Sustainable Fundraising Practices

1. “Sustainable Non-Profit
Fundraising”
William Peck, MSW, President
Organizational Solutions (OS, Inc)
June 11, 2014
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2. Five Keys to Fundraising
Success
1 Case
2 Leadership
3 Informed Stakeholders
4 Infrastructure
5 Stewardship
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3. Non-Profit Competition
 ~ 1.48M NPOs nationally (IRS Data Book for 2012)
 ~ 46,000 NC NPOs (NC Secretary of State)
 ~14,000 Triangle Area (NC Secretary of State)
 Does your agency stand out in the crowd?
 What makes your agency so special/unique?
 Who is your target audience?
 What funding sources make most sense for your
organization?
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4. 2012 Giving Results
 $316.23 billion to charitable causes
 3.5% growth over 2011
 Mirrored slow growth economy
 Individuals, corporations, bequests, foundations
 Represents hope and the power of American
philanthropy (Gregg Carlson, Chair of the Giving USA Foundation, School of
Philanthropy News, June 18, 2013, Giving USA: Charitable Donations Grew in
2012, but Slowly, Like the Economy)
Source: Giving USA Foundation 2012 Report
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5. Sources of 2012 Giving
 Individuals: $228.93B 3.9% Inc.
 Bequests: $23.41B 7.0% Dec.
 Corporations: $18.15B 12.2% Inc.
 Foundations: $45.74 B 4.4% Inc.
• Special Event fundraising not included as source
Source: Giving USA Foundation 2012 Report
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6. Elements Critical to
Successful Fundraising
 Clear mission statement and vision
 Strategic plan
 Set a goal: amount and for what?
 Set reasonable expectations!!!
 Board support: the first to give and to ask
We need to
raise how
much?!?!
 Capacity: who will do it? Staff, Volunteer, Board Member?
 Impact stories: what difference are you making?
 Make a specific ask
 Stewardship
Create a mix of sources to sustain and grow your agency
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7. Typical Funding Sources
 Individuals
 Major Gifts
 Corporations/Businesses
 Foundations
 Special Events
 Kick Starter Campaigns (specific projects)
75% of all
giving comes
from
individuals
 Bequests
Focus on fundraising that is a natural match for the NPO’s
mission and capacity.
Ideal number of funding sources depends on size and strength
of NPO.
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8. Establish Your Giving Sources
Source
Individuals friends; family; volunteers; staff; board
Foundations research match between your cause and their
priorities (do your homework)
Corporations research match; build relationships; create volunteer
opportunities
Bequests include information in all material; ask to be included
in a will or life insurance plan
Special Events improve what is working; ensure profit; scan
competition; create fun
Major Gifts need history and impact stories
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9. Build Your Database
 Collect names, addresses, and email
 Church directories
 Community association directories
Always capture data
 Purchase list by zip code, home values, etc
 See other agency donor lists printed in annual report
 Board member recommendations
 Hold a friend-raising event
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10. Annual Giving Plan
(Building a Culture of Giving)
 7 contacts per year
 2 to 3 requests
 4 – 5 updates
 Letter, email, text, Facebook, Pinterest, Instagram, Twitter
 Include pics, be brief, but make your point
 Timing
 Compelling story – impact
 State what their gift will achieve
 Ask for a specific amount
 Thank them in closing
 Stewardship: formal thank you within 5-7 days of gift receipt
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11. Sources
 Giving USA Foundation™ and its research partner, the
Indiana University Lilly Family School of Philanthropy
 www.wikihow.com
 www.ncgov.com/csl/licensing
 North Carolina Center for Nonprofits
 Philanthropy Journal
 American Institute of Philanthropy
 www.give.org
 www.wikipedia.org
 www.irs.gov
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12. Contact Information
Helping Nonprofits Grow: Fundraising / Marketing &
Communications / Board & Staff Development
 Organizational Solutions, Inc (OS, Inc)
 William Peck, MSW, President
 919.651.0974 or 919.622.4546 (mobile)
 bill@peckos.com
 www.peckos.com
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13. “I’ve missed more than 9000
shots in my career. I’ve lost
almost 300 games.
26 times I’ve been trusted to
take the game winning shot
and missed.
I’ve failed over and over and
over again in my life.
And that’s why I succeed.“
--Michael Jordan
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