Post-1981… greatly reduced willingness of political community to embrace and ability of government to fund services for low income populations.
Cultural change that recast services for low income populations as a public, rather than private, responsibility generally persists.
The first puts many agencies out looking for private giving.
The second assures that the environment for securing such funding is generally not very favorable.
Components of Fundraising Success for Groups Serving Low Income Populations Continuity of Fundraising Effort Seen as Good Value for Biz Supporters Attractive to Clubs & Congregations Compelling to Individual Supporters Logical Investment for Foundations Good Stewardship Strong & “ Connected” Board Fundraising Success
Create a Realistic Fundraising Plan…. Based on understanding of why people & groups give
Makes provision for fundraising (time & $)
Initiates preparations for fundraising
Organizes for increasing access & influence
Builds contact, suspect & (ultimately) prospect base
Make “case” for organization/projects
IDs “value proposition” for different kinds of supporters
Assures aggressive, effective and efficient solicitation of prospects
Provides for stewardship of gifts and eventual re solicitation of donors
Incentives for Voluntary Action (Giving)* * Derived from Clark & Wilson, Administrative Science Quarterly (1962).
Purposive – Sincere desire to accomplish purpose; seeking nothing else. ( Grants, Broad Based Giving/Mass Solicitation ) This is where most groups serving low income populations operate!
Solidary – Be seen as part of desirable group. (Donor lists by level & “societies”) Arts and Education big on these.
Material – Expects somehow, sometime to become better off as a result of giving. (Sponsorship, Peer Solicitation) Major campaigns w/high level “cabinet” operate here.
Tap all three incentive systems and you will raise more money!!!
Board prepared to be conduit to resources HUGELY helpful here (“interlocking directorate”– C. Wright Mills).
Every area has small/family foundations that give toward broad purposes (“hip pocket” foundations).
Giving generally modest but so are expectations -- secure with proposals committing org to little/no incremental expense.
Review foundations directories to find. Look for familiar names among donors, board, officers.
“ Reach out and touch someone” before spending too much time on proposal.
Fundraising Plan/Program Board Giving & “Getting” Secure 100% participation at substantial level (determined by individual circumstances). Become “qualified” (credible) solicitors. ALL help fundraise in some appropriate way. ID & Rate Prospects, Open Doors, Solicit (when appropriate) Board Upgrading ID 3 to 5 people you can realistically hope to recruit to Board. (Give $500+/year, Arrange gift from employer/foundation/group. Solicit 3 to 5 others to also give.) Who/how/when to recruit? Stewardship Assure systems to thank, receipt and publicly acknowledge donors in-place. Make sure programs & initiatives well-conducted, resources properly used/accounted for and reports timely. Continuity of Effort Adequate resources for continuing FR effort in-place. Initially, mostly allocation of Board and Leadership TIME with some funds. Later, dedicated staff. Business Community ID sponsorship opportunities w/in organization. ID 10 or more prospective business donors & sponsors. Prep sponsorship “package.” Reach out to prospects. Educate on cause. Expose to give/sponsorship opportunities & make the “ask.” Clubs and Congregations Work with Board to ID 3 to 5 clubs, societies or congregations that might support group. Through “insiders” approach seeking opportunities to apply, present, preach or do whatever group asks those seeking its help to do. Individuals After giving, Board members solicit family and friends 1 on 1, parlor meeting or via email/US Mal. Those w/in community w/resources ID’d and solicited. Renew (year 2), Upgrade (year 3) Foundations (Major) Research. Find 3 to 5 viable prospects. Use relationships (if available) to seek discussion of opportunities to collaborate. If no relationship, approach via stated method. If invited, apply. Foundations (Small & Family) Via Board members and other friends, ID and approach 5 to 10 local small/family (low expectation) foundations seeking discussion. After invitation to apply, follow process
Mike Montgomery is a Detroit-based fundraising and economic development consultant with his own firm, Montgomery Consulting, and an affiliation with the Remington Group. He is also an adjunct professor in the College of Management at Lawrence Technological University in Southfield, Michigan.
At LTU, he teaches “Mgt 6083 - Comprehensive Fund Development for Nonprofits” (a 3 credit hour grad class) as well as an intensive two-day non-credit introductory program for fund raisers and grant seekers.
Earlier in his career he was the head fundraiser for Focus: HOPE, a staff fundraiser for Wayne State, a program consultant to the Hudson-Webber Foundation, and a US Department of State Foreign Service Officer.
He holds an M.A. from the University of Michigan and an A.B. from Columbia University.