This document summarizes a fundraising workshop presented by Kim Poldner of oikos International. The workshop covered the basics of fundraising including defining what fundraising is and isn't, setting goals, understanding why people do and don't donate, and sources of contributions. It provided tips for an effective sales kit including detailing your organization's case, goals, achievements, and needs. Personal lessons emphasized credibility, impact, authenticity, and making donors feel like insiders who own the organization.

1. oikos Fundraising Workshop
oikos Spring Meeting, Oslo (Norway), March 28th, 2009
Kim Poldner, oikos PhD Fellow
1. Introduction & expected take aways
2. The art of fundraising
3. Your questions
4. Know your project
5. Fundraising: Personal lessons learned
6. Q&A Page 1

2. Fundraising: Is it only about $$$$?
Page 2

3. Expected takeaways from this session
• Get insights into 'the art of fundraising'
• Sharing experiences and learning…for me too!!
• Concrete ideas to implement in your own chapter
Page 3

4. The art of fundraising
Fundraising Basics
Fundraising IS…
“A non-profit organization with a vision and a mission, leadership and
volunteers, providing a much needed service in the community,
asking others to join them in their crusade.”
Fundraising IS NOT…
 Begging
 A sales job
 A one-way conversation
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5. The art of fundraising
Why is Fundraising
Important?
Page 5

6. The art of fundraising
• New Skills:
• Acquire value people skills, which will make you more confident and
polished
• Fundraising is a multi-disciplinary art and science that combines sales,
social skills, strategic thinking, accounting/budgeting and project
management.
• Motivation:
• Help oikos to have the most impact
• What if you raised $500 more than last year? $1,000 more? $10,000
more?
• Wayne Gretzky once said, “You miss exactly 100% of the shots that
you don’t take” Page 6
• Be bold, be persistent, be aggressive. Fundraising is one way to really
make a difference, in yourself and for oikos.

7. The art of fundraising
Setting Goals – The vital element in any good fundraising plan is a set of
clear, specific, and articulated goals. A good way to produce these goals is
to meet with all organization members and your advisor (for historical
perspective) and have a brainstorming session.
 Why do you want to/need to raise funds?
Why do you think someone would give to oikos?

Who would give? Could you utilize the local community? Student body?

Would YOU give to oikos?

What is the goal (in dollars) for contributions for this year? Next year?

What resources are available to your committee?

How many hours per week is your group willing to spend towards the

fundraising effort?
 What fundraising activities were undertaken in the past? Were they
effective?
What are the strengths and talents of the group?

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How will you recognize donations?


8. The art of fundraising
Why do people give?
Page 8

9. Why do people give?
 Personal vested interest
 Passion – believe in the cause
 It is a worthy project
 Want to give back because someone helped them
 Return on Investment (ROI)
 Make a difference, giving is healthy – wellness
activity of sorts!
 Want to be part of something
 Financial/Tax benefit Page 9

10. The art of fundraising
Why don't people give?
Page 10

11. Why don't people give?
 #1 Reason – They are not Asked!
 Asked too much
 Turned off by person in the organization
 Fundraising Costs (paying too much for
overhead which we don't have at oikos!)
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12. The art of fundraising
SOURCES OF CONTRIBUTIONS
(In billions)
Individuals $183.73 76.3%

Corporations $12.19 5.1%

Foundations (must pay at least 5%) $26.90 11.2%

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Bequests $18.10 7.5%


13. Achieving success in fundraising
The sales/ development
kit
Page 13

14. The sales/ development kit
The “CASE” –

A statement of all the reasons why someone should
and could support the cause.
WE NEED TO TELL OUR STORY!
A compelling case that is exciting and shows
results is the basis for any asking that you do.
Page 14

15. The sales/ development kit
The “GOALS” –

Why do we [oikos] exist?
Promote sustainability in higher education

Provide meaningful opportunities for student

development
Create a sense of a 'sustainability community'

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16. The sales/ development kit
Historical Achievements

Statistics about programs

Statistics about development opportunities

Descriptions of facilities and services

Testimonials from current students, alumni,

faculty, community members, etc.
Page 16

17. The sales/ development kit
 Current and Future Needs
 Leadership Training
 Internationalization
- Career Exploration
- Travelling to oikos meetings
 Capital
LC Programming

