Donor Development
and Fundraising
Dr. Jacob Gordon
Kansas University
May 22, 2006
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Definition of Key Terms
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Fundraising: The art of generating funds
through individuals and/or the philanthropic
community for specific purpose/project
Relationship Fundraising: Strategic activities
that are based on establishing relationships with
potential givers/donors – individuals and/or
foundations
Leadership: The process of influencing others in
making decisions, setting and achieving goals
and concurrently, it is the process of keeping the
organization together
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What Drives Philanthropy?
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Three Values
– Generosity: The spirit of giving
– Experimentation: Desire to fund
creative initiatives
– Freedom: Support for the American
Dream
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Why Donor Development and
Fundraising?
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Societal Changes (Demographic, Advancement
in Science and Technology, Globalization)
Challenges (Diminishing federal discretionary
funds, natural disaster, terrorist threat, social,
economic, and health needs)
Organizational Capacity-Building
Sustainability of Ongoing Programs/Activities
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Strategies for Donor
Development and Fundraising
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Organizational Readiness
– Governance and Leadership
– Needs Assessment
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Organizational Readiness
Continued…
– Business Plan
History and Current Position of the
Organization
 Market Research
 Competitive Business Strategy
 Operations
 Forecasting Results
 Business Controls
 Writing Up Your Business Plan

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Organizational Readiness
Continued…
–
Implementation
–
Products (Results)
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Strategies Continued…

Tri-Sector Fund Development
Approach
– Public: Government Agencies
– Business Sector
– Private: Philanthropy
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Tri-Sector Fund
Development Approach
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Public: Government Agencies
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Tri-Sector Fund
Development Approach
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Private: Individual Donors and
Philanthropy
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Tri-Sector Fund
Development Approach
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Business: Corporate and
Small Business
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Tool Box for Fund
Development
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Donor Database
Multiple and Culturally Competent
Channels of Communication
Foundation Database
Federal Register
Sound Business Practice
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Tips (Action Points) and
Resources
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Get your house in order before embarking
on fundraising
Don’t feel intimidated about asking for
donations for your cause
Develop donor database
Practice relationship fundraising as a total
philosophy
Be aware of all the research resources
around and available to you
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Tips Continued …
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Be clear and precise about the purpose of your
fundraising
Use members of your governance and
appropriate staff as part of your marketing
strategy
Practice sound business policies, including fiscal
affairs, record keeping, and high ethical
standards
Celebrate your success
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Resources in Fundraising
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Resources Include:
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–
–
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University Schools of Business
Books and Monographs
Professional Journals
Foundation Directories
Software Materials
Conferences and Reports
Websites
Fund Development Consultants
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Resources in Fundraising
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Examples:
– Burnett, Ken. (2002) Relationship Fundraising. San Francisco:
Jossey-Bass
– Covey, Stephen R. (1999) The 7 Habits of Highly Effective
People. New York: Free Press
– Hughs, Arthur M. (2006) Strategic Database Marketing. New
York: McGraw Hill
– Johnson, M. (1998) The Fundraiser’s Guide to the Internet. New
York: Wiley
– Raymond, Susan (2004) The Future of Philanthropy: Economics,
Ethics and Management. New Jersey: John, Wiley & Sons, Inc.
– Salamon, Lester (1999) America’s Nonprofit Sector. New York:
Foundation Center.
– Warwick, M. (2001) Ten Steps to Fundraising Success: Choosing
the Right Strategy for Organization. San Francisco: Jossey-Bass.
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Indicators for Success
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Organizational Readiness
Effective Fundraising Strategies
Multiple Channels of Communication
Vision and Mission Statements
Organizational Capacity
Evaluation
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Questions & Answers
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You may submit questions pertaining
to today’s web cast until 5:00pm EDT,
Tuesday May 23, 2006, to the following
address:
cbaeta@youthdevelopment.org
Answers will be posted at www.paltech.com/web/cbaewebcast as soon as
they are available.
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