FUNDRAISER Fund Raiser FundRaiser

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FUNDRAISERFund RaiserFund-Raiser

No matter how you spell it It all means one
thing Increasing revenue for the organization!
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FUNDRAISING

• Fundraising is the biggest challenge non profits
  face.
• People often wonder if there is a simple formula
  for soliciting funds, and the answer to that
  question is, no, there is no easy way that fits
  all situation because each situation presents its
  own unique challenges and opportunities. But
  there are several basic guidelines that might be
  helpful.

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Resource Development

• Fundraising for non-profits are handled by
  Development professionals specializing in
• Corporate
• Foundation
• Donor/Membership
• Major Donor/Individual
• Planned Giving

FUNDRAISING
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• It doesnt matter what type of non profit
  organization you are involved with, one things
  stands true with them all, fundraising begins at
  home.

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Fundraising and the Board

• If Board Members expect the community to support
  their organization, the first thing they need to
  do is write checks of their own.
• Donations should be viewed as an investment than
  a gift.
• Expectation of donors.
• Easier to ask someone else to contribute, if you
  are contributing.
• All of us cant write a seven figure check, but
  we can write a check.
• Board Members companies should be at the top of
  the prospect list.
• Corporate fundraising should not be initiated
  without asking the board whether they have any
  contacts at the targeted company.

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FundraisingHow And Where To Begin

• PROSPECTS
• RESEARCH
• CULTIVATE

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PROSPECTSHow Do I Begin? Generate A List

• Business Cards (collected at events)
• Business Community
• Articles in local newspapers, philanthropic news,
  book of lists
• Other non-profits in the area and whos funding
  them?

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Top 10Corporate Givers In 2002

• Ford Motor Company JPMorganChase
• Citigroup Bank of America
• GE Foundation Walmart Foundation
• Verizon Foundation Wells Fargo
• SBC Foundation MBNA

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RESEARCHHow Do I Begin?

• Corporate Giving Directory
• Internet
• Annual Reports
• Giving Guidelines
• Do we fit under their guidelines?
• What types of organizations do they generally
  give?
• Who is the contact person/does that person sit on
  any boards you are familiar with?
• Do they give outside of the guidelines?

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Fundraising Team

• Share your lists of prospects with your team
• Have them identify those corporations they have
  contacts.
• Identify those companies your member can make a
  call.
• Identify companies your member can make a formal
  introduction.
• Corporate lead no name- ask people in the same
  business who may know someone in the company you
  are trying to make contact.
• Write a brief letter of introduction.
• Follow up with phone call and set up appointment
  asking your team member to attend with you.

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The Meeting

• Its about information, information and more
  information.
• Fundraisers that succeed manage information about
  their business prospects as well.
• Listen to what the decision maker is saying
  during the meeting. What are they interested in,
  why do they like our organization. What do they
  expect in return? Corporate funders must be
  engaged in ways that address their corporate
  needs.
• If you believe in the organization, then you
  should be unafraid to present your case to
  corporate funders.

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Cultivate

• Raising funds is an investment in the future. You
  should aim to build a network of funders, many
  who will start giving smaller on a steady basis
  and others who will give larger periodic gifts.
• When you are turned down, keep trying. No, could
  certainly be yes-only later. Fundraisers must
  continue to ask again and again.
• Follow up, follow up and follow up

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WHY Corporate America Gives

• Marketing the corporate name
• Positioning the corporation as a good citizen
• Image
• Employer/Employee relationship

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TEN RULES

• Ask for a gift, dont wait.
• Be professional, look professional.
• Be accountable-personally and for the
  organization.
• Be honest--listen to your heart.
• Speak with conviction for your cause.
• If you cant, recruit someone who can.
• A prospect is simply a donor without motivation.
• A donor is a fundraiser who has yet to share
  their convictions with a friend.
• A good fundraiser--is a friendly motivator.
• A successful fundraiser has thick skin, a soft
  heart, exceptional hearing, quick mind, a slow
  tongue and no shame!

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• Fundraising is an art as well as a science. You
  must bring your own creativity to it...