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Fundraising 101

Fundraising 101. Agenda. Key Principles Match requirements Funding landscape Basic fundraising steps The Circle Exercise. Key Principles. People give to people Fundraising is 90% networking and 10% grant writing Market your services Commitment, passion & expertise Listen

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Fundraising 101

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  1. Fundraising 101

  2. Agenda • Key Principles • Match requirements • Funding landscape • Basic fundraising steps • The Circle Exercise

  3. Key Principles • People give to people • Fundraising is 90% networking and 10% grant writing • Market your services • Commitment, passion & expertise • Listen • Fundraising is not a science

  4. Match Requirements • RWJF requires a 50% match of grant award dollars for CKF Part I • Grantees must begin using match funds no later than the beginning of the third year of the grant. • The match requirement is designed to identify new sources of funding for the CKF initiative.

  5. Match Requirements • RWJF will not provide more than 50% of the total RWJF funds until the match support begins, if earlier than the third year. • Should no match funds be secured by the beginning of Year 3, no additional RWJF funds will be provided to the grantee.

  6. Match Requirements Match Sources that do not qualify: • No federal funds • No in-kind contributions • RWJF has a strong preference that match sources do not come from entities that manufacture or distribute alcohol, tobacco and/or firearms

  7. Match Requirements • Grantees are strongly encouraged to submit match commitment documentation to their regional coordinator as soon as it is received • If a project fails to secure previously committed match funds, contact your regional coordinator immediately • For more information regarding the match certification process, please refer to Section 6 of the CKF Program Management Handbook, and/or contact your regional coordinator

  8. Where’s the Money?

  9. Landscape for CKF Grantees

  10. Why Do Corporations Give? • Increase profits • Improve image • Good corporate citizens

  11. Why Do Foundations Give? • Issue focus • Geographic focus • Seed programs • Quality • Feasibility • Innovation

  12. Why Do Government Agencies Give? • Politics • Community support • Budget issues

  13. Step 1: Your Assets

  14. Taking Stock of Your Assets • Projects • Passion, commitment, and expertise • Intuition • Network • Fundraising is 90% networking and 10% grant writing

  15. Targeted Networking

  16. Jump Start Your Networking • State hospital association • Chamber of Commerce • Foundation forums • Opinion pieces in local papers

  17. Step 2: Develop a Plan

  18. Prospect Research Compile broad list • Network • Corporations • Local hospitals • Insurers that manage SCHIP/Medicaid programs • Foundations • Government agencies

  19. Prospect Research Resources • Annual reports • Local newspapers • Online resources • Prospect’s Web site • Hoover’s online, LexisNexis • Foundation center • Network • Prospect

  20. Prospect Research

  21. NO Prospect Research • Donor Criteria • Tobacco or alcohol companies • Gun manufacturers • Unethical business practices

  22. Prospect Research Narrow Your Prospects

  23. Prospect Research Identify top priorities • Focus on a few large prospects • Low-hanging fruit • Time considerations

  24. Step 3: Prepare Approach

  25. Understand Funder’s Point of View • Return on Investment • Feasibility • Sustainability • Community support • Politics • Acknowledgement opportunities

  26. Rehearse • Avoid lingo • Use their terminology • Positive tone • Be succinct

  27. Talking points • Overview of CKF • Description of issue as it relates to your community (and their interests) • Specific objectives • Plan of action • Track record • Amount of funds to be requested

  28. Make the call • Goal is to get a face-to-face meeting or be invited to submit a proposal • Call time:10 a.m. and 2 p.m. • Listen and ask questions • Be persistent

  29. Step 4: The “Ask”

  30. The “Ask” • When? • How? • Verbally • Written proposal • How much? • What’s next?

  31. Step 5: Follow up

  32. Follow-up Follow Up Follow Up Follow Up

  33. Step 6: Stewardship

  34. Stewardship • Thank you • Progress reports • Spend money wisely

  35. Covering Kids & FamiliesFundraising Materials • Fundraising 101 (from Covering Kids & Families Annual Meeting) • Meeting the Match: A Guide to Fundraising

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