nonprofit roadmap to success · nonprofit institute at the college of southern maryland •value:...
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NONPROFIT INSTITUTE OF THE COLLEGE OF SOUTHERN MARYLAND
Nonprofit Roadmap to Success
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Dr. Jennifer B. Jones
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Nonprofit Roadmap to Success 2020 - Jennifer Jones
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RE-EVALUATE SERVICES
Establish Sponsors, Partners & Celebrity Face
Build Relationships and Collaborate
Strategic Program & PR Implementation
Identify Funding Sources-Sponsors
Media Highlighted Launch & Gala Reception-Ball
Secure Grant Funding, Donations, Campaign
STARTDetermine
Funding Needs
ROADMAP TO FUNDING SUCCESS
Pursue Grant Funding, Donations, Campaign
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Your non-profit business is a business!
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NONPROFIT INSTITUTE AT THE COLLEGE OF SOUTHERN MARYLAND
• VALUE: Provides programming and consultation to enhance the effectiveness and success of organizations.
• CONVENE: Directors Circles and Roundtables, Affinity Groups, Trainings and Conferences while promoting communication through its monthly e-Newsletters
• ENHANCE: Boards, Outreach, Growth, Stability, Volunteer Pools, Management and Staff
• BENEFITS: “Introduce strategies to build stronger boards, more effective outreach, financial growth and stability, an active pool of volunteers, more effective management practices engagement, support of colleagues achievement of educational goals, and effective staff.”
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WHO IS IN THE ROOM?
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CHAT ROOM RAPID FIRE!!!!!
What is your Area of Service and Title?
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NONPROFIT ROADMAP TO SUCCESS
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Part I – Business Basics 101 Recap – 15 min
Part II – Business Development 102 Recap – 15 min
Part III – Funding and Sustainability 103 Recap
Part IV – Funding Focus – 15 minNonprofit Roadmap to Success 2020 - Jennifer Jones
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PART I – BUSINESS BASICS 101A Foundation for Success
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BUSINESS BASICS 101 – VISION
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PASSION
Vision & Mission What am I going to do?
Envision - Name, Colors, Logo
STRATEGY, PLANNING & CAPACITY BUILDING
PURPOSE
How do I do it?What do I need?
Who will help me?Who to serve?
STRUTURE, INFRASTRUCTURE
PROGRAMS, DEVELOPMENT &
IMPACT ASSESSMENT
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FUNCTIONAL OPERATIONAL ORGANIZATION
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Director of Programs Director of Development
Nonprofit Board
Chair & Board
Secretary
Communications
Director
TreasurerFinance Director
(1) Nonprofit Campaign
(2) Sustainability Plan
(3) Collaborative Network
(4) Events Management
(5) Volunteers, Members
(1) Program of Service
(2) Training and
Education
(3) Resources
(4) Data and Research
(1) PR & Marketing
(2) IT/Social Media
(3) Media Relations
(4) Branding
(1) Operational Budget
(2) Reporting, Tracking
and Engagement
(3) Program Financial
Oversight
Foundation
Advisory
Committee
Executive Director
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BUSINESS BASICS 101 – BUSINESS PLAN
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CHAT ROOM RAPID FIRE!!!!!
What type of organization do you represent -
NEW or ESTABLISHED?
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BUSINESS BASICS 101: NEW NONPROFITS
Business Basics
Infrastructure
Products and Services
Execution and Engagement
Impact, Outcomes and Measures
• Articles of Incorporation (Board), EIN, 501c3 Designation, Business Plan, Launch – Office, Website, Brochure, etc.
• Organizational Operational Chart, Offices, Bylaws, D&O, Oversight (Lawyer, Accountant, Consultants, SMEs)
• Competitive Analysis-based models to deliver successful programs or products (social entrepreneurship). Full marketing, outreach, calendar of event, etc.
• Population Served or Customers, Volunteers, Members, Sponsors, Funders, Strategic Partners, Friends
• Need, Impact, Growth – Capture, Measure, Report
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BUSINESS BASICS 101: ESTABLISHED NONPROFITS
Business Basics
Infrastructure
Products and Services
Execution and Engagement
Impact, Outcomes and Measures
• Evaluate your organization to be sure that the basics are covered (compliant – D&O, covered, reporting, etc.)
• Evaluate the Board, Staff, Volunteers for their overall effectiveness now and future. Ensure that a process for performance evaluations of staff and board expansion.
