Fundraising: Fundraising: Doing it Better Doing it Better by by - - PowerPoint PPT Presentation

▶
fundraising fundraising doing it better doing it better
SMART_READER_LITE
LIVE PREVIEW

Fundraising: Fundraising: Doing it Better Doing it Better by by - - PowerPoint PPT Presentation

Jan 06, 2023 244 likes •1.04k views

Fundraising: Fundraising: Doing it Better Doing it Better by by Mo Davies, CFRE Mo Davies, CFRE Mo Davies & Associates Mo Davies & Associates Mo Davies: 416- Mo Davies: 416 -752 752- -5855 5855 modavies@sympatico.ca

slide-1
SLIDE 1

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Fundraising: Fundraising: Doing it Better Doing it Better

by by

Mo Davies, CFRE Mo Davies, CFRE Mo Davies & Associates Mo Davies & Associates

slide-2
SLIDE 2

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Today Today’ ’ Agenda Agenda

  • Some Fundraising concepts

Some Fundraising concepts

  • Developing a plan

Developing a plan – – initial steps initial steps

  • Developing a philanthropic

Developing a philanthropic culture culture

  • Standing out from the crowd

Standing out from the crowd

  • Effective case for support

Effective case for support

  • Choosing fundraising programs

Choosing fundraising programs

slide-3
SLIDE 3

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

“ “Do what you can Do what you can Use what you have Use what you have Start where you are Start where you are” ”

Arthur Ashe Arthur Ashe

slide-4
SLIDE 4

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Where the Money Comes Where the Money Comes From From

  • 88% from individuals

88% from individuals

  • 5% from corporations

5% from corporations

  • 7% from foundations

7% from foundations

slide-5
SLIDE 5

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Why People will Give to your Why People will Give to your Organization Organization

  • They were asked in the right way

They were asked in the right way

  • Connections

Connections

  • Mission

Mission

  • Credibility

Credibility

  • Accountability

Accountability

  • Cost

Cost-

  • effectiveness

effectiveness

  • Results

Results

  • Your case for support

Your case for support

slide-6
SLIDE 6

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Why People Will Give (I I ) Why People Will Give (I I )

  • To make a difference

To make a difference

  • Good feeling

Good feeling

  • Family tradition

Family tradition

  • For success

For success

  • They owe

They owe

  • Personal experiences/ similar interests

Personal experiences/ similar interests

  • Prestige

Prestige

  • Moral or religious obligation

Moral or religious obligation

  • Tax Receipt

Tax Receipt

slide-7
SLIDE 7

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

People Give to People Give to People People

slide-8
SLIDE 8

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Building Credibility Building Credibility

  • Clear Mandate

Clear Mandate

– – Mission, Vision

Mission, Vision

  • Core Values

Core Values

  • Solid Track Record

Solid Track Record

– – consistently delivers the

consistently delivers the goods! goods!

  • Financial

Financial Accountability Accountability

  • Volunteers

Volunteers

  • Standards

Standards

  • Code of Ethics

Code of Ethics

  • Privacy Policies

Privacy Policies

  • Donor/ Client Bill of

Donor/ Client Bill of Rights Rights

  • Effective

Effective Communications Communications

  • “

“Brand Brand” ” Value Value

slide-9
SLIDE 9

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Accountability Accountability

  • Transparent

Transparent

  • Open books/ budget

Open books/ budget

  • Cost

Cost-

  • effective

effective

  • Fulfil donors

Fulfil donors’ ’ requests requests

  • Ethical practises

Ethical practises

  • Raised money spent on programs

Raised money spent on programs

slide-10
SLIDE 10

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Pyramid of Giving Annual Giving Major Giving

Planned Giving

Contact Growth Commitment Identification Information Interest Involvemen t Investment

slide-11
SLIDE 11

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Rosso Rosso’ ’s Concentric Circles s Concentric Circles

slide-12
SLIDE 12

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Fundraising Context Fundraising Context

  • Competition

Competition-

  • need to

need to “ “stand out stand out” ”

  • Privacy legislation

Privacy legislation

  • Harder to recruit volunteers

Harder to recruit volunteers

  • Greater demand

Greater demand -

  • fewer resources

fewer resources

  • More sophisticated donors

More sophisticated donors-

  • want to

want to see concrete results from their see concrete results from their donations donations

