Fundraising 101

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Fundraising 101
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Agenda

• Key Principles
• Match requirements
• Funding landscape
• Basic fundraising steps
• The Circle Exercise

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Key Principles

• People give to people
• Fundraising is 90 networking and 10 grant
  writing
• Market your services
• Commitment, passion expertise
• Listen
• Fundraising is not a science

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Match Requirements

• RWJF requires a 50 match of grant award dollars
  for CKF Part I
• Grantees must begin using match funds no later
  than the beginning of the third year of the
  grant.
• The match requirement is designed to identify new
  sources of funding for the CKF initiative.

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Match Requirements

• RWJF will not provide more than 50 of the total
  RWJF funds until the match support begins, if
  earlier than the third year.
• Should no match funds be secured by the beginning
  of Year 3, no additional RWJF funds will be
  provided to the grantee.

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Match Requirements

• Match Sources that do not qualify
• No federal funds
• No in-kind contributions
• RWJF has a strong preference that match sources
  do not come from entities that manufacture or
  distribute alcohol, tobacco and/or firearms

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Match Requirements

• Grantees are strongly encouraged to submit match
  commitment documentation to their regional
  coordinator as soon as it is received
• If a project fails to secure previously committed
  match funds, contact your regional coordinator
  immediately
• For more information regarding the match
  certification process, please refer to Section 6
  of the CKF Program Management Handbook, and/or
  contact your regional coordinator

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Wheres the Money?
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Landscape for CKF Grantees
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Why Do Corporations Give?

• Increase profits
• Improve image
• Good corporate citizens

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Why Do Foundations Give?

• Issue focus
• Geographic focus
• Seed programs
• Quality
• Feasibility
• Innovation

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Why Do Government Agencies Give?

• Politics
• Community support
• Budget issues

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Step 1 Your Assets
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Taking Stock of Your Assets

• Projects
• Passion, commitment, and expertise
• Intuition
• Network
• Fundraising is 90 networking and 10 grant
  writing

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Targeted Networking
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Jump Start Your Networking

• State hospital association
• Chamber of Commerce
• Foundation forums
• Opinion pieces in local papers

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Step 2 Develop a Plan
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Prospect Research

• Compile broad list
• Network
• Corporations
• Local hospitals
• Insurers that manage SCHIP/Medicaid programs
• Foundations
• Government agencies

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Prospect Research

• Resources
• Annual reports
• Local newspapers
• Online resources
• Prospects Web site
• Hoovers online, LexisNexis
• Foundation center
• Network
• Prospect

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Prospect Research
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Prospect Research

• Donor Criteria
• Tobacco or alcohol companies
• Gun manufacturers
• Unethical business practices

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Prospect Research
Narrow Your Prospects
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Prospect Research

• Identify top priorities
• Focus on a few large prospects
• Low-hanging fruit
• Time considerations

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Step 3 Prepare Approach
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Understand Funders Point of View

• Return on Investment
• Feasibility
• Sustainability
• Community support
• Politics
• Acknowledgement opportunities

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Rehearse

• Avoid lingo
• Use their terminology
• Positive tone
• Be succinct

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Talking points

• Overview of CKF
• Description of issue as it relates to your
  community (and their interests)
• Specific objectives
• Plan of action
• Track record
• Amount of funds to be requested

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Make the call

• Goal is to get a face-to-face meeting or be
  invited to submit a proposal
• Call time10 a.m. and 2 p.m.
• Listen and ask questions
• Be persistent

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Step 4 The Ask
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The Ask

• When?
• How?
• Verbally
• Written proposal
• How much?
• Whats next?

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Step 5 Follow up
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Follow-up

• Follow Up
• Follow Up
• Follow Up

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Step 6 Stewardship
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Stewardship

• Thank you
• Progress reports
• Spend money wisely

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Covering Kids FamiliesFundraising Materials

• Fundraising 101 (from Covering Kids Families
  Annual Meeting)
• Meeting the Match A Guide to Fundraising

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