The document outlines key principles for developing a fundraising strategy, including understanding donor motivations, developing relationships with donors, and utilizing various funding sources such as individuals, trusts/foundations, corporations, and government grants. It discusses fundraising approaches in Ireland and provides an overview of common funding sources and amounts donated annually.

1. Developing a Funding Strategy Session 1: Fundraising First Principles

2. More… www.slideshare.net/damianob www.askdirect.ie [email_address]

3. Course Outline Fundraising First Principles Overview of Fundraising Sources Developing a Case for Support

4. Selected Reading List Botting, Nina & Norton, Michael (2001) The Complete Fundraising Handbook (4th Edition). Directory of Social Change Roth, Stephanie & Ho, Mimi (2005). The Accidental Fundraiser . Chardon Press. Sloggie, Neil (2002). Tiny Essentials of Fundraising . White Lion Press. Burnett, Ken (2002). Relationship Fundraising . Jossey Bass Wiley. Smith, George (1996). Asking Properly. The Art of Creative Fundraising . White Lion Press. Create/Clann Credo (2007) The Irish Fundraising Handbook (6th Edition)

5. Selected Web Links www.donorpowerblog.com www.theagitator.net http://recessionwatch.blogspot.com http://seantriner.blogspot.com www.sofii.org http://conorbyrne.wordpress.com http://osocio.org

6. Warm-up Exercise Think about the last time you made a donation of any sort… (Flag day, church collection, raffle, pub quiz, sponsored a friend) … and answer the following questions: Who did you make the donation to? Why did you make the donation? How did giving the donation make you feel? Would you give to that cause again?

7. Why fundraising is important To survive, grow & develop Reducing dependency Building a constituency Validation, legitimacy, demonstrable support Educating & informing Creating a sustainable organisation Because your work is important

8. Fundraising First Principles If you want money, you have to ask for it. Be clear what you want Be aware of what the donor is able & willing to give Some people will say no. Don’t take it personally What you believe in has to bigger than what you are afraid of The personal approach The more personal the approach, the more effective you’ll be

9. Fundraising First Principles Put yourself in the donor’s shoes Think about why they’re likely to give What would they like/expect in return? What do you need to say/do to convince them to give? People give to people Not to organisations or abstract concepts They give through your organisation to help the end-user

10. Fundraising First Principles Fundraising is selling Show them why your work is important Persuade them to give Credibility & trust Donors won’t support organisations they don’t trust They have to believe that you can fulfill your promise

11. Fundraising First Principles How much to ask for A specific item of expenditure: €50 will buy a goat A shopping list or menu of items Set appeal targets and break them down into gifts Give examples of gifts already received Say ‘Thank You’! Promptly and personally

12. Fundraising First Principles Cultivate relationships Those who gave most often and most recently are most likely to give again It’s easier (and cheaper) to get repeat gifts from an existing supporter than to get a first gift from a new supporter Accountability Spend the money on the purpose for which it was raised Spend it wisely and see that it achieves something

13. Why do people give?

14. Why do people give? To solve a problem famine, cancer, poverty To build something… school, church, community centre … Or to achieve something release prisoners of conscience, end child abuse To belong. To feel part of something Joining Amnesty International. Taking part in a community event

15. Why do people give? Political conviction Supporting political parties, lobby or campaign groups Religious conviction or duty Alms giving, missionaries, parish collections Guilt Can be a strong initial motivator, but unlikely to lead to a long lasting relationship Personal experience A relative with cancer, a friend who died in a hospice, growing up in a single parent household

16. Why do people give? To make someone go away To look good Status, recognition. Counteract a bad reputation. Peer pressure Because friends or colleagues have given Because they were asked One of the most common reasons for not giving is that they were never asked

17. Why do people give? People give for many different reasons: Some complex, some simple Both altruistic and selfish Different people have different motivations But generally, people like to give Successful fundraising involves understanding what motivates donors and tapping into those motivations

18. Exercise Why would donors want to support your group? What sort of people are likely to give to your organisation? What would you need to do to convince them to give?

