The document provides an overview of fundraising strategies for non-profits. It discusses who typically donates to non-profits and how much is donated annually. It then outlines key elements of an effective fundraising plan such as setting goals, budgeting, and developing marketing strategies. Additional sections cover identifying key players like board members and staff roles, potential sources of funding from individuals, corporations, and foundations, and general fundraising best practices and resources.

1. Fundraising 101 If you don’t ask you’ll never know…

2. Overview Who gives? Fundraising Plan Key Players Sources of Giving Additional Resources

3. Who gives? The majority of individual donations come from households making less than $50,000 per year. Women give more often and leave more money to nonprofits. 7 out of 10 individuals donate. More money available than you might think. People you might not suspect.

4. Giving in 2005 Total: $260 Billion! Growth of 6.1 % from 2002 report Increase in disaster relief: $7.37 billion between December 2004 and October 2005 Individuals give about 2.2% of their disposable income Bequests dropped 5.5% Foundation giving rose 5.6% Corporate giving grew by 22.5%! Giving USA, 2006

5. The Fundraising Plan Why plan? Funding history Goals: Set yourself up for success Budget Diversity Case statement and summary page

6. The Fundraising Plan (con’t) Organizational Analysis: SWOT Analysis Leadership analysis: professional development Marketing strategy Calendar of deadlines and goals Consultant Inclusive approach

7. Case Statement Statement of need- what do you need? Mission Background Successes Quotes from people who benefit from your mission Share this with donors and volunteers Summary page Sums up the case statement

8. Organizational Analysis Are we ready? Can we realistically meet our goals? What are our strengths and weaknesses? Who are our stakeholders? SWOT analysis (Strengths, Weakness, Opportunities, Threats)

9. Marketing Allows you to advertise a need Set goals Who are your targets? Use newspapers, print and electronic media

10. Marketing: The message Believe in your mission Consider focus groups to test messaging Focus on success not desperation Invite people into an investment Marketing materials

11. Marketing: Resources www.bizjounals.com www.newslibrary.com www.newsdirectory.com Local Newspaper Local TV station

12. Key players Board of Directors Executive Director Development Director Staff Volunteers Current donors

13. Key Players: Board of Directors Board and Director share some responsibilities Communication and trust Defines the agencies direction while the staff implements Need job description and board policies Fundraising 100% giving

14. Key Players: Executive Director Must fundraise! Leadership Balancing Act Job description

15. Key Players: Development Director ED may play that role temporarily Development helps the ED, tracks donors, works with the board, makes sure acknowledgments happen Needs job description and specific REALISTIC goals to measure success

16. Key Players: Staff and Volunteers Staff always have the opportunity to help raise funds Communicate strategies Share materials Share success! Include them in recognition

17. Key Players: Current donors Leverage networks Make introductions Share positive experiences Increase investment

18. Sources of Giving Individuals Special Events Earned Income Corporations Religious Community Planned Giving Campaign Gifts Grants

19. Individuals: Advantages People give to people! Most reliable source of funding Less time to raise the money Largest source of funding 501c3 tax credit not completely necessary

20. Individuals: Prospect Research Who do you know? Who does your organization know? Use the resources you already have: Board of directors, volunteers, etc. Collaborate with like-minded groups Are their business partners that would be willing to donate?

21. Individuals: Strategies for donors Determining your donor size Who are the people who can help contact donors? Constantly keep in mind how to cultivate and move donors up in the pyramid.

22. Individuals: Small donor strategies Approximately $5-$100 Always have clear goals Direct Mail Online giving Face-to-face meeting Phone calls

23. Individuals: Medium donor strategies Approximately $500 to $999 The folks in the middle are usually willing to give more than they can afford. You will find a high-volume of donors in this range. Similar strategies with small donors, but increased personal attention and recognition.

24. Individuals: Major donor strategies $1000 and higher Rule of thirds Prospect research Executive Director and/or Board Chair Listening is especially important here when asking for a gift Donors want to connect to personal experience Major donors are motivated by giving back. Let them know your group is a good place to do this.

25. The Giving Pyramid: Number of Donors Major Annual

26. The Giving Pyramid: Money Raised Annual Gifts Major Gifts 60% 70%

27. Individuals: Cultivation Each prospective donor is different. Listening will help you determine the donor’s interests and needs Rehearse what you will say prior to any meeting or phone call with a donor Make sure to ask your donors questions Be positive Don’t forget to ask!

