Fund Raising Summit 3 09

499 views

Published on

How do you perfect your verbal presentation to grant makers? Here\'s a presentation I gave to the St. Louis Fund Raising Summit on 3/10. Let me know what you think!

0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
499
On SlideShare
0
From Embeds
0
Number of Embeds
12
Actions
Shares
0
Downloads
8
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide
  • Fund Raising Summit 3 09

    1. 1. Presenting Winning Proposals Presented To St. Louis Fund Raising Summit March 10, 2009 Carol Moreland Jean Deasy
    2. 2. Bring Your Agency To Life <ul><li>Most funding organizations report that what’s lacking from proposal presentations is a sense of “passion.” </li></ul><ul><li>How do you change lives? </li></ul>
    3. 3. Presenting In Person: A Golden Opportunity UCLA Study Words 7% Sound 38% Body 55%
    4. 4. Know Your Audience <ul><li>Types of Causes </li></ul><ul><ul><li>Why do they fund them? </li></ul></ul><ul><li>Giving History </li></ul><ul><ul><li>Is there a fit with your mission? </li></ul></ul><ul><li>Culture of the funding organization </li></ul><ul><li>Criteria for choosing your proposal </li></ul><ul><li>Expectations </li></ul><ul><ul><li>Before, during and after the award </li></ul></ul><ul><li>Weight of Verbal and Written Proposals </li></ul>
    5. 5. How Do You Find Out? <ul><li>Check the Web Site </li></ul><ul><li>Talk to Board Members/Colleagues </li></ul><ul><li>Contact Previous “Winners” </li></ul><ul><li>Use Your Network </li></ul>
    6. 6. Success Story: Wash. U. Social Entrepreneurship Competition <ul><li>Funders: Deaconess Foundation, Incarnate Word, Youthbridge </li></ul><ul><li>Elevator Speech </li></ul><ul><ul><li>2 Minutes Maximum </li></ul></ul><ul><ul><li>16 Judging Criteria </li></ul></ul><ul><ul><li>Audience: 20 Members of Community </li></ul></ul><ul><li>Final Presentation </li></ul><ul><ul><li>15 Minutes Maximum </li></ul></ul><ul><ul><li>17 Judging Criteria </li></ul></ul><ul><ul><li>30 Members of Community </li></ul></ul>
    7. 7. XYZ Foundation <ul><li>Mission: Learning Center </li></ul><ul><li>Presenters: </li></ul><ul><ul><li>Executive Director </li></ul></ul><ul><ul><li>Board President </li></ul></ul><ul><ul><li>Parent (Elevator Speech) </li></ul></ul><ul><li>Result: $30,000 for Start-up of Learning Center </li></ul>
    8. 8. Elevator Speech <ul><li>Organized Around 3 Main Points </li></ul><ul><li>What XYZ Learning Center Does </li></ul><ul><li>My Personal Story </li></ul><ul><li>How XYZ Learning Center Fills a REAL Need </li></ul>
    9. 9. Final Presentation <ul><li>Criteria </li></ul><ul><li>Presenting a Compelling Case </li></ul><ul><li>Clear, Complete, and to the Point </li></ul><ul><li>Delivering a Passionate Presentation </li></ul><ul><li>Team Involvement in Presentation </li></ul>
    10. 10. Audience Comments <ul><li>“ Excellent presentation. St. Louis needs you!” </li></ul><ul><li>“ Poised Presentation. Could have included a better description of your services. I had to picture it in my head at the beginning and end of the presentation.” </li></ul><ul><li>“ Very impressive presentation format.” </li></ul><ul><li>“ The concept of ‘1-stop shopping’ is obviously good.” </li></ul><ul><li>“ I like the integrated presentation approach. Clear team commitment to this venture.” </li></ul><ul><li>“ Rather than emotionally based description of unmet need, I’d rather see numbers.” </li></ul>
    11. 11. Funders Want to Know… <ul><li>What’s exciting about what you do? </li></ul><ul><li>How have you changed lives? </li></ul><ul><li>What makes people passionate about your mission? </li></ul><ul><li>Success Stories </li></ul>