• Review of the Business Plan, Strategic Plan, Programs of Service, Products or Services – Innovation, Effectiveness
• Create stakeholder engagement, updates, thank you, appreciation, celebrate, “where are they now”
• By the Numbers – Years, Number Served, Dollars Contributed
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Questions & Answers
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PART II – BUSINESS DEVELOPMENTEssential Elements and Winning Strategies
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“Without strategy, execution is aimless and without execution
strategy is useless.”Morris Chang
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SUSTAINABILITY: SURVIVAL vs LEGACY
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Non-profit Organization
Grant FundingFundraisers
Events &
Campaigns
Sponsorships,
Annual Giving
Campaign
Sustainability Plan
Membership &
Partnerships
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CHAT ROOM RAPID FIRE!!!!!
What area of funding are you employing –
Grants, Sponsorships, Fundraiser and
Memberships?
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STRATEGIC: EXECUTION AND FUNDING
Planning & Execution
▪Partnerships, Mentorships,
Collaboration
▪Impact, Demographics
Targeted, Messaging
▪ Marketing Plan, Digital
Strategy, Engagement, PR
▪People, Gifts, Contributions
Funding & Sustainability
▪Prospect Research, Grants
Calendar, Application, Writer
▪Alignment with Corporation
and Programs
▪Planning, Marketing,
Partnerships
▪Outreach for Partners, Gifts,
Donations
Grants
Sponsorship & Partnership
Fundraising, Events, Campaign
Members, Friends, Sponsors
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BUSINESS APPROACH & RESOURCES
• Nonprofit Institute of the College of Southern MD https://www.csmd.edu/community/institutes/nonprofit-institute/
• Nonprofit Expert www.nonprofitexpert.com
• Know How Nonprofit (UK Information) www.knowhownonprofit.com
• Nonprofit Pro www.nonprofitpro.com
• Get Fully Funded www.getfullyfunded.com
• The Fundraising Authority www.thefundraisingauthority.com
• LaSalle Nonprofit Center Management (Philadelphia) https://www.lasallenonprofitcenter.org/
Board Development and Assessment
Nonprofit Business Development
Fundraising
Business Management & Strategy
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SUSTAINABILITY: SURVIVAL vs LEGACY
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Non-profit Organization
Grant FundingFundraisers
Events &
Campaigns
Sponsorships,
Annual Giving
Campaign
Sustainability Plan
Membership &
Partnerships
STRATEGIC BUSINESS PLAN
Partnerships
Marketing & Communications Plan
Sustainability Plan
Fiscal Administration & Management
Research, Measurements & Data
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RE-EVALUATE SERVICES
Establish Sponsors, Partners & Celebrity Face
Build Relationships and Collaborate
Strategic Program & PR Implementation
Identify Funding Sources-Sponsors
Media Highlighted Launch & Gala Reception-Ball
Secure Grant Funding, Donations, Campaign
STARTDetermine
Funding Needs
ROADMAP TO FUNDING SUCCESSSustainability
Plan
Fiscal Administration &
Management
Research, Measurements &
Data
Pursue Grant Funding, Donations, Campaign
Partnerships
Marketing Plan& Digital Strategy
Social Media , Apps, SMS & Technology
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Questions & Answers
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PART III – FUNDING & SUSTAINABILITYLeveraging and Executing Strategies to Win
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STRATEGIESStrategies are ESSENTIAL to Successful Grant, Sponsorship,
Fundraising and Membership Funding Success
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TRAINING, TOOLS AND RESOURCES
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▪ Foundation Center (https://fconline.foundationcenter.org/#subscribe)
▪ Maryland Governor’s Grants Office
(http://grants.Maryland.gov )
▪ Maryland Nonprofits
(http://www.marylandnonprofits.org)
▪ Non-profit Institute of Southern Maryland
(https://www.csmd.edu/community/institutes/nonprofit-institute/resources/ )
▪ Council of Nonprofits (https://www.councilofnonprofits.org/tools-resources/nonprofit-
sustainability)
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UNDERSTANDING FUNDING AND SUSTAINABILITY
• GRANTS: Readiness provides an edge and relationships are the secret sauce. The lead time can be long and the beginnings small, but the rewards are beneficial.
• SPONSORSHIPS: Must be targeted, well-cultivated and is transactional (benefits the corporation/company and the nonprofit) and are relationship-centric.
