even think about raising money11
Fundraising TipsBefore you even think about raising money…..

Income-Producing Activities

  • Program related services
  • Fee-for-service
  • Training or technical assistance
  • Consultation
  • Development and sale of materials
  • Publications
  • Product sales (i.e., shirts, buttons, mugs, posters)
fundraising tips before you even think about raising money12
Fundraising TipsBefore you even think about raising money…..
  • Write out your plan.
    • Figure out how long you think it will take, and then increase that estimate by at least half!
  • Arrange publicity-
    • Be sure people know about the event. Don\'t be shy about asking for help-but when you ask, be specific about what you want.
    • Remember the job of the chairperson is not necessarily to accomplish things directly; it is to ensure that other people accomplish things.
fundraising tips before you even think about raising money13
Fundraising TipsBefore you even think about raising money…..
  • Special Events Follow-up
    • Send thank you notes within a week. It is okay to use a boilerplate letter if there were many volunteers, but add a few words in your own handwriting to key volunteers. It is a good idea to include vendors.
fundraising tips before you even think about raising money14
Fundraising TipsBefore you even think about raising money…..
  • Finish bookkeeping and pay vendors.
    • Prompt payment will make you a favored customer to any business. That will be handy the next time you seek a donation or a price break
fundraising tips before you even think about raising money15
Fundraising TipsBefore you even think about raising money…..
  • Contact individuals you met at the event that might be future donors or volunteers. A note or invitation to lunch may get them on board early for the next event.
fundraising tips before you even think about raising money16
Fundraising TipsBefore you even think about raising money…..
  • Organize your notes for the next time. A three-ring binder for each event is a good place to put notes and reports
fundraising tips before you even think about raising money17
Fundraising TipsBefore you even think about raising money…..
  • Additional Information Resources Successful Fund Raising: A monthly report of successful fundraising ideas, strategies and management issues. For information and subscription costs visit www.stevensoninc.com or call 712.239.3010.
  • A.H. Wilder Foundation Publishing Center has a wide variety of topics for nonprofits. For more information or to request a catalogue visit www. wilder.org or call 800.274.6024.
fundraising tips before you even think about raising money18
Fundraising TipsBefore you even think about raising money…..
  • Jossey-Bass Publishers has a variety of topics for nonprofits. To view their publication selection visit www.joseybass.com.
  • America\'s Fund Raisers is an Internet directory of fundraising products, services and resources. Visit www.americasfundraiser.com or call 977.949.FUND.
  • eFundrasing.com is an Internet resource for fundraising opportunities. Visit www.efundraising.com or call 800.561.8388.
fundraising tips before you even think about raising money19
Fundraising TipsBefore you even think about raising money…..
  • The Society for Nonprofit Organizations publishes Nonprofit World magazine on a bi-monthly basis. For information and subscription costs visit www.danenet.org/snpo or call 800.424.7367.
  • Contributions Magazine produces a newspaper full of resources for nonprofit professionals. F or information and subscription costs visit www.contributionsmagazine.com or call 508.359.0019.
  • Association of Fundraising Professionals (AFP) represents thousands of members in hundreds of chapters in the U.S., Canada, and Mexico. AFP works to advance philanthropy through advocacy, research, education, and certification programs. For more information and membership fees visit www.afpnet.org, call your local chapter or 703.684.0410.
fundraising tips before you even think about raising money20
Fundraising TipsBefore you even think about raising money…..
  • Donordigital.com has information about fundraising, marketing, and For more information visit www.donordigital.com or call 415.278.9444.
  • The Chronicle of Philanthropy website has useful articles in the fundraising section in additional to publishing a resourceful newspaper for the nonprofit sector. For more information and subscription costs visit http://philanthropy.com or call 800.842.7817.
fundraising tips before you even think about raising money21
Fundraising TipsBefore you even think about raising money…..
  • The Alliance of Nonprofit Mailers website has important information for mail-based fundraising at nonprofit rates. For more information visit www.nonprofitmailer.org or call 202.462.5132.
  • In addition, government websites usually provide information about government sources of funding. Visit www.firstgov.gov to access federal sites, or type www. (your two-letter state designation).us for your state\'s website.
raising funds effectively
Raising Funds Effectively
  • Must Do:
    • Research – data gathering
    • Analyzing and discerning
    • Decision making
    • Strategizing about decision implementation
    • Implementation
    • Analyzing results compared to goals and determining future steps and plans
    • Reporting actions and result
    • Celebrate success
13 most common fund raising mistakes
13 Most Common Fund Raising Mistakes
  • Doing everything but ASKING
  • Thinking that fund raising is for fund raisers ONLY
  • Plunging in with one foot
    • Clear institutional statement of purpose
    • Top level support – Trustees, Advisors etc.
13 most common fund raising mistakes1
13 Most Common Fund Raising Mistakes
  • Disregarding prospect research and record keeping
  • Forgetting to concentrate on individual donors
  • Overlooking past donors
  • Putting too much faith and money into brochures
13 most common fund raising mistakes2
13 Most Common Fund Raising Mistakes
  • Failing to guide and cultivate volunteers
  • Promising the world by Friday at the latest
  • Refusing to recognize factors beyond your control
  • Ignoring sophisticated tax saving incentives
  • Keeping too may secrets
  • Looking upon your work as a job rather than a cause
imagine if what if
Imagine if ………..What if………
  • Think outside the Box
  • Be creative
  • Explore the possibilities
thoughts about donors
Thoughts about donors
  • “A donor may not always be right, but the donor is always a donor” – Wayne Olson
  • “Kill them with kindness” – Lester Olson
fundraising success
Fundraising Success
  • Renew, Upgrade, Grow!
philanthropic resources1
Philanthropic Resources
  • Ford FoundationFoundation CenterFundraisinginfo.comGlobal Fundraising JobsGuidestarInternal Revenue ServiceInternet Nonprofit CenterNational Black United Fund National Center for Charitable StatisticsNational Council of Nonprofit AssociationsNational Society of Grant Writing Professionals, Inc.Nonprofit Overhead Cost Project - Guides and Briefs available (pdf)Nonprofit TimesTaxwise Giving & Philanthropy Tax InstituteWomen\'s Philanthropy Institute at the Center on Philanthropy, Indiana University
summary of today
Summary of Today
  • Fundraising is hard work
  • It is a function of everyone
  • Strategy is key
  • Planning is critical
  • It changes over time
  • Requires constant evaluation
  • Fundamental to the existence of your agency
learning objectives1
Learning Objectives
  • To understand the Donor Pyramid
  • To identify and become aware of Fundraising Mistakes
  • To have tangible tools to use at your workplace
learning objectives2
Learning Objectives
  • To learn techniques for acquiring new donors to broaden your base of support
  • To discuss additional types of resources for organizational success
  • To examine giving patterns by sector
celebrate your success
Celebrate your Success
  • Congratulate yourself and peers for work well done
  • Talk about what worked well
  • Analyze what did not work
  • Learn from your mistakes
never forget the thank you
Never forget the Thank You
  • You can NEVER say Thank You enough to your donors, volunteers, staff.
slide88

Fund and Resource Development

Thank you for your participation

Chiquita T. Tuttle, MBA

May 7-8 2009

2nd Utah AIDS Institute

Calvary Baptist Church

1090 South State St.

Salt Lake City, Utah

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