  • Corp. employee
  • Corp. employee “

“involvement involvement” ”

slide-13
SLIDE 13

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Fundraising Context (I I ) Fundraising Context (I I )

  • Changing government priorities

Changing government priorities

  • “

“Big money Big money” ” wants big impact wants big impact

  • Fewer donors, giving more

Fewer donors, giving more

  • Strategic philanthropy

Strategic philanthropy

  • Core funding harder to get

Core funding harder to get

slide-14
SLIDE 14

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

I ndividual Challenges I ndividual Challenges

  • Time at a premium

Time at a premium

  • Always on the run

Always on the run

  • Always chasing new money

Always chasing new money

  • Onerous grant applications

Onerous grant applications

  • Little time to think/ dream

Little time to think/ dream

  • I nformation overload

I nformation overload

  • Changing technologies

Changing technologies

  • Changing environment

Changing environment

  • Higher expectations

Higher expectations -

  • harder to

harder to meet increasing demands meet increasing demands

slide-15
SLIDE 15

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Keys Success Factors Keys Success Factors

  • Excellent programs

Excellent programs

  • Commitment, passion, investment

Commitment, passion, investment

  • Expertise/ knowledge

Expertise/ knowledge

  • Achievable

Achievable strategic plan strategic plan with with

– – Cost

Cost-

  • effective/ time efficient

effective/ time efficient techniques techniques that work form strength that work form strength

  • Standing out from the crowd

Standing out from the crowd

slide-16
SLIDE 16

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Key Success Factors (I I ) Key Success Factors (I I )

  • Volunteers/ champions

Volunteers/ champions

  • Connections

Connections

  • Case for support

Case for support

  • Testimonials

Testimonials

  • Targeted prospect list

Targeted prospect list

  • Recognition/ stewardship

Recognition/ stewardship

  • Evaluation

Evaluation

slide-17
SLIDE 17

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Volunteers Volunteers

  • Define what skills etc you are looking for

Define what skills etc you are looking for

  • Write the position descriptions

Write the position descriptions

  • Advertize: Boardmatch, newspapers, volunteer

Advertize: Boardmatch, newspapers, volunteer bureau, bureau,

  • Use word of mouth

Use word of mouth

  • I nterview

I nterview

  • Assign specific task

Assign specific task

  • Orient and train

Orient and train

  • Support

Support

  • Recognize their efforts

Recognize their efforts

  • Evaluate

Evaluate

slide-18
SLIDE 18

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Connections Connections

  • Fundraising is more about

Fundraising is more about who you know than what who you know than what you know. you know.

  • Do a

Do a “ “connections connections” ” exercise to find out who exercise to find out who your board, volunteers your board, volunteers know know

slide-19
SLIDE 19

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Capacity Building Capacity Building -

  • Definition

Definition

A process of strengthening A process of strengthening

  • rganizations in ways that improve
  • rganizations in ways that improve

their performance and impact to their performance and impact to create healthy communities. I t can create healthy communities. I t can include enhancing skills, systems, include enhancing skills, systems, and resources that organizations and resources that organizations and communities need to adapt and and communities need to adapt and thrive in a fast changing world. thrive in a fast changing world.

Ann Ann Philbin Philbin

slide-20
SLIDE 20

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Dictionary Definition Dictionary Definition Capacity Capacity

CAPACI TY CAPACI TY

  • The power to hold, receive or

The power to hold, receive or accommodate accommodate AT CAPACI TY AT CAPACI TY

  • I n service or production with all

I n service or production with all facilities utilized facilities utilized

  • At maximum production

At maximum production

slide-21
SLIDE 21

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

I n a Nutshell I n a Nutshell

  • Getting more

Getting more

  • Getting better

Getting better

  • Getting sustainability

Getting sustainability

slide-22
SLIDE 22

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Exercise: Fundraising Exercise: Fundraising Capacity Assessment Tool Capacity Assessment Tool

  • See attachment Draft

See attachment Draft Agency Agency Fundraising Capacity I nventory Fundraising Capacity I nventory, ,