19. A diagram you’ll see a lot of…

20. The Public Prospective Donors First Gift Second Gift Regular / Monthly Donors Major Annual Gifts Major Multi Year Gifts Really Big Gifts Legacies

21. The Donor Pyramid Goal as a fundraiser is to move as many people as possible up the pyramid Impulse  Habit  Commitment

22. The 80/20 Rule The second most important rule in fundraising… 80% of income will come from 20% of your supporters

23. Developing a Funding Strategy Session 2: Fundraising in Ireland

24. The Fundraising Quiz! Of the $295 bn given to non-profits in the US, what proportion comes from companies? 4.3% 10.6% 27.1%

25. The Fundraising Quiz! How much does the Irish public give to charity each year? € 100 - €150 million € 200 - €250 million € 350 - €400 million

26. The Fundraising Quiz! Roughly, what proportion of this goes to Concern, Trócaire and St Vincent de Paul combined? 5% 15% 25%

27. The Fundraising Quiz! Which country donated the most, per capita, to the Asian tsunami appeal in 2005? Ireland Norway Switzerland

28. The Fundraising Quiz! Historically, during major crises such as the current global financial crash, does giving tend to…? … Go up … Go down … Stay the same

29. Sources of Funds Individuals Trust & Foundations Companies State EU Income Generation

30. Individual Donors Around €350 million per year About 2/3 of people give to charity each quarter An average of €125 per donor

31. Individual Donors Collections, appeals, flag days Daffodil day, Lent Events Ticket events: Balls, dinners, auctions,concerts Sponsorship events: challenges, walks, runs Raffles, lotteries, draws Private lotteries Occasional lotteries Periodical lotteries Licensed draw

32. Individual Donors Direct marketing Direct mail Street fundraising Internet fundraising Direct response TV Major Gift Fundraising Capital appeals Legacies Volunteering

33. Trusts & Foundations About €50 million a year Independent grant making bodies Set-up to give money away for charitable purposes Tend to provide project based funding Generally have a grant policy or funding priorities Generally only give to registered charities Require an application

34. Trusts & Foundations Sources of information Philanthropy Ireland ( www.philanthropyireland.ie ) European Foundation Centre ( www.efc.be ) Annual reports, websites, publications of other similar organisations

35. Trusts & Foundations Identify all the trusts that operate in your area Visit their websites to find out their grant-making policies and application dates Phone them up to see if they’d consider an application Do they support your type of work? How often do they make grants? What’s the procedure for application? How much do they usually give?

36. Corporate Giving About €50 million a year Cash gifts Gifts in kind Goodwill advertising Sponsorships Cause related marketing Payroll giving schemes

37. Corporate Giving Local projects where the company is based Activities that relate to their product or service Opportunities to reach their target audiences High profile events

38. Corporate Giving Why do companies give? Enlightened self-interest To be associated with causes that relate to their business Create goodwill To look good Interest from board or managers Tax benefits

39. Corporate Giving Identify potential supporters - large & small, national and local Identify any contacts you may have with them Find out who deals with enquiries and who makes the decisions Put yourself in their shoes - why would they support you? What will they get in return? Be aware of ethical issues - do you really want their support?

40. State & EU Support € 1.5 billion in 2001 Much of it already designated Government departments Statutory bodies Local authorities EU programmes

41. State & EU Support Irish Fundraising Handbook CAFÉ Publications/Clann Credo www.communityartsireland.com Dept of Community, Rural & Gaeltacht Affairs ( www.pobail.ie ) Pobal (formerly ADM) www.pobal.ie www.eustructuralfunds.ie

42. State & EU Support Some relevant grant schemes: Community & voluntary grants scheme (Pobal) Dormant Accounts Fund (Pobal) Information, Publications & Social Policy grants schemes (Comhairle)

43. Income Generation Charging users for a service provided Creche fees Providing service under contract for, say, a local authority Being paid by local council to run a creche Selling goods - bought, donated or produced by supporters Running a charity shop, selling Christmas cards Providing a service within your area of expertise Advising other groups how to run a creche Commercial activities unrelated to your work