Fundraising Capacity Building

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Presented at the Reach to Recovery International Breast Cancer Support Conference in Taiwan, November 2011

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Fundraising Capacity Building

  1. 1. CAPACITY BUILDINGAND FUNDRAISINGWORKSHOPMeredith CampbellMegan Dwyer
  2. 2. Agenda•Building your story•Planning and implementing fundraising campaigns•Fundraising showcase
  3. 3. Amazon Heart
  4. 4. Why do we need a story?• Educate• Stickiness• Motivating people to act
  5. 5. Where do you start?
  6. 6. The Case Statement• Mission statement• Goals• Objectives• Programs and services• Finances• Governance• Staffing• Service delivery• Planning and evaluation• History
  7. 7. Amazon Heart
  8. 8. Amazon Heart
  9. 9. The elevator pitch• What problem are you trying to solve?• How does your group solve it? What do you do and how does it help?
  10. 10. Stories and emotion Vs facts"When Aeschines spoke, they said, ‘Howwell he speaks.’ But when Demosthenesspoke, they said, ‘Let us march againstPhilip.”
  11. 11. Amazon Heart
  12. 12. The Breast Cancer Deadline 2020 http://youtu.be/xo-m4x5Er7c
  13. 13. Activity• Take 5 mins individually to come up with your group/organisation’s elevator pitch.• Then in groups, test your pitch on each other.
  14. 14. Why do you need a story?• Educate• Stickiness – being memorable• Motivating people to act
  15. 15. The sticky story• Simple• Unexpected• Concrete• Credible• Emotional• Stories
  16. 16. Building fundraising capacity•Story•Identifying your constituency (who to ask, and how much to ask for)•How to ask – what kind of fundraising vehicle•Planning a strategy
  17. 17. Identify your constituency (who to ask)• LAI Principle – Linkage, Ability, Interest
  18. 18. Group Number of peopleBoard/committeeManagementMajor DonorsMembersClientsEmployeesVolunteersGeneral donorsOthersPast participantsPast donorsPast Board/Committee membersPeople with similar interestsYour universe
  19. 19. How much can we raise?Two ways of setting budgets:• What we need to operate (goal)• What we can feasibly raise (budget)
  20. 20. What is feasible?Gift range Donors needed Prospects (Ratio) Total 10% of donors = 60% of goal $5,000 2 14 (7:1) $10,000 2,500 6 42 (7:1) 15,000 1,000 18 108 (6:1) 18,000 500 34 170 (5:1) 17,000 20% of donors = 20% of goal 250 48 192 (4:1) 12,000 100 80 240 (3:1) 8,000 70% of donors = 20% of goal Less than 100 412 1,236 (3:1) 20,000 $100,000
  21. 21. Activity•Choose a fundraising goal and using the table, work out how many donors you need at what level to reach your target, and how many prospects you need.•How does this match with your table from the last activity?
  22. 22. How to askChannel Individuals Companies Foundations Government NGOsDonations ✔ ✔ ✔ ✔Memberships ✔ ✔ ✔ ✔Grants ✔ ✔ ✔ ✔ ✔Sponsorship ✔ ✔ ✔Cause related ✔marketingEvents ✔ ✔ ✔Merchandise ✔ ✔Bequests ✔
  23. 23. How to ask•Face to face•Telephone•Mail/email•Advertising•PR
  24. 24. Amazon Heart•Sponsorship•Major gifts•Direct marketing – email, mail•Online fundraising•Events – trivia nights, golf days, sausage sizzles•Fundraising guide
  25. 25. Fundraising – what to do next?Planning and execution Tactics/stepsCase statement AskStory ThankIdentify constituency CommunicateChoose a channel InvolveMeasure and evaluate Renew
  26. 26. Fundraising showcase
  27. 27. Nanbarrie Tea
  28. 28. Jamuan Teh Malaysia
  29. 29. Okinawa
  30. 30. Mothers Day Classic
  31. 31. Brave the breast
  32. 32. Feedback and suggestions•Do you have a terrific fundraising idea or campaign to share?•Questions?
  33. 33. Resources•Showcase of Fundraising Innovation www.sofii.org•Resource Alliance www.resource- alliance.org “The Worldwide Fundraisers Handbook”, Michael Norton•Local fundraising associations•Google!

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