  • Take a few minutes and fill it out

Take a few minutes and fill it out

slide-23
SLIDE 23

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Planning Planning

  • “

“Thinking ahead, thinking always Thinking ahead, thinking always

  • f trying to do more, brings a
  • f trying to do more, brings a

state of mind in which nothing state of mind in which nothing seems impossible. seems impossible.” ”

Henry Ford Henry Ford

slide-24
SLIDE 24

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Strategy Strategy

  • An organized response to the

An organized response to the environment, based upon a environment, based upon a particular set of goals, that seeks particular set of goals, that seeks

  • ptimal benefits to the
  • ptimal benefits to the
  • rganization members and clients
  • rganization members and clients

by building on strengths and/ or by building on strengths and/ or building up weaknesses in order to building up weaknesses in order to pursue the greatest possible pursue the greatest possible advantage of opportunities. advantage of opportunities.” ”

– – Tom Shuler Tom Shuler

slide-25
SLIDE 25

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Components of Capacity Components of Capacity to be discussed today to be discussed today

  • Planning your fundraising

Planning your fundraising

  • Philanthropic culture

Philanthropic culture

  • Standing out from the crowd

Standing out from the crowd

  • writing an effective case for

writing an effective case for support support

slide-26
SLIDE 26

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Planning Process Planning Process

  • Evaluation/ internal audit/ consult

Evaluation/ internal audit/ consult

  • External scan

External scan

  • Goals, objectives and benchmarks

Goals, objectives and benchmarks

  • Choosing fundraising programs

Choosing fundraising programs

  • Policies and procedures

Policies and procedures

  • Recognition and stewardship

Recognition and stewardship

  • Roles/ responsibilities

Roles/ responsibilities

  • I mplementation tools

I mplementation tools

  • Evaluation

Evaluation

slide-27
SLIDE 27

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Why Plans Fail Why Plans Fail

  • Did not involve

Did not involve key stakeholders key stakeholders

  • Goals unrealistic

Goals unrealistic

  • No investment

No investment

  • Not cost

Not cost-

  • effective

effective

  • Not time

Not time-

  • efficient

efficient

  • Lack of diversity

Lack of diversity

  • Lack of volunteers

Lack of volunteers

  • No action plan

No action plan (concepts only) (concepts only)

  • Does not reflect

Does not reflect needs needs

  • No of contingency

No of contingency plans plans

slide-28
SLIDE 28

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Planning Process Planning Process

  • I nternal Audit

I nternal Audit

– – evaluate fundraising to date

evaluate fundraising to date-

  • do you

do you have a plan have a plan

– – do analysis of returns

do analysis of returns

– – what is working , what needs

what is working , what needs “ “repair repair’ ’, , what needs to be dropped. what needs to be dropped.

– – review materials including case for

review materials including case for support support

slide-29
SLIDE 29

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Boston Matrix

DECAYI NG DECAYI NG DOG DOG CASH CASH COWS COWS PROBLEM PROBLEM CHI LD CHI LD

I NNOVATI ONS I NNOVATI ONS

RI SI NG RI SI NG STARS STARS Return

+

–

Growth

+

–

slide-30
SLIDE 30

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Audit (I I ) Audit (I I )

– – I nterview

I nterview clients,Board,staff,volunteers clients,Board,staff,volunteers

  • why do they work, volunteer, give

why do they work, volunteer, give

  • SWOT

SWOT

  • ideas

ideas

– – I nterview donors

I nterview donors

  • why do they give to you

why do they give to you

  • do you communicate with them well

do you communicate with them well enough enough

  • do you recognize them well enough

do you recognize them well enough

slide-31
SLIDE 31

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

SWOT SWOT

  • With respect to fundraising:

With respect to fundraising:

  • What are your strengths?

What are your strengths?

  • Weaknesses?

Weaknesses?

  • Opportunities?

Opportunities?

  • Threats?

Threats?

slide-32
SLIDE 32

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Questions to ask Questions to ask

  • What is our level of our fundraising

What is our level of our fundraising expertise/ knowledge? expertise/ knowledge?

  • Do we have quality leadership

Do we have quality leadership-

  • Board,

Board, staff and volunteers? Are they staff and volunteers? Are they committed, passionate committed, passionate

  • Are there clear roles, responsibilities

Are there clear roles, responsibilities and authority? and authority?

