Fundraising
Opening the Door
Nancy H. Bull
December 10, 2004
Opening the Door
Sources of Funds
 Smith Lever-Hatch
 Federal non-Smith
Lever-Hatch
 Private foundations
 Individuals
 State & local
government
Methods of Funding
 Grants and contracts
 Gifts and donations
 Royalties
 User fees
 Direct sales
Source: Implications of Increased Alternative Revenues in CES
Opening the Door
 Guiding principles
 Mission drives program
 Public good vs. private advancement
 Cost/benefit ratio
 Teamwork vs. entrepreneurial success
 Plan for ending
Source: Implications of Increased Alternative Revenue in the CES
To Get Started in Fundraising
You may need a push
Fund Development
 Creates budgetary flexibility and agility
 Increases buy-in from a broad base of
supporters
 Voluntary action for the public good
 Planning is 75% of the process
Source: TFRS
The Fundraising School Cube
 Management
 Vehicles
 Institutional readiness
 Markets
 Human resources
 Dynamic functions
Source: TFRS
Giving Sources Depends on..
 Linkage-personal connections
 Ability to give
 Interest in what we are doing
 Linkage and interest are the most important
 Best potential donor is a current donor
 To raise funds must first give
Source: TFRS
Components of Development
 Planning-involve current donors
 Communication on need
 Fundraising efforts
Source: TFRS
Constituency Circles
 Major donors-Board-Management
 Volunteers-Employees-Members-Clients
 Former board members-Donors-Participants
 People with similar interest
 The organization’s universe
Source: TFRS
Case Statement Components
 Mission-goals-objectives
 Programs
 Governing board
 Staffing
 Facilities, equipment
 Finances
 Planning, evaluation
Source: TFRS
Categories for
Fundraising Activities
 Annual giving
 Major gifts
 Direct mail
 Planned gifts
 Telephone solicitation
 Corporation and
 Donor acquisition
foundation gifts
 Capital campaigns
 Gift clubs
 Special events
Source: TFRS
The Development Process
Linkage-Involvement-Advocacy
 Prospect-donor-repeat donor
 Upgraded donor-special gift
 Major gift-may be repeated
 Big gift-one time
 Planned gift
Source: TFRS
Donor Research
A Systematic Process
 Identify prospective donors
 Assess gift capacity and potential
 Uncover facts on how to best solicit the gift
 Develop a prospect profile
Source: TFRS
Solicitation Plan
 Opening - greeting
 Involvement-mutual concerns
 Presentation-features-benefits-questions
 Close-agree, disagree, stop or pledge
Source: TFRS
Resource Suggestions
 Council for Advancement and Support of
Education-CASE
www.case.org
 ePhilanthrophy Foundation
www.ePhilanthrophyFoundation.org
 The Chronicle of Philanthropy
http://philanthropy.com
Additional Resources
 Philanthropy Journal
www.PhilanthrophyJournal.org
 Fundraising School at Indiana University
www.philanthropy.iupui.edu