fundraising capacity building

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Meredith Campbell Megan Dwyer CAPACITY BUILDING AND FUNDRAISING WORKSHOP

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Presented at the Reach to Recovery International Breast Cancer Support Conference in Taiwan, November 2011

TRANSCRIPT

Page 1: Fundraising Capacity Building

Meredith Campbell Megan Dwyer

CAPACITY BUILDING AND FUNDRAISING WORKSHOP

Page 2: Fundraising Capacity Building

Agenda

•Building your story

•Planning and implementing fundraising campaigns

•Fundraising showcase

Page 3: Fundraising Capacity Building

Amazon Heart

Page 4: Fundraising Capacity Building

Why do we need a story?

•Educate

•Stickiness

•Motivating people to act

Page 5: Fundraising Capacity Building

Where do you start?

Page 6: Fundraising Capacity Building

The Case Statement

• Mission statement• Goals• Objectives• Programs and services• Finances• Governance• Staffing• Service delivery• Planning and evaluation• History

Page 7: Fundraising Capacity Building

Amazon Heart

Page 9: Fundraising Capacity Building

The elevator pitch

•What problem are you trying to solve?

•How does your group solve it?

What do you do and how does it help?

Page 10: Fundraising Capacity Building

Stories and emotion Vs facts

"When Aeschines spoke, they said, ‘How well he speaks.’ But when Demosthenes spoke, they said, ‘Let us march against Philip.”

Page 11: Fundraising Capacity Building

Amazon Heart

Page 12: Fundraising Capacity Building

The Breast Cancer Deadline 2020

http://youtu.be/xo-m4x5Er7c

Page 13: Fundraising Capacity Building

Activity

• Take 5 mins individually to come up with your group/organisation’s elevator pitch.

• Then in groups, test your pitch on each other.

Page 14: Fundraising Capacity Building

Why do you need a story?

•Educate

•Stickiness – being memorable

•Motivating people to act

Page 15: Fundraising Capacity Building

The sticky story

•Simple•Unexpected•Concrete•Credible•Emotional•Stories

Page 16: Fundraising Capacity Building

Building fundraising capacity

•Story

•Identifying your constituency (who to ask, and how much to ask for)

•How to ask – what kind of fundraising vehicle

•Planning a strategy

Page 17: Fundraising Capacity Building

Identify your constituency (who to ask)• LAI Principle – Linkage, Ability, Interest

Page 18: Fundraising Capacity Building

Group Number of people

Board/committee

Management

Major Donors

Members

Clients

Employees

Volunteers

General donors

Others

Past participants

Past donors

Past Board/Committee members

People with similar interests

Your universe

Page 19: Fundraising Capacity Building

How much can we raise?

Two ways of setting budgets:

• What we need to operate (goal)

• What we can feasibly raise (budget)

Page 20: Fundraising Capacity Building

What is feasible?

Gift range Donors needed Prospects (Ratio)

Total

10% of donors = 60% of goal

$5,000 2 14 (7:1) $10,000

2,500 6 42 (7:1) 15,000

1,000 18 108 (6:1) 18,000

500 34 170 (5:1) 17,000

20% of donors = 20% of goal

250 48 192 (4:1) 12,000

100 80 240 (3:1) 8,000

70% of donors = 20% of goal

Less than 100 412 1,236 (3:1) 20,000

$100,000

Page 21: Fundraising Capacity Building

Activity

•Choose a fundraising goal and using the table, work out how many donors you need at what level to reach your target, and how many prospects you need.

•How does this match with your table from the last activity?

Page 22: Fundraising Capacity Building

How to ask

Channel Individuals

Companies

Foundations

Government

NGOs

Donations ✔ ✔ ✔ ✔

Memberships

✔ ✔ ✔ ✔

Grants ✔ ✔ ✔ ✔ ✔

Sponsorship

✔ ✔ ✔

Cause related marketing

Events ✔ ✔ ✔

Merchandise

✔ ✔

Bequests ✔

Page 23: Fundraising Capacity Building

How to ask

•Face to face

•Telephone

•Mail/email

•Advertising

•PR

Page 24: Fundraising Capacity Building

Amazon Heart

•Sponsorship•Major gifts•Direct marketing – email, mail•Online fundraising•Events – trivia nights, golf days, sausage sizzles•Fundraising guide

Page 25: Fundraising Capacity Building

Fundraising – what to do next?

Planning and execution Tactics/steps

Case statement Ask

Story Thank

Identify constituency Communicate

Choose a channel Involve

Measure and evaluate Renew

Page 26: Fundraising Capacity Building

Fundraising showcase

Page 28: Fundraising Capacity Building

Jamuan Teh Malaysia

Page 30: Fundraising Capacity Building

Mothers Day Classic

Page 31: Fundraising Capacity Building

Brave the breast

Page 32: Fundraising Capacity Building

Feedback and suggestions

•Do you have a terrific fundraising idea or campaign to share?

•Questions?

Page 33: Fundraising Capacity Building

Resources

•Showcase of Fundraising Innovation www.sofii.org •Resource Alliance www.resource-alliance.org “The Worldwide Fundraisers Handbook”, Michael Norton•Local fundraising associations•Google!