  • Do we have fundraising polices and

Do we have fundraising polices and procedures in place? procedures in place?

slide-33
SLIDE 33

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Questions to ask (I I ) Questions to ask (I I )

  • I s your technology adequate and

I s your technology adequate and up up-

  • to

to-

  • date?

date?

  • Do you have a recognition scheme

Do you have a recognition scheme in place? in place?

  • Are you stewarding your donors

Are you stewarding your donors well? well?

  • Does your organization reflect the

Does your organization reflect the diversity of your stakeholders? diversity of your stakeholders?

slide-34
SLIDE 34

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Questions to ask (I I I ) Questions to ask (I I I )

  • Have to you explored any partnership

Have to you explored any partnership

  • pportunities?
  • pportunities?
  • Do you evaluate your fundraising

Do you evaluate your fundraising programs regularly? programs regularly?

  • Do your newsletters, annual

Do your newsletters, annual accountability reports, websites, accountability reports, websites, brochures all have a fundraising brochures all have a fundraising element? element?

  • Do you collect testimonials?

Do you collect testimonials?

slide-35
SLIDE 35

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Questions to ask (I V) Questions to ask (I V)

  • Do you have naming

Do you have naming

  • pportunities?
  • pportunities?
  • Do you have a speakers

Do you have a speakers’ ’ bureau? bureau?

  • Do you have a celebrity chair?

Do you have a celebrity chair?

  • What is your positioning?

What is your positioning?

  • Do you have services/ expertise

Do you have services/ expertise you can charge a fee for? you can charge a fee for?

  • For what exactly do you need to

For what exactly do you need to raise money and what is your raise money and what is your goal? goal?

slide-36
SLIDE 36

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Questions to ask (V) Questions to ask (V)

  • What is your profile in your

What is your profile in your community? community?

  • Do you have connections to

Do you have connections to “ “money money” ”? ?

  • Who are the key players in your

Who are the key players in your sector? sector?

  • Do you have a fundraising committee

Do you have a fundraising committee – – what is its role? what is its role?

  • Do all board members make a financial

Do all board members make a financial donation? donation?

slide-37
SLIDE 37

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

External Assessment External Assessment

  • External Assessment

External Assessment

– – other organizations how do similar

  • ther organizations how do similar
  • nes raise money), fundraisers
  • nes raise money), fundraisers

– – trends, economy in your community

trends, economy in your community

slide-38
SLIDE 38

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Components of Capacity Components of Capacity to be discussed today to be discussed today

Planning your fundraising Planning your fundraising

  • Philanthropic culture

Philanthropic culture

  • Standing out from the crowd

Standing out from the crowd

  • writing an effective case for

writing an effective case for support support

slide-39
SLIDE 39

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Philanthropic Culture Philanthropic Culture Definition Definition

“ “An understanding of and respect An understanding of and respect for the way philanthropy helps an for the way philanthropy helps an

  • rganization achieve its mission.
  • rganization achieve its mission.

A culture in which every member A culture in which every member

  • f the organization understands
  • f the organization understands

the role they can play in achieving the role they can play in achieving fundraising goals. fundraising goals.” ”

Ketchum Canada I nc Ketchum Canada I nc

slide-40
SLIDE 40

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

7 Characteristics of a 7 Characteristics of a Philanthropic Culture Philanthropic Culture

  • 1. Role of philanthropy in achieving the
  • 1. Role of philanthropy in achieving the

mission is well mission is well-

  • understood.

understood.

  • 2. Unwavering support from leaders is
  • 2. Unwavering support from leaders is

widely evident. widely evident.

  • 3. Accountability is deeply ingrained
  • 3. Accountability is deeply ingrained

throughout the organization. throughout the organization.

  • 4. Development is recognized as a core
  • 4. Development is recognized as a core

function function.

.

slide-41
SLIDE 41

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

7 Characteristics of a 7 Characteristics of a Philanthropic Culture Philanthropic Culture

  • 5. Donors, beneficiaries, have
  • 5. Donors, beneficiaries, have
  • pportunities to interact.
  • pportunities to interact.
  • 6. Donors are valued for more than
  • 6. Donors are valued for more than

just financial support. just financial support.

