Building your case for support presentation to the niagara fundraisers network, nov 2011

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Your case for support should tell your story to inform and motivate potential donors, staff and volunteers. Lyn Russo, CFRE, explains the core building blocks and offers tips from her experience as …

Your case for support should tell your story to inform and motivate potential donors, staff and volunteers. Lyn Russo, CFRE, explains the core building blocks and offers tips from her experience as the Director of Development & Alumni Relations at Niagara College.

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  • 1. NIAGARA FUNDRAISERS’NETWORK LYN RUSSO, CFRE – NOV. 9, 2011 Building Your Case for Support
  • 2. Case Defined
    • “ The case statement is the one definitive piece of the whole campaign. It tells all the needs to be told, answers all the important questions, reviews the arguments for support, explains the proposed plan for raising the money, and shows how gifts may be made, and who the people are who vouch for the project, and who will give it leadership and direction”.
    • Harold J. (Si) Seymour, one of the trailblazers in the world of philanthropy
  • 3. Vision, Mission and Case
    • Vision:
      • What you want to accomplish
    • Mission:
      • What you are doing now
    • Case for Support:
      • Benefits of your organization and how an investment (donation) will make an impact
      • Tells your story
      • Motivates people to volunteer and give
  • 4. Planning the Case
    • Broad or narrow?
    • Personal or factual?
    • Short or long?
    • Visuals or text?
  • 5. Process
    • Gather all the information you think you will need
    • Have one person write the initial statement, then obtain reaction and input from others
    • Seek appropriate approvals before proceeding
    • Test the case with a few prospects and/or donors
    • Start using the case and be prepared to let it evolve as you work through the campaign
    • Use the case to prepare key statements, boilerplate information for everyone in the organization to use for speeches, publications, website, media, etc.
  • 6. Your Case Should
    • Position your cause
    • Demonstrate that your organization is worthy of financial support
    • Reinforce your credibility
    • Share your values
    • Inspire and show passion
    • Invite others to get involved
  • 7. Our Case: Four Pillars
    • New Facilities
    • Equipment & Learning Resources
    • Applied Research
    • Scholarships and Bursaries
  • 8. Our Case: Four Pillars
    • New Facilities
      • Transforming Welland Campus
      • Enhancing Niagara-on-the-Lake Campus
      • Dramatically improving the learning environment for generations of future students
      • Creating more than 1,700 new spaces in programs where labour is in high demand in Niagara
      • Providing significant positive impact on economic development in Niagara region through construction, as well as training future workforce
      • Invest in our Master Plan to prepare for a successful future for students, employers and communities
  • 9. Our Case: Four Pillars
    • Equipment & Learning Resources
      • Employers expect students to be trained on the equipment they will use in the workforce
      • More than 600 Program Advisory Committee members provide advice on trends and emerging technology
      • College only receives $350,000 annually for more than 90 full-time programs
      • Capital requests from academic areas usually total between $2 million and $5 million annually
      • Donations will help close the gap
  • 10. Our Case: Four Pillars
    • Applied Research
      • Provides real world experience for students and solutions for clients
      • Students and faculty work with local businesses
      • Projects help organizations become more innovative, solve problems, develop new products or processes
      • Significant grant money is available to fund the projects making it very affordable for companies
      • Donations provide financial awards to students working on project teams
  • 11. Our Case: Four Pillars
    • Scholarships & Bursaries
      • Investing in human capital
      • Some donations can be matched by the Ontario Trust for Student Support
      • Financial challenge is the greatest barrier to student success
      • Many students work part-time or full-time
      • An increasing number have one or more dependents
      • One-third of NC students are the first person in their family to pursue post-secondary education
      • One in four college applicants comes from a family that lives below the poverty line
      • A scholarship or bursary can mean the difference between a student dropping out or finishing the program
  • 12. Testimonials Help Tell Your Story
    • “ You can’t imagine what a big difference this (award) will make to my well being for the rest of the school year (it hasn’t been a matter of eating only Kraft dinner – it’s been a matter of being able to afford Kraft dinner in the first place!). I will be able to concentrate on my studies better knowing that some of the burden has been lifted.”
  • 13. What Worked for Niagara College
    • Niagara College saved $16.5 million for this project; NC was only one of two colleges among 24 that had money in the bank for expansion and renovations when infrastructure funding became available
    • Master Plan ready to go
    • Students giving $10 million over 15 years – about $50/term
    • NC #1 in student success for six years running
    • 600 community people on Program Advisory Committees
    • More than 50,000 grads – 70% living in Niagara Region
    • Tagline – Support Student Learning and Success
  • 14. Good Advice
    • The needs of the organization are secondary to the prospect’s desires
    • Writing strategy is carefully constructed along the lines of human decision-making psychology and neurology
    • Rational arguments are secondary to the prospect’s primary emotional needs
    • Superb storytelling is the optimal way to penetrate the prospect’s heart and mind
    • The needs of the institution are secondary to the mission
    • The voices chosen to speak in the case must reflect the cause and its universe
    Source: The FLA Group: theflagroup.com