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Fund Raising Strategies. Carol Muller Executive Director HELP!Line Center. Organizational Differences. You may represent: A volunteer board that does all aspects (program, administrative, fund development) An agency where you are the only employee.

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fund raising strategies

Fund Raising Strategies

Carol Muller

Executive Director

HELP!Line Center

organizational differences
Organizational Differences
  • You may represent:
    • A volunteer board that does all aspects (program, administrative, fund development)
    • An agency where you are the only employee.
    • An agency where you are the Executive Director and do all fund development.
    • An agency where there is a development staff or a department.
organizational similarities
Organizational Similarities
  • Mission driven.
  • Passionate about your mission and service.
  • Volunteers
  • The community “owns” your non-profit agency.
  • Responsibility to donors.
  • If you don’t ask, you don’t get.
  • Messaging: Struggle with how to present our work, our need, and our impact.
  • Fundraising requires team efforts.
  • And….no one ever has enough funding!
organizational transitions
Organizational Transitions
  • Hiring of the first employee.
  • Hiring of fund development staff.
    • Donor database
    • Incorporation of technology for fund raising.
  • Transitioning a board from a program/activity board to a fundraising board.
  • Addition of an endowment or foundation and committee development.
  • Mission for your organization
  • Strategic Plan
  • Defined need for your services
  • Quality programming
  • Community support exists because of the above.
unwritten fund development rules
Unwritten Fund Development Rules
  • Everyone does need to contribute.
  • If you are a totally volunteer organization, the Board president should make the first gift with the full Board to follow. If you are staff, you need to make a gift before asking your Board and the community to contribute. The dollar amount is not as important as 100% participation.
  • Everyone has a responsibility to fund development.
  • Fund development staff cannot operate in a vacuum away from program staff.
sources and diversification of revenue
Sources and Diversification of Revenue
  • Fundraising – individual and corporate
    • Annual appeals: individual contact and/or mail
    • Special events
    • Sponsorships (be creative!)
    • On-line
  • Memberships
  • Grants/Foundations
  • Government
  • United Way
  • Contracts or Fee for Services
similarities of revenue sources
Similarities of Revenue Sources
  • Someone had to ask for them.
  • Funders are making an investment because they believe in your mission and ability to deliver results.
  • They all need to be reported on.
  • Evaluation/impact component.
  • They all have vulnerability for continuity, relationships and economy.
board member roles
Board Member Roles
  • Will you require 100% participation in annual gifts?
  • Will you require 100% in fundraising? What will this be? Expectations? Some donors only want to be asked by a board member, not staff.
  • Do you require a written agreement/contract?
  • What will be your role?
    • Cheerleader
    • Organizer
    • Clean up crew
transitioning a working board to a fundraising board
Transitioning a Working Board to a Fundraising Board
  • Time and patience
  • Clear understanding before a board member accepts a position on the board.
  • Staff needs to train.
  • Staff needs to mentor.
  • Board members need clear, concise materials.
  • Board members want to be successful, be proud of the boards they serve on.
  • You are a team!
  • Volunteers become donors.
  • Volunteers are your PR people, good or bad.
  • Are you capturing names, contact info?
  • Do you know where your volunteers work?
  • Board members are also fundraisers. Let volunteers exit gracefully when it isn’t the right fit. How can they best help your organization and meet their desire to help?
  • Will you work with a graphics/marketing agency?
  • What is your budget?
  • Look at materials through eyes of donor – use of color, glossy, etc.
  • Continuity of graphics and materials.
  • You cannot tell every story in your materials.
  • Confidentiality of clients.
  • How will you test your materials?
  • How will you distribute?
  • How can incorporate electronically?
roi return on investment
ROI: Return on Investment
  • Invested time (volunteer and staff)
  • Marketing/exposure
  • Growth of donor list
  • Sustainability and growth
  • What are you not doing with your time because of this activity?

ROI must be evaluated with all projects, but especially special events.

fundraising and technology
Fundraising and Technology
  • Donor database. How much technology do you want and need? How much can you maintain and afford?
  • On-line capabilities to take credit cards
  • Communication
  • Social marketing and networking
  • Lack of donor database should not be an excuse to not do or delay fundraising.
  • None of these will work if core services, mission, etc, are not in place.
fund development staff
Fund Development Staff
  • How will you measure when you will be ready for this?
  • What are you looking for? Grant writer, events coordinator, major gift ask, public relations are all different skills.
  • Set accountability before hiring.
  • Can they make an ask and close a deal?
  • Passion for mission.
  • Involvement with program staff and delivery of services.
transitioning an organization
Transitioning an Organization
  • When the first employee is hired and the employee has responsibility for program delivery, administration and development, what will be the role of the Board?
  • When a fund development staff person is hired, what will be the role of the Executive Director and Board?
  • Are you prepared to transition?
how do you survive in a small shop
How Do You Survive In A Small Shop?
  • Multiple hats are worn.
  • Define roles of staff and Board.
  • As staff, find your balance. Boards will often micromanage if given an opening.
  • Use of committees and ad hoc groups can be advantageous.
  • Develop your skills to continue looking ahead and planning.
  • Flexibility!
  • Give credit where it is due, and always build your Board up.
to consider
To Consider
  • Will you accept money from the “sins”? (ex: Tobacco, gambling, alcohol)
  • Will you let other groups fundraise in your name? (ex: beer tasting)
  • Does the money come with strings? Are they acceptable?
  • Ask for money, you’ll get advice.
  • Ask for advice, you’ll get money.
most importantly
Most Importantly,
  • Do more listening than talking on a donor call.
  • Ask.
  • Thank the donor multiple times.