  • 7. Philanthropic success is
  • 7. Philanthropic success is

celebrated. celebrated.

Ketchum Canada I nc. Ketchum Canada I nc.

slide-42
SLIDE 42

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Developing a Developing a Philanthropic Culture Philanthropic Culture

  • EVERYONE has to be aware of plans

EVERYONE has to be aware of plans and has to understand the need and has to understand the need

  • Board training in roles and

Board training in roles and responsibilities and basic concepts responsibilities and basic concepts

  • Support as able

Support as able

  • Receptionists can answer basic

Receptionists can answer basic questions questions

  • I nternal updates

I nternal updates-

  • communication

communication

  • High priority on Board agenda

High priority on Board agenda

slide-43
SLIDE 43

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Exercise Exercise

  • List ways in which members of

List ways in which members of your organization can play a role your organization can play a role in achieving fundraising goals: in achieving fundraising goals:

  • Receptionist, support staff

Receptionist, support staff

  • Program staff

Program staff

  • Board member without

Board member without connections connections

slide-44
SLIDE 44

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Components of Capacity Components of Capacity to be discussed today to be discussed today

Planning your fundraising Planning your fundraising Philanthropic culture Philanthropic culture

  • Standing out from the crowd

Standing out from the crowd

  • writing an effective case for

writing an effective case for support support

slide-45
SLIDE 45

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Standing out from the Standing out from the crowd crowd

  • Good stewardship

Good stewardship

  • Thank donors quickly

Thank donors quickly

  • Send mid

Send mid-

  • grant reports

grant reports

  • Send a welcome package for new

Send a welcome package for new donors donors

slide-46
SLIDE 46

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Components of Capacity Components of Capacity to be discussed today to be discussed today

Planning your fundraising Planning your fundraising Philanthropic culture Philanthropic culture Standing out from the crowd Standing out from the crowd

  • writing an effective case for

writing an effective case for support support

slide-47
SLIDE 47

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Writing and Effective Writing and Effective Case for Support Case for Support

  • Critique current versions

Critique current versions

  • I nterview donors

I nterview donors

  • I nterview program participant

I nterview program participant

  • Develop your positioning statement

Develop your positioning statement

  • Talk about impact

Talk about impact

  • Use testimonials

Use testimonials

  • Use catchy headings

Use catchy headings

  • Use statistics

Use statistics

slide-48
SLIDE 48

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

What makes a good letter What makes a good letter

  • Write a two

Write a two-

  • page letter (or three

page letter (or three IF

IF you have

you have something to say!) something to say!)

  • The content must explain why you deserve

The content must explain why you deserve support support — — I MPACT. I MPACT.

  • I t is a personal letter so indent the

I t is a personal letter so indent the paragraphs. paragraphs.

  • Make it sound like it is being written to one

Make it sound like it is being written to one person only. person only.

  • Count the

Count the “ “number of times you use the word number of times you use the word “ “you you” ”— —there should be many more than the there should be many more than the sum of sum of “ “we we” ”, , “ “I I ” ” , , “ “the campaign the campaign” ”. .

  • The person who signs is very important

The person who signs is very important— —is it is it the Executive Director, President, a the Executive Director, President, a “ “client client” ”, , a celebrity? a celebrity?

slide-49
SLIDE 49

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

A good letter (I I ) A good letter (I I )

  • There must be a PS

There must be a PS -

  • which basically

which basically summarizes the reason for the letter. summarizes the reason for the letter.

  • Use short sentences and paragraphs.

Use short sentences and paragraphs.

  • You must ask for a specific amount of money

You must ask for a specific amount of money

  • r an range. I f you can segment your list into
  • r an range. I f you can segment your list into

potential giving ranges this range can vary potential giving ranges this range can vary— — the response coupon needs to match, of the response coupon needs to match, of course. course.

  • Convey a sense of urgency/ emotion.

Convey a sense of urgency/ emotion.

  • Print on both sides

Print on both sides— —environment. environment.

  • Show you have widespread support.

Show you have widespread support.

  • Use a font that looks like a typewriter

Use a font that looks like a typewriter – – courier 12. courier 12.

