Featuring David Holmes of the Foundation Center Cleveland. What’s the difference between a successful fundraising plan and a not so successful one? Diversification. It’s the same advice your financial planner will give you and it’s the same approach every nonprofit should take when crafting their fundraising strategy. Successful nonprofits know they need to cultivate multiple revenue streams through sound financial planning. If your organization has never developed a fundraising plan or calendar, this hour-long session is for you. It provides an overview of the process of strategically thinking through the components of a fundraising plan. You'll learn how to: • Conduct an assets inventory. • Develop a case statement. • Identify potential funding partners. • Prepare a fundraising plan and calendar.

1. Welcome!
Diversify Your Funding:
An Introduction to Fundraising Planning

2. Our Speaker
David Holmes
Regional Training Coordinator
Foundation Center-Cleveland
Currently responsible for creating, managing and
delivering training programs in support of capacity
building of nonprofits in Cleveland, and in the mid-
western United States.
BA in English from the University of Pittsburgh
MA in Literature from Villanova University
MS in Library Science from Kent State University
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3. What You Will Learn Today
An overview of how to develop
a diverse fundraising plan, including:
• Conducting an assets inventory
• Developing a case statement
• Setting realistic fundraising goals
• Diversifying funding partners
• Preparing a timetable

4. The Importance of
Fundraising Planning
• Helps you set priorities
• Increases board involvement
• Assists in diversifying your fundraising
vehicles
• Limits crisis fundraising

5. Sources of Revenue for Reporting
Public Charities, 2009
Fees for Services &
Goods from
Government
23.2%
Fees for Services &
Private Goods from Private
Contributions Sources
13.6% 52.4%
Government Grants
8.9% Source:The Nonprofit Sector in Brief, 2011.
Other National Center for Charitable Statistics,
The Urban Institute
2.1%

6. Securing Your Organization’s
Financial Stability

7. A Step-by-Step Approach
to Fundraising Planning
1. Presenting a strong mission statement and
vital programs
2. Conducting an assets inventory for your
organization
3. Creating a dynamic case statement
4. Setting realistic fundraising goals
5. Diversifying funding mix for your organization

8. A Step-by-Step Approach
to Fundraising Planning, continued
6. Formulating strategies for raising money
from individual donors
7. Formulating strategies for raising money
from institutions
8. Putting the fundraising plan/calendar together
9. Making the approach/Building relationships
10. Monitoring and evaluating your fundraising
effort

9. Presenting a Strong Mission
Statement
Sample mission statement
“The mission of the Biloxi AIDS Service
Organization is to help people both infected
and affected by HIV/AIDS to secure adequate
nutritional and health support to enhance
their lives.”
Sample vision statement
“Our ultimate goal is a world without
HIV/AIDS.”

10. Conducting an Assets
Inventory for
Your Organization

11. Assess Strengths in the
Following Areas:
• Program
• Board and staff
• Organizational
• Funding

12. Case Study:
Youth for Community Action
The Youth for Community Action (YFCA) program was launched two years ago by a
large children/youth services agency to teach high school students leadership and
community organizing skills. Annual activities include monthly meetings, skill-
building retreats, a free one week summer camp (run with other youth service
agencies), and educational events.
In the past year, 25 youth participated from two high schools. The majority of
participants from the first year stayed in the program. They currently have a waiting
list and they would like to expand the program to other high schools for a total of 50
students. To do so, they need to almost double the program budget to $68,000.
YFCA was made possible by $20,000 in seed grants from three foundations; to
date, one has committed to continuing support. In addition, the youth have agreed to
help with fundraising as part of their skills training, and some parents expressed
interest in contributing or helping to raise funds.
YFCA fulfills an important need. It is the only project in the region that works with
teenagers to promote activism in partnership with community organizations,
government and educational institutions. The program is successful, with the need
to expand its services. The challenge is to find new funding sources and think of
additional income streams.

13. Establishing Your Case for
Support
• The reasons why your organization both
needs and merits philanthropic support
• Include:
– Mission
– Programs and services
– Accomplishments
– Plans for the future
– Budget needs

14. Setting Fundraising Goals
Types of fundraising goals
• Annual goal for the organization
– Example: $150,000 total budget
- $50,000 projected earned income
= $100,000 annual goal
• Program goal
– Example:
YFCA program: $68,000 budget for the year

15. Diversifying the Funding Mix for
Your Organization
• Which funding partners do you currently
have?
• Which funding partners are viable for your
funding mix? Which partners will provide
long-term security?
• What level of support can you expect from
each partner?
• How much time and money will it take to
secure additional partners?

16. Putting the Fundraising Plan/
Calendar Together
1. Set a goal for each revenue strategy
2. Think through the details: who, when,
what, where, and how.
3. Create a chart or narrative description
outlining the details

17. Example: Fundraising from
Individuals—The Gift Table
1-2 gifts = 20% of the goal $20,000
2-4 gifts = 20% of the goal $20,000
5-10 gifts = 15% of the goal $15,000
10-20 gifts = 10% of the goal $10,000
20+ gifts = 35% of the goal $35,000
TOTAL $100,000

18. Monitoring and Evaluating Your
Fundraising Efforts
• Was the money raised worth the
expenditure of time and effort?
• Laying the groundwork for next year

19. Review: Strategic Fundraising—
The Steps to Success
• Identify your organization’s strengths
and assets
• Create a case statement
• Set realistic fundraising goals
• Diversify funding mix for your organization
• Put together a fundraising plan and timetable
• Evaluate strategies to lay the groundwork
for future fundraising

20. Resources on Fundraising Planning
• Securing Your Organization’s Future, Chapter 22,
“Choosing the Funding Mix”
foundationcenter.org/getstarted/onlinebooks/seltzer/
text.html
• Free Management Library: Nonprofit Fundraising
managementhelp.org/fndrsng/np_raise/np_raise.htm
• Fund-Raising Forum Library
raise-funds.com/library.html
• Grassroots Fundraising Journal
grassrootsfundraising.org
• Society for Nonprofit Organizations: Fundraising
Guide
snpo.org/funding/index.php

23. Questions
• Please type in chat at the bottom of the left hand
viewing pane.
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24. FYI
• Contact David: dmh <at>foundationcenter <dot> org
• Connect with Sage
– Email nps <at> sage <dot> com
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www.slideshare.net/sagenonprofit
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