    12. 12. Build On - Don’t Repeat What’s in the Written Proposal <ul><li>Use Body & Voice to show Confidence and Credibility </li></ul><ul><li>Simple, Organized Message </li></ul><ul><ul><li>Tell Them Up Front Why They Should Care </li></ul></ul><ul><li>Use Stories and Analogies </li></ul><ul><ul><li>Avoid “Just the Facts, Ma’am” Approach </li></ul></ul><ul><li>Be Prepared for Questions </li></ul><ul><ul><li>Practice How to Respond </li></ul></ul>
    13. 13. Coaching Highlights Elevator Speech <ul><li>Keep it Simple (2 min.) </li></ul><ul><li>Speak From Your Own Voice </li></ul><ul><ul><li>Tell YOUR Story </li></ul></ul><ul><ul><li>When you know your story, facts and data fall into place </li></ul></ul><ul><li>Remedy for my Nerves: </li></ul><ul><ul><li>Practice out loud </li></ul></ul><ul><ul><li>Self Talk - Think of the kids, not me </li></ul></ul><ul><li>Compelling Voice and Body Language </li></ul>
    14. 14. Make Your Case With Body and Voice <ul><li>Facial Expression </li></ul><ul><ul><li>Your Audience is Like a Mirror </li></ul></ul><ul><li>Voice Volume / Rate </li></ul><ul><li>Posture / Gestures </li></ul><ul><ul><li>Don’t Hide Behind Podium </li></ul></ul><ul><li>Eye Contact </li></ul><ul><ul><li>Look for friendly faces </li></ul></ul>
    15. 15. Smooth Hand-offs <ul><li>Prepare the Audience </li></ul><ul><ul><li>Who’s Up Next </li></ul></ul><ul><ul><li>Why </li></ul></ul><ul><li>Don’t Repeat What Others Said </li></ul><ul><li>Practice As a Team </li></ul><ul><li>Choreograph </li></ul><ul><ul><li>Stand? Sit? On Stage Together? </li></ul></ul>
    16. 16. Visual Aids <ul><li>You are the PRIMARY Visual Aid! </li></ul><ul><li>Simplify </li></ul><ul><ul><li>5 or fewer bullet points per slide </li></ul></ul><ul><li>Mix Text and Pictures </li></ul><ul><li>Use Color to Highlight & Emphasize </li></ul><ul><li>Don’t Read the Slide </li></ul>
    17. 17. “ Before” Slide XYZ Center Solution <ul><li>Multi-disciplinary and Coordinated Services </li></ul><ul><li>One Central Location </li></ul><ul><li>Establish “Best Practices” model </li></ul>
    18. 18. “ After” Slide The XYZ Solution <ul><li>Offering </li></ul><ul><li>Multi-disciplinary and coordinated services </li></ul><ul><li>One central location </li></ul><ul><li>A “Best Practices” model </li></ul>
    19. 19. “ Before” Slide XYZ Center 5 Year Sustainability Plan 398 318 255 204 163 Number of children served           $ 34,188 $ 4,044 $ 4,102 $ 6,812 $ (6,875) Annual Surplus 0% 0% 12% 21% 33% % Startup Grants 100% 100% 88% 79% 67% % Earned Income 25% 11% 13% 14%   % Yearly Revenue Increase $ 266,443 $ 236,261 $ 212,742 $ 185,063 $ 158,375 Total Expense $ 300,631 $ 240,305 $ 216,844 $ 191,875 $ 151,500 Total Revenue $ - $ - $ 25,000 $ 40,000 $ 50,000 Grant Funding $ 300,631 $ 240,305 $ 191,844 $ 151,875 $ 101,500 Earned Revenue 2011 - 2012 2010 - 2011 2009 - 2010 2008 - 2009 2007 - 2008 Financial Sustainability Position Fiscal Year (July 1 st – June 30 th)
    20. 20. “ After Slide” The XYZ Center 5 Year Sustainability Plan 398 318 255 204 163 Number of children served           $ 34,188 $ 4,044 $ 4,102 $ 6,812 $ (6,875) Annual Surplus 0% 0% 12% 21% 33% % Startup Grants 100% 100% 88% 79% 67% % Earned Income $ 266,443 $ 236,261 $ 212,742 $ 185,063 $ 158,375 Total Expense $ 300,631 $ 240,305 $ 216,844 $ 191,875 $ 151,500 Total Revenue $ - $ - $ 25,000 $ 40,000 $ 50,000 Grant Funding $ 300,631 $ 240,305 $ 191,844 $ 151,875 $ 101,500 Earned Revenue 2011 - 2012 2010 - 2011 2009 - 2010 2008 - 2009 2007 - 2008 Fiscal Year (July 1 st – June 30 th )
    21. 21. Find Out More <ul><li>Want to share these tips with your Board or Development Staff? </li></ul><ul><ul><li>In person or web-based training available </li></ul></ul><ul><ul><li>Let’s talk!! </li></ul></ul><ul><ul><li>Contact Carol Moreland </li></ul></ul><ul><ul><li>[email_address] </li></ul></ul>

    ×