28. Individuals: Asking for the gift Note that you are both interested in the mission and common goals Highlight benefits and successes of the org Ask for the gift Restate the investment opportunity Highlight the benefits of the investment Restate the requested amount Wait… Adapted from Community Resource Center Cultivating Major Gifts

29. Individuals: Recognition Acknowledgment letter with 501c3 information goes out within 7 days of gift Set a goal of thanking donor an average of 7 times before asking them for another gift Track your gifts and donors Highlight how their investment has benefited the organization and mission Donor fatigue

30. Individuals: Research websites: Internet Prospector: www.internet-prospector.org Lexis Nexis: www.lexis-nexis.com Yahoo’s People Search: http:// people.yahoo.com Edgar People: www.edgar-online.com/people Wealth Engine: www.wealthengine.com Local newspapers/business journals

31. Special events Controversy on the benefits Costly, time-consuming Good networking and introduction to mission Be very selective Consider collaboration Make sure it is in line with your mission

32. Specials events House parties Silent Auctions Dinners Garage Sales Open House Other benefit events

33. Earned Income Selling services Trainings Renting space Beware of UBIT (Unrelated Business Tax Income)

34. Corporations 80% of consumers have a more positive outlook on corporations that engage in philanthropy (Cone and Roper Survey) Corporations look to nonprofits to help identify with the community who contains their consumers

35. Corporations: Advantages Philanthropy Advertising Equipment Printing Expertise Facilities Employees (Board of Directors)

36. Corporations: Questions Will this corporate partnership benefit the organization? Is it appropriate? What expectations does the corporation have? Will there be a benefit to the corporation? Do we have a committee with which to work? What are the strengths and weaknesses of the partnership?

37. Corporations: Resources Corporate Websites and Research Edgar: www.freeedgar.com (free) www.edgare-online.com Hoovers: http:// hoovers.com Foundation Center: www.fdncenter.com

38. Religious Community Local, state and national congregations Build relationships by attending services and meeting with leaders in the religious community Advertise in their newsletters or ask to speak to the congregation Build relationships within the constituency Consider joint fundraising events

39. Planned Giving “ Arrangements made for a group to receive contributions from the estate of a donor after the donor has died.” (Klein, 2001) Bequests Charitable Gift Annuity Trusts Gifts from Insurance and Retirement Funds More sophisticated Fundraising for Social Change , Kim Klein, 2001

40. Campaign Gifts Capital Campaign Annual Campaign Planned Giving Campaign Major Gifts Campaign

41. Grant seeking Government Private Foundation

42. Foundations Large amounts of money Programs, special projects and capital campaigns Usually doesn’t give unrestricted funding Takes a long time Restricted amount of time for gifts More from Jamie Morgan…

43. Foundations: Research Government Funding Government Funding Resources: http://www.fundsnetservices.com/gov01.htm Federal Register: http://www.access.gpo.gov Catalog of Federal Domestic Assistance: http://www.cfda.gov/ University of Southern California: http://www.usc.edu/dept/source/gov.htm US State and Local Government Gateway: http://www.statelocal.gov www.firstgov.com www.nonprofit.gov (created by Pres. Clinton)

44. General Resources: Websites Community Resource Center: www.crcamerica.org Colorado Nonprofit Association: www.coloradononprofits.org Regis University: www.regis.edu Metro Volunteers: www.metrovolunteers.org Chronicle of Philanthropy: www.philanthropy.com Charity Channel: www.charitychannel.com Guidestar: www.guidestar.org Independent Sector: www.independentsector.org Young Nonprofit Professionals Network: www.ynpn.org Volunteer Match: www.volunteermatch.org

45. General Resources: Reading Fundraising for Social Change , Kim Klein Complete Guide to Fundraising Management , Stanley Weinstein The Fifth Discipline , Peter Senge Managing the Nonprofit Organization , Peter Drucker Creating Caring and Capable Board s, Katherine Tyler Scott Building Better Boards , David Nadler, Beverly Behan, and Mark Nadler Financial Management for Nonprofits , Peter Konrad and Alys Novak

46. Final Comments Set your self up for success Focus on success not desperation Move out of “crisis mode” Set realistic goals Invest in planning Diversify your funding Engage everyone in the organization Invest in strong leadership skills If you don’t ask you’ll never know…

47. Questions?

48. Emily Davis Nonprofit Consultant (303) 652-7536 [email_address]