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Resource Development

Resource Development. UCSF National Center of Excellence in Women’s Health Dixie Horning, Executive Director . What’s this workshop all about? . A general understanding of the Value of Philanthropy.

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Resource Development

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  1. Resource Development UCSF National Center of Excellence in Women’s Health Dixie Horning, Executive Director

  2. What’s this workshop all about? • A general understanding of the Value of Philanthropy • How are staff, volunteers, board or advisory committee members are important to fund raising • Principles of asking • Friend raising and fund raising

  3. Resource Sectors 2001 1982 • Private Contributions 19.9% 21.8% • Government 31.3% 28.1% • Dues, Fees and Charges 37.5% 38.7% • Other Revenue (interest) 11.5% 11.4% Total Revenues (in billions) 664.8 211.9 Source: the New Nonprofit Almanac, Independent Sector, 2001

  4. Where it goes (%) • Arts and Culture 2.3 • Civic, Social and Fraternal Organizations 2.7 • Foundations 5 • Social and Legal Services 11.5 • Religious Organizations 11.5 • Education and Research 18 • Health Services 49 Source: the New Nonprofit Almanac, Independent Sector, 2001

  5. Sources— • Foundations • Grants • In kind • Corporations • Grants • Marketing and sponsorship • Inkind • Volunteers • Government Agencies • Grants • Contracts

  6. Individuals Gifts • Direct Mail • Memberships (i.e Friends of) • Special Events • Major Donors • Workplace appeals (i.e United Way)

  7. Women and Giving • 51% of wealth is held by women • Women are poised to inherit $44 trillion by the year 2044 Transfer of wealth over the next 10 years • Women give differently than men • People give differently to women and girls causes

  8. Make the Case • Why fund women and girls • Why fund women’s health

  9. Understanding of the Value and Sectors of Philanthropy • WHY DON’T I CALL IT “ASKING FOR MONEY” • Its one of the four polite conversation taboos ---money,politics, religion and sex---- • And its not just money Its volunteers, time and other assets (in kind services, gifts etc. “brand loyalty”)

  10. The first step in funding process has nothing to do with money

  11. The purpose of fund raising is not to raise money, but to help organizations manage their interdependencies with donor publics who share mutual goals and objectives” J.E. Grunig, Stakeholders, 1992

  12. Mission drives funding • Belief is the strongest reason for giving • Make your case bigger than the organization • Friend Raising is as important as fund raising

  13. Understand the donor publics • Create a diversify funding plan to match

  14. Research Identify Opportunity Know their Capacity Match Organization for Donor Public Prepare internally Output Impact How much time? Our capacity and alternatives Planning and Program Gift Pyramid Implementation Cultivation Solicitation Evaluation Process Program Stewardship Reciprocity Responsible Gift Reporting Relationship nurturing ROPES

  15. Income/Gift table Plan • Sources • Individuals 40% • Corporations 10% • Foundations 20% • Special Events 15% • Grants/Contracts 25%

  16. Fund Raising Techniques • Interpersonal Communication • Major Gift Program • Face to Face, small group meetings, speeches, telephone, personal letters, personalized proposals • Controlled Media Communication • Annual Giving Program • Direct mail, special events, publications, phonathons, videos and films, Telethons, Paid Ads, Bill boards • Mass Media • Annual Giving Program • Editorials, op-eds, news release, story placement, PSA

  17. Gift Stream • 90% of the private gifts comes from 10% of your donors • 10% comes from the other 90%

  18. One and one equals three if you do your math right Mae West

  19. IT’S AN ACQUIRED TASTE Exercising in Asking

  20. Internally Staff, volunteers Volunteer Roles Ambassadors, Door Openers, Cultivators, Solicitors Getting Ready to Fund Raise

  21. Ambassadors Door Openers Cultivators Solicitors Volunteer Roles

  22. Listen more than you speak Accentuate the positive Be Contagious Confirm the next possible step Tips for Ambassadors

  23. Be Judicious Give a strong personal endorsement Be Visable Tips for Door Openers

  24. Show ‘em a good time Mix and Match Expect to be popular Tips for Cultivators

  25. Let the prospect set the pace Let them know you care Encourage them to do the talking Never get into a dispute Ask for an exchange Upsell Don’t forget to close Don’t worry about doing it perfectly If at first you don’t succeed Say thank you Tips for Solicitors

  26. Exercise in asking • Identify why are you fearful • Understand what motivates

  27. You miss 100% of the shots you don’t take Wayne Gretzy

  28. Donor Cultivation 1 Identify 2 Inform Principle of Congruency 5 Invest 3 Interest 4 Involve

  29. Cases • Case #1 Mrs. Gotte Bucks • Case #2 Dogood Corporation • Case #3 Nouveau Riche Foundation • Case#4 GoWoHealth Gala • Case#5 Hen and Egg Grant

  30. Case # 1 Mrs. Gotte Bucks She has no history with your organization but is a grateful patient and has come to your office to ask what can she do. • What steps to do need to take? • What do you need to know? • How are you going to find out? • HOW Much should I ask for?

  31. Case #2 Dogood Corporation • The Corporate Philanthropy Director of a Corporation wants to contribute to your organization to create a collaborative partnership. • What should I ask? • How does this differ from Marketing Dollars?

  32. Case #3 Nouveau Riche Foundation • One of your advisory committee members informs you that the Nouveau Riche Foundation needs an grant request from you in 2 days and they really think you can get it. • How do you approach this? • Do you have ideas on the shelf? • What do you need to know about the Foundation?

  33. Case #4 GoWOHealth Gala You have decided that you need to have an annual fund raising event What do you need to know about marketing? What is the purpose? Friend Raising? Growth over time? Why are fund raising events consider “low returns”? What role does your advisory/board play?

  34. Case #5 Hen and Egg Contract • You decide to go after a community development contract with the City/County that will fund one of your outreach programs but you have to have an academic/CBO partner • How do you go about it?

  35. One Liners to take Home • Belief in the mission is the strongest reasons for giving • Those closest to the organization are your best prospects • Friends give to friends • The best prospects previous donors • Cultivation is the key to successful solicitation • The larger the expected gift, the more personal the solicitation • Cultivate and solicit important prospects in person • Know your audience • Write to your audience • Don’t underestimate anyone • Most of the time you have to ask

  36. In suggesting gifts: Money is appropriate, and one size fits all. ~ William Randolph Hearst ~

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