  • Use bullets.

Use bullets.

slide-50
SLIDE 50

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

The Rest of the Package The Rest of the Package

  • The response coupon

The response coupon

  • Give the option boxes

Give the option boxes — —the amounts the amounts should be quite close together. should be quite close together.

  • You can send different ranges of

You can send different ranges of

  • ptions to different people by
  • ptions to different people by

segmenting your list according to segmenting your list according to history history

  • Collect name, address, phone and

Collect name, address, phone and email on the coupon email on the coupon

  • Have a first statement like: Yes! I

Have a first statement like: Yes! I want to support want to support …… ……. .

slide-51
SLIDE 51

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

The Package (I I ) The Package (I I )

  • Outside envelope

Outside envelope

  • I f using a well

I f using a well-

  • known personality to sign the

known personality to sign the letter, put their name on the outside of the letter, put their name on the outside of the envelop in top left hand corner. envelop in top left hand corner.

  • Enclosure

Enclosure

  • Enclose for example a

Enclose for example a “ “cases study cases study” ”, a note , a note from a from a “ “client client” ”

  • Reply envelope

Reply envelope

  • include a self

include a self-

  • addressed return envelope.

addressed return envelope.

  • Consider putting a stamp on any potentially

Consider putting a stamp on any potentially high donors high donors

slide-52
SLIDE 52

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Exercise Exercise

  • Critique letters/ packages

Critique letters/ packages

  • Turn to handout

Turn to handout “ “The The Copywriter Copywriter” ” re re-

  • the letter

the letter

slide-53
SLIDE 53

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Elements of a Successful Elements of a Successful Proposal Proposal

  • I ntroduction

I ntroduction

  • I ssue/ need

I ssue/ need

  • Those who benefit

Those who benefit

  • Programmes/ services

Programmes/ services

  • Benefits/ I mpact

Benefits/ I mpact

  • Achievements

Achievements

  • Partnerships

Partnerships

  • Request

Request

slide-54
SLIDE 54

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Tips on proposal Writing Tips on proposal Writing

  • Start with the important things

Start with the important things

  • The opening should grab them

The opening should grab them

  • Write in the 3

Write in the 3rd

rd person

person

  • Avoid jargon

Avoid jargon -

  • write in plain language

write in plain language

  • Avoid use of words like unique,

Avoid use of words like unique, innovative unless true innovative unless true-

  • which is rare

which is rare

slide-55
SLIDE 55

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Proposal Writing (I I ) Proposal Writing (I I )

  • Work in a couple of one sentence

Work in a couple of one sentence testimonials testimonials

  • Be brief

Be brief

  • Be positive

Be positive --

  • - XYZ

XYZ will will do..... As opposed do..... As opposed to XYZ would like to.... to XYZ would like to....

  • Use simple sentences

Use simple sentences

  • Ensure spelling and grammar are correct

Ensure spelling and grammar are correct

  • Ask for a specific amount

Ask for a specific amount

slide-56
SLIDE 56

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Sponsorship Sponsorship

Sponsorship: Sponsorship:

  • Cash and/ or in

Cash and/ or in-

  • kind fee to event,

kind fee to event, facility, organization in return for facility, organization in return for access to exploitable commercial access to exploitable commercial potential. potential.

  • Used by corporations to drive sales of

Used by corporations to drive sales of products/ services, generate brand products/ services, generate brand awareness and build brand loyalty awareness and build brand loyalty among customers and stakeholders among customers and stakeholders

WAM WAM

slide-57
SLIDE 57

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Research Research

  • Declared interest in your activities

Declared interest in your activities

  • Overlapping target audiences

Overlapping target audiences

  • Values alignment

Values alignment

  • Connection

Connection

  • Look for new product launches

Look for new product launches

slide-58
SLIDE 58

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

What makes a Good What makes a Good Sponsorship Package? Sponsorship Package?