• FUNDRAISERS AND CAMPAIGNS: Public awareness campaigns that builds relationships with potential donors and corporate sponsors and community.
• MEMBERSHIPS AND PARTNERSHIPS: Capacity building solution that grows a volunteer base (members) and resource (partners) that is cost saving for the work of the organization, enables everyone to join the mission and becomes the best, most heartfelt word of mouth campaign.
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GRANTS
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Research and Relationships are nonprofit POWER!
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PROPOSAL DEVELOPMENT STAGES
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▪ Funding Strategy (Goals, Partners, Focus)
▪ Fundability Assessment
▪ Prospect Research
▪ Content Development
▪ Grant Identification
▪ Proposal Preparation & Submission
▪ Award Notification & Debriefing
▪ Grant Management & Fiscal Administration
▪ Grant Closeout
What do you need?
vs.
What you want?
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WHAT IS PROSPECT RESEARCH?
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Definition: a process in fundraising wherein a researcher
identifies and provides relevant information about
potential donors to an organization http://www.aprahome.org
Resources: Candid Learning https://candid.org/
Governor’s Grants Office http://grants.Maryland.gov
Foundation Library http://foundationcenter.org
Grantsmart http://grantsmart.org
Grantspace = Candid Learning http://grantspace.org
Guidestar www.guidestar.org
Grant Watch www.grantwatch.com
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Google is your friend!
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RESOURCES: GRANT APPLICATIONS
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Foundation Center http://foundationcenter.org/findfunders/cga.html
Common Grant Application
http://www.commongrantapplication.com
Grants.gov http://www.grants.gov
USA.gov http://www.usa.gov
New USA Funding http://www.newusafunding.org
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SECTIONS OF THE PROPOSAL
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▪ Proposal Narrative/Research or Project Plan
▪ Background, Significance or Supporting Data
▪ Organizational Structure & Management Plan
▪ Experience & Past Performance
▪ Budget & Budget Justification
▪ Implementation Plan - Use of Funds, Quality
Assurances, Reaching Target Group, etc.
▪ Collaborative Partners, Letters of Support &
Matching Funds Commitments
▪ Plan for Self-Evaluation & Reporting
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STRATEGIES FOR GRANT WRITING SUCCESS
OWN IT! “You’re responsible for the grant that you submit!”
• Applications – Background, Scope, Details, Compliance Criteria, Instructions, Evaluation
• Before Writing – Read the Application, Create a List of Deliverables, Timeline, Team and Communicate and Meet Throughout the Process
• All About the Numbers – Needs, Impact, Population and Number Served, Volunteers, Measures, Progress, Budget and Justification
• Grant Writer or Not – Ask for writing samples, references and a detailed agreement cost, time, communication
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Non-profit funding is a competition!
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GRANT SUBMISSION ESSENTIALS
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▪ Outstanding Packaging, Organized
Presentation and Table of Contents
▪ Answers the Basics with Specific Details/Data –
Who, What, When, Where, Why and How?
▪ Well-substantiated Approach, Data, Statistics,
etc.
▪ Infrastructure, Experience, “Skin in the Game” to
Accomplish Tasks and Reach Milestones
▪ Well-Documented, Justified Budget
▪ Effectiveness or Measurable Outcomes
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IT’S ALL ABOUT THE NUMBERS
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▪ Volunteer Hours: http://www.handsonnetwork.org/tools/volunteercalculator
▪ Organizational Self-Assessment: https://www.councilofnonprofits.org/tools-
resources/organizational-self-assessments
▪ Impact: http://managementhelp.org/evaluation/program-evaluation-guide.htm
▪ Board Self- Assessment: http://www.nhnonprofits.org/sites/default/files/documents/bsaq/questionnaire.pdf
▪ National Center for Charitable Statistics: http://nccs.urban.org/
▪ Grant Budgets: http://grants.nih.gov/grants/how-to-apply-application-guide/format-and-
write/develop-your-budget.html
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OPERATIONAL
BUDGET!
GRANT APPLICATION
BUDGET!
▪ Direct Costs – Personnel, Fringe
Benefits, Equipment, Supplies,
Travel, In-Kind Contributions
▪ Indirect Costs – Building,
Operating Cost
▪ http://grants.nih.gov/grants/how-to-
apply-application-guide/format-and-
write/develop-your-budget.html
▪ http://nonprofit.about.com/od/foundationfundinggrants/a/grantbudget.htm
COMPONENTS OF THE BUDGET
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GRANT WRITER OR NOT?