Improvements
- Student Activities
Renovate oikos office
-
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18. Sample fundraising letter
SUBJECT: Sponsorship of oikos Oslo
Dear ____________: Never use “To whom it may concern”
We are writing on behalf of oikos International, a student organization with local groups in
over 20 countries. This summer, oikos is seeking corporate sponsors for its various
activities and events. As a large student organization whose basic goal is to promote
sustainability in higher education, sponsorship can offer your corporation the opportunity to
visibly promote sustainability in education.
Enclosed with this letter you will find the following supporting documents:
PAGE 1 - Details of our organization and its current events, activities, and budget
PAGE 2 - Details of proposed new events with the aid of corporate sponsorship
PAGE 3 - Sponsorship benefits and packages
PAGE 4 - Instructions on how to sponsor oikos
PAGE 5 - An advertisement that can be distributed amongst employees
PAGE 6 - Copy of Tax-exemption Form (if you have it)
Thank you very much for your time and consideration. Please feel free to contact
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us at any time if you have questions or concerns.

19. Before you get started….
Be sure you can answer these questions:
What does oikos do?

Who does it help?

What difference does it make to a person’s life or to the world?

How long have you been going?

What are your plans for the future?

What happens if you can’t provide the service (eg. If you don’t get the

donations, put into personal terms, not…our service would stop, but it
would mean that we couldn’t offer xxx a chance to take part in the
xxx.)
What makes your organization so different to all the others—what

makes you special?
Page 19
How are you funded?


20. Know your project (1): Guiding Questions
• What is the context in which your project is being
developed (describe the opportunity quot;gapquot; for your
project – why is your project needed)
• What concrete activities and actions are being
planned?
• What initial project results (changes) do you
expect?
• What long-term results (changes) do you expect?
• How do the initial results trigger long-term
changes?
• What barriers do you foresee in implementing the
Source: Adapted from NEF 2008. P.50
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actions and what might prevent the positive
changes you have identified? Think critical about

21. Know your project (2)
• Project objective
• Target groups
• Theory of change – how does your project make a
difference?
• Project impact measurement: Define indicators:
What is different if your project has been a
success)
• Project budget (expected expenses & income
sources)
• WHY should a specific potential sponsor invest in
or support your project? (e.g. Philanthropy, Social
Investment, Sponsoring?). Know your project and
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explain!

22. And in addition to all of that:
Think out of the box!!!!
• Be creative!
• Use your personal network: think of whom you know and
how they can connect you to interesting people/
companies
• Think of value as something that can't be described in $$$
$
And: Use the toolbox in the member section of the website!
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23. Your questions!
Please write on both tags….
– …a concrete question you have for this workshop
– …your project and fundraising goal
Page 23

24. And now…..
Let's work it!!!
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25. Personal lessons learned: My experience
(1)
• Recognize that people like to create/support
something that will be seen by many (IMPACT)
• Let them know, that their efforts are critical to
ADVANCING your mission
• Be authentic. Tell the truth and facts always -
credibility is important in fund-raising.
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26. My experience (2)
• Make the donor feel he is an oikos insider - that he owns
the organization. He will defend and support you.
• Write your proposal as if you communicate from one
person to another person; not from an organization to a
donor. Personal relations count!
• Communicate on the same level. Horizontal
communication leverages your personal standing.
• Tell your donors how their money helped to make a
difference.
• Emotion, rather than reason, leads to charity.
• Induce action (e.g. always use a reply envelope, a RSVP
deadline (reply before date, follow-up if there is no
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reaction)

27. My experience (3)
• Donor loyalty is about ME (YOU) being loyal to
our donors – not the other way round!
• People often don’t like the way we communicate
with them.
• People like storylines. What’s your Story?
Page 27

28. Q&A
• New Economics Foundation (2008): Measuring
Value: A guide to Social Return on Investment
(SROI), Second Edition (2008)
Page 28

29. Contact:
oikos Foundation
Tigerbergstr. 2
CH 9000 St. Gallen
Drs. Kim Poldner (oikos PhD Fellow)
Tel: 0041 71 224 2591
Fax: 0041 71 224 2722
kim.poldner@oikosinternational.org

oikos
oikos International:
Kate Negacz (President 2009), negacz@oikosinternational.org
http://www.oikosinternational.org
20 oikos local student chapters in: e.g. Bayreuth, Brussels, Cologne,
Hamburg, London, Paris, Warsaw and……GRAZ
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