  • Basic details of the property and the

Basic details of the property and the

  • rganization
  • rganization
  • Fact sheet

Fact sheet-

  • demographics/ reach etc

demographics/ reach etc

  • Opportunities for customer

Opportunities for customer “ “rewards rewards” ”

  • Clear levels and benefits

Clear levels and benefits

  • Category exclusivity

Category exclusivity

  • Opportunity to give

Opportunity to give “ “samples samples” ”

  • Lots of lead time

Lots of lead time

slide-59
SLIDE 59

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Exercise Exercise

  • Critique sponsor packages

Critique sponsor packages

slide-60
SLIDE 60

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Components of Capacity Components of Capacity to be discussed today to be discussed today

Planning your fundraising Planning your fundraising Philanthropic culture Philanthropic culture Standing out from the crowd Standing out from the crowd writing an effective case for writing an effective case for support support

slide-61
SLIDE 61

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Today Today’ ’ Agenda Agenda

Some Fundraising concepts Some Fundraising concepts Developing a plan Developing a plan – – initial steps initial steps Developing a philanthropic Developing a philanthropic culture culture Standing out from the crowd Standing out from the crowd Effective case for support Effective case for support

  • Choosing fundraising programs

Choosing fundraising programs

slide-62
SLIDE 62

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Ansoff Matrix X X

RI SKI EST RI SKI EST

MARKETS Current Current New New P R O D U C T S

slide-63
SLIDE 63

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Goals and Objectives Goals and Objectives

  • What are your financial goals? Are

What are your financial goals? Are they realistic? they realistic?

  • Designated or undesignated

Designated or undesignated

  • Timing

Timing -

  • when do you need the

when do you need the money by? money by?

  • Raise awareness?

Raise awareness?

  • Others?

Others?

slide-64
SLIDE 64

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Constraints and Capabilities Constraints and Capabilities

  • Staff time

Staff time

  • Number of volunteers

Number of volunteers

  • Connections

Connections

  • I mage/ profile

I mage/ profile

  • Upfront money available

Upfront money available

  • Competition

Competition

  • Technology

Technology

slide-65
SLIDE 65

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Choose a Mix of Choose a Mix of Techniques Techniques

  • Based on:

Based on:

– – constraints and capabilities

constraints and capabilities

– – goals and objectives

goals and objectives

– – income projections

income projections

– – future growth

future growth

– – cost

cost-

  • effectiveness

effectiveness

– – risk

risk

– – repeatability (special events)

repeatability (special events)

slide-66
SLIDE 66

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Cost to Raise a Dollar Cost to Raise a Dollar

  • Face

Face-

  • to

to-

  • face

face 10 10-

  • 20 cents

20 cents

  • Direct Mail renewal

Direct Mail renewal 20 cents 20 cents

  • Direct mail

Direct mail -

  • prospecting 90

prospecting 90-

  • 1.25 cents

1.25 cents

  • Special events

Special events 50 cents 50 cents

  • Corporations

Corporations 20 cents 20 cents

  • Foundations

Foundations 20 cents 20 cents

  • Products

Products 35 cents 35 cents

  • Planned Giving

Planned Giving 25 cents 25 cents

  • Gaming

Gaming 23 cents 23 cents

slide-67
SLIDE 67

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Mailings Mailings -

  • Pros

Pros

  • Cost

Cost-

  • effective

effective

  • Time

Time-

  • efficient

efficient

  • Repeat requests

Repeat requests

  • Fairly personal

Fairly personal

  • Measurable

Measurable

  • Education element

Education element

  • Good for small/ mid

Good for small/ mid level donors level donors

  • Growth possible

Growth possible

  • Segmentation leads

Segmentation leads to more to more personalization personalization

  • Can be used for

Can be used for “ “political political” ” work work

  • (

( un)designated un)designated money money

  • Can test

Can test

  • Fairly quick response

Fairly quick response

slide-68
SLIDE 68

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Mailings Mailings -

  • Cons

Cons

  • Low response rate

Low response rate

  • Need upfront money

Need upfront money

  • I ncreasingly competitive

I ncreasingly competitive

  • Donor fatigue

Donor fatigue

  • Cost ratios going up

Cost ratios going up

  • Potential mail strikes

Potential mail strikes

  • United Way organizations need to

United Way organizations need to watch timing watch timing

slide-69
SLIDE 69

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Personal Solicitation Personal Solicitation -

