Fundraising Capacity Building
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Presented at the Reach to Recovery International Breast Cancer Support Conference in Taiwan, November 2011
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Fundraising Capacity Building
- 1. CAPACITY BUILDING AND FUNDRAISING WORKSHOP Meredith Campbell Megan Dwyer
- 2. Agenda •Building your story •Planning and implementing fundraising campaigns •Fundraising showcase
- 3. Amazon Heart
- 4. Why do we need a story? • Educate • Stickiness • Motivating people to act
- 5. Where do you start?
- 6. The Case Statement • Mission statement • Goals • Objectives • Programs and services • Finances • Governance • Staffing • Service delivery • Planning and evaluation • History
- 7. Amazon Heart
- 8. Amazon Heart
- 9. The elevator pitch • What problem are you trying to solve? • How does your group solve it? What do you do and how does it help?
- 10. Stories and emotion Vs facts "When Aeschines spoke, they said, ‘How well he speaks.’ But when Demosthenes spoke, they said, ‘Let us march against Philip.”
- 11. Amazon Heart
- 12. The Breast Cancer Deadline 2020 http://youtu.be/xo-m4x5Er7c
- 13. Activity • Take 5 mins individually to come up with your group/organisation’s elevator pitch. • Then in groups, test your pitch on each other.
- 14. Why do you need a story? • Educate • Stickiness – being memorable • Motivating people to act
- 15. The sticky story • Simple • Unexpected • Concrete • Credible • Emotional • Stories
- 16. Building fundraising capacity •Story •Identifying your constituency (who to ask, and how much to ask for) •How to ask – what kind of fundraising vehicle •Planning a strategy
- 17. Identify your constituency (who to ask) • LAI Principle – Linkage, Ability, Interest
- 18. Group Number of people Board/committee Management Major Donors Members Clients Employees Volunteers General donors Others Past participants Past donors Past Board/Committee members People with similar interests Your universe
- 19. How much can we raise? Two ways of setting budgets: • What we need to operate (goal) • What we can feasibly raise (budget)
- 20. What is feasible? Gift range Donors needed Prospects (Ratio) Total 10% of donors = 60% of goal $5,000 2 14 (7:1) $10,000 2,500 6 42 (7:1) 15,000 1,000 18 108 (6:1) 18,000 500 34 170 (5:1) 17,000 20% of donors = 20% of goal 250 48 192 (4:1) 12,000 100 80 240 (3:1) 8,000 70% of donors = 20% of goal Less than 100 412 1,236 (3:1) 20,000 $100,000
- 21. Activity •Choose a fundraising goal and using the table, work out how many donors you need at what level to reach your target, and how many prospects you need. •How does this match with your table from the last activity?
- 22. How to ask Channel Individuals Companies Foundations Government NGOs Donations ✔ ✔ ✔ ✔ Memberships ✔ ✔ ✔ ✔ Grants ✔ ✔ ✔ ✔ ✔ Sponsorship ✔ ✔ ✔ Cause related ✔ marketing Events ✔ ✔ ✔ Merchandise ✔ ✔ Bequests ✔
- 23. How to ask •Face to face •Telephone •Mail/email •Advertising •PR
- 24. Amazon Heart •Sponsorship •Major gifts •Direct marketing – email, mail •Online fundraising •Events – trivia nights, golf days, sausage sizzles •Fundraising guide
- 25. Fundraising – what to do next? Planning and execution Tactics/steps Case statement Ask Story Thank Identify constituency Communicate Choose a channel Involve Measure and evaluate Renew
- 27. Nanbarrie Tea
- 29. Okinawa
- 31. Brave the breast
- 32. Feedback and suggestions •Do you have a terrific fundraising idea or campaign to share? •Questions?
- 33. Resources •Showcase of Fundraising Innovation www.sofii.org •Resource Alliance www.resource- alliance.org “The Worldwide Fundraisers Handbook”, Michael Norton •Local fundraising associations •Google!