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▪ You are responsible for the grant that you sign and submit!
▪ Read the Application – You are the Subject Matter Expert
and must implement the plan that is proposed.
▪ Ask for writing samples, client references, win rates.
▪ Sign an agreement that clearly states or ensures terms,
process, timelines and confidentiality assurances.
▪ Establish a plan for communication - Grant Writers are only
as good as the information provided!
▪ Remember you get what you pay for!
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SPONSORSHIPS
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F&S: FUNDERS, DONORS, PARTNERS
Sponsorships & Partnerships
▪ Corporations, Large Foundations, Business and Strong Organizations Annual Giving (Galas & Gifts)
▪ Establish Relationships, Formal Meetings, Professional Packages, Identify Key Persons (Courting)
▪ Alignment with their foundation, mission, programs and target demographic. (Numbers)
▪ Leverage the Board and Officers
Fundraisers, Events, & Campaigns
▪ Live, Virtual, Digital Events and Activities
▪ Intentional Campaigns, Strategy and Calendar
▪ Awareness, PR, Engagement, or Outreach to Attract Target Population, Donors, Funders, Volunteers
▪ Digital Strategy, Social Media, Press, Newsletters, Well-Marketed Events, PR
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FUNDRAISING & CAMPAIGNS
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DIGITAL STRATEGY: FUNDRAISING
▪ Facebook Registered Non-profit: https://nonprofits.fb.com/
▪ AMAZON Smile Campaign: https://org.amazon.com/
▪ Day of Giving: https://www.givingtuesday.org/
▪ United Way DoMore24: https://www.domore24.org/
▪ Go Fund Me: https://www.gofundme.com/c/fundraising-
ideas/nonprofits
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MEMBERSHIPS & PARTNERSHIPS
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F&S: MEMBERSHIPS AND PARTNERSHIPS
▪ Volunteers – Process for Formal Engagement (Screen, Train, Assign), Support the Organization, Events, Activities and Programs (Thank You)
▪ Memberships & Friends Of – Levels, Annual Fees, Support the Organization (Celebrate and Honor – Annual Giving)
▪ Donors, Advisors, Partners and Partner Organizations – Add and Build Capacity in the Organization by giving time, money, expertise, supplies, materials, gifts. (Recognize and Celebrate – Recurring or One Time Gift)
▪ Database – Volunteers, Members, Donors, Partners, Advisors are your strength in numbers, greatest resource to share the work, introduce funders, etc. (Essential for Grant Pursuits and Data)
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CHAT ROOM RAPID FIRE!!!!!
Have you learned anything new today?
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PART IV – FUNDING FOCUSExecutable, Multifaceted Strategy
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KEYS TO SUCCESS
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Core Elements of Successful
Funding Strategies
▪ Donor Engagement
▪ Strong Programs
▪ Relationships
▪ Organizational Impact
▪ Capacity
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IDENTIFY NEW FUNDING SOURCES & STRATEGIES STRENGTHEN EXISTING
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Keys to Success▪ Sell your story, compete and get known by presenting who you are, what you do?
▪ Leverage the power of a Donor Management Systems to access, track and monitor your
annual giving.
▪ Pursue one or a few MAJOR donors to contribute a gift that is significant for your organization.
▪ Invest in connecting with individual donors new, existing and previous “Donor Love and Loyalty
Program.”
▪ Digital Strategy with social media fundraising integrated message across media.
▪ Express Gratitude and Thanks for those who give time, money and resources.
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Bloomerang
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Questions & Answers
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NEXT STEPS ON THE ROAD
Training Takeaway
• Assess Your Immediate Funding Needs
• Establish a Plan for Growth and Expansion
• Identify Opportunities Prospect Research
• Prepare for Internal Readiness
• Know Your Area(s)9 and Gather Data
• Establish a Funding Strategy
• Invest in Your Success!
KyJour International Services
• Nonprofit Capacity Building Assessment
• Prospect Research
• Program Development
• Events Management
• Funding Strategies
• Grant Writing
• Grants Management and Closeout
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Jennifer B. Jones
President & CEO, KyJour International Strategic Business Solutions
240.640.9546
NONPROFIT INSTITUTE WEBINAR57
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CHAT ROOM RAPID FIRE!!!!!
What is your number one priority or next
step?
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The End