  • Pros

Pros

  • High success rate

High success rate

  • Cost

Cost-

  • effective

effective

  • Dollar raised per

Dollar raised per hour is high hour is high

  • Raise large gifts

Raise large gifts

  • Most personal

Most personal

  • Most under

Most under-

  • utilized method

utilized method

  • Growth is there

Growth is there

  • Get loyal donors

Get loyal donors

  • Good way to

Good way to involve involve volunteers volunteers

  • Can be

Can be designated or designated or undesignated undesignated

  • Can upgrade

Can upgrade donors donors

slide-70
SLIDE 70

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Personal Solicitation Personal Solicitation -

  • Cons

Cons

  • Takes time to develop

Takes time to develop relationships relationships

  • Well

Well-

  • trained volunteers

trained volunteers

  • Well

Well-

  • developed kit

developed kit

  • Time to develop list of prospects

Time to develop list of prospects

  • Staff time upfront to develop kits,

Staff time upfront to develop kits, train and so on train and so on

slide-71
SLIDE 71

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

The Underlying Principle The Underlying Principle

  • Get the

Get the right right person person

  • To ask the

To ask the right right person person

  • I n the

I n the right right way way

  • For the

For the right right amount of money amount of money

  • For the

For the right right reason reason

  • At the

At the right right time time

slide-72
SLIDE 72

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Foundations Foundations

Pros Pros

  • Cost

Cost-

  • effective

effective

  • Time

Time-

  • efficient

efficient

  • Operating,

Operating, project, project, programme funds programme funds

  • Can get large gifts

Can get large gifts

  • Mostly clear

Mostly clear guidelines guidelines Cons Cons

  • A few may not

A few may not fund United Way fund United Way

  • rgs
  • rgs
  • Deadlines may

Deadlines may not coincide with not coincide with yours yours

  • Response time

Response time may be long may be long

slide-73
SLIDE 73

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Corporations Corporations

Pros Pros

  • Cost

Cost-

  • effective

effective

  • Time

Time-

  • efficient

efficient

  • I n

I n-

  • kind, volunteers

kind, volunteers

  • Credibility

Credibility

  • Potential for annual

Potential for annual support support

  • Designated or

Designated or undesignated funds undesignated funds

Cons Cons

  • Conservative giving

Conservative giving patterns patterns

  • Chances of success

Chances of success -

  • low

low

  • UW restricted lists

UW restricted lists

  • Potential control

Potential control issues issues

slide-74
SLIDE 74

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Bequests Bequests

Pros Pros

  • Big return on

Big return on investment investment -

  • very

very cost cost-

  • effective

effective

  • Easy to get going

Easy to get going

  • Little financial

Little financial investment investment

  • Time

Time-

  • efficient

efficient

  • (

( Un)designated Un)designated

Cons Cons

  • Pay back long

Pay back long term term

  • Predictions hard

Predictions hard

  • 70%

70% -

  • no wills

no wills

  • Contested wills

Contested wills

  • Best with loyal

Best with loyal base base

  • Technicalities

Technicalities

  • Morbidity

Morbidity

slide-75
SLIDE 75

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Special Events Special Events -

  • Pros

Pros

  • Fun

Fun

  • Potential new

Potential new donors donors

  • May increase

May increase public awareness public awareness

  • Can target donors

Can target donors

  • Mobilizes

Mobilizes volunteers volunteers

  • Ways to find new

Ways to find new volunteers volunteers

  • Source of

Source of undesignated undesignated money money

  • Can raise money

Can raise money

  • Opportunities for

Opportunities for sponsorships sponsorships

slide-76
SLIDE 76

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Special Events Special Events -

  • Cons

Cons

  • VERY labour intensive

VERY labour intensive

  • Not cost

Not cost-

  • effective

effective -

  • 50 cent dollar

50 cent dollar

  • Risks

Risks

  • Profit/ person hour small

Profit/ person hour small

  • Lots of planning

Lots of planning

  • Can lose money

Can lose money

  • UW members may have restrictions

UW members may have restrictions

slide-77
SLIDE 77

Mo Davies: 416 Mo Davies: 416-

  • 752

752-

  • 5855

5855 modavies@sympatico.ca modavies@sympatico.ca www.daviesfundraising.com www.daviesfundraising.com

Development Launch Growth Maturity Decline

TIME PROFIT