Middle Class Hang-Ups . . .. . . are what get in the way of most peoplesucceeding at raising money for theirorganizations. You have to get past this.It’s only money! You aren’t asking anyone togive up their ﬁrst-born grandchild.You are doing work that other people want tosee happen.You are giving them the privilege ofmaking it possible. The privilege. Repeat that toyour self whenever you feel hesitant ornervous.You are doing them a favor.
If you can talk, you can sing.
If you can walk, you can dance.
If you can ask for directions, you can raise funds.
Fund raising:an art and a science (but easy)
There is plenty of money available.
But it’s not about money!
Fund raisingis about relationships
Good Relationships =Good Communication Skills
So why do you need to communicate? To: • Establish relations • Entertain • Learn things • Inspire • Inform • Understand • Influence • Gather facts • Express a need • Ask for help • Clarify •
If you want people to support your work,you have to commit to communicating withthem. They want to know where theirmoney is going and why you are the bestorganization to give it to. Never forget thatthere are thousands of other organizationsdoing what you are doing. What keepspeople donating to YOU is the connectionthey feel to your work and to you.
And with whom are you communicating?• the kids • donor agencies• the grownups • professionals• staff • media• government • business people• local community • individual donors• community leaders • other vol orgs
Look at the list in the previous slide carefully.Try and imagine how you would communicatewith each group and why it might be importantas a fund raiser.The kids, for example. Why is that important?If your organization works with children whoneed education, and you don’t know any of thechildren you work with, how effective do youthink you will be convincing people to give?
Have you ever heard someonedescribe their organization’s work . . .
and still wonder what it is they do?
As a fund raiser, you need a statement of work!
a brief (no more than 15 words) statement of what it is your organization does for example: we provide education and therapy for children with special needsand community awareness around disability (15! Bingo!)
mind your language!we care for people with drug and alcohol problems. NOT: we care for drug addicts and alcoholics
avoid unfamiliar, jargon-y termsintegrated education to handicapped children palliative care to the terminally ill participatory research
your turn!(write it, then memorize it) you should be able to say it in your sleep
what’s your language? Folksy, Salt of the Earth?
or pitched to the girls next door? Get it right!
Fund raisers talk to everyone, but everyonedoesn’t speak the same language. As a fundraiser, you need to be sensitive to the verydifferent ways your different audiencesreceive information.
What do you want from your donors?
Don’t give money - get involved!
People don’t give to causes - they give to people
Keep your donors close to your work -that’s what drew them to youin the first place.
First-time donors are the most expensive. (Individuals, Foundations, Corporates, Government)
Don’t treat them like trash!
What that means is that it’s hard work to winsomeone over for the first time. Don’t wasteyour effort by then forgetting to stay intouch!
Ways to keep donors involved
Encourage them to visit
Invite them to participate in functions
Have them be a part of events
Take the time to share your work with them
Recognize their contributions publicly
Stay in touch! thank you notes phone calls newsletter annual appealsreports to funders annual report
Raise your organisation’s profileso that you stand out in the crowd
Start with strategy
Some basic principles
Commit fully to a definite objective: don’t hesitate, don’t wait for the perfect moment
Economize!Saving money israising money
Do the unexpected,but keep it simple
Timing and sequence!
Children learn to crawl before they can walk.Don’t expect to raise millions before you’veraised thousands or hundreds.
The Five Sources
Individuals CorporateFoundationsGovernment Earned
Eggs and Baskets
One big secret in successful fundraising: Diversity!Don’t rely on only one source of income
Thinking comes before planning
Articulate your mission, vision and values (an ethics policy?)
Assess your situation critically: external (environmental) issues internal (organizational) issues
Get ready:Who’s on the team?Who will facilitate?Is this the right time?
The team should agree on priorities (no headless chickens)
Write the plan (ON PAPER!!!!)
Implementation(that’s the easy part)
Evaluation: What’s working? What isn’t?Mid-Course Corrections
services systems fundraising activities Your donors will appreciate this.You should be able to tell them instantly how much each activity costs to run. Per child, per month Per immunization Per therapy hour Per assessment