Making king Your ur Case se for Sup uppo port June 7, 2019 - - PowerPoint PPT Presentation

Making king Your ur Case se for Sup uppo port

June 7, 2019 Learn24 Network Conference

www.FundEDStrategies.com

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“Competition to be the best leads to imitation. Competition to be unique leads to innovation.”

• - Michael Porter

Presentat esentation ion Age genda nda

• 1. Introductions (5 minutes)
• 2. About Us
• 3. Overview of Fundraising
• 4. What is a Case for Support?
• 5. Developing Your Case for Support
• 6. Questions & Answers

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Intr trod

• ductions

uctions

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• 1. Name
• 2. Position
• 3. Organization
• 4. Do you have a Case for Support?

Presentat esentation ion Age genda nda

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• 1. Introductions
• 2. About Us (2 minutes)
• 3. Overview of Fundraising
• 4. What is a Case for Support?
• 5. Developing Your Case for Support
• 6. Questions & Answers

Abo bout ut Us

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We support schools, education focused organizations and small to mid-sized nonprofits start, scale, and sustain their fundraising and strategy operations.

10+ 0+

Years of Experience working as a nonprofit development leader

$1 $10m 0m

The amount raised for

• rganizations by diversifying

revenue

John Campbell, CFRE Principal

Presentat esentation ion Age genda nda

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• 1. Introductions
• 2. About Us
• 3. The Fundraising Landscape (5 minutes)
• 4. What is a Case for Support?
• 5. Developing Your Case for Support
• 6. Questions & Answers

The he Fundraising undraising Landscape andscape

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$4 $410B 0B

The total amount Americans gave to charitable

• rganizations in 2017

85% 85%

Percentage of charitable giving that comes from individuals, bequests, and small family foundations

$60B $60B

The amount raised specifically for education (only surpassed by religion)

The he Fundraising undraising Lif ife e Cycle cle

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Case for Support Identification Qualification Cultivation Solicitation Stewardship

Presentat esentation ion Age genda nda

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• 1. Introductions
• 2. About Us
• 3. The Fundraising Landscape
• 4. What is a Case for Support? (5 minutes)
• 5. Developing Your Case for Support
• 6. Questions & Answers

Wh What t is a s a case se for

• r su

supp ppor

• rt?

t?

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Should br bring a d a donor nor al along ng on a journey.

Tells ls an inspiring piring stor

• ry.

Explai plains ns why your work rk is impor

• rtan

tant. t. Tells ls the funder r why they y should uld suppor port t your organization, anization, now.

Wh What t is a s a case se for

• r su

supp ppor

• rt?

t?

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Case for support

Annual Appeals Major Donor Collateral Presentations Speeches Donor Conversations Videos Social Media Website Newsletters

The case for support is the set of messages you communicate to prepare your prospective donors to make a financial gift

Presentat esentation ion Age genda nda

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• 1. Introductions
• 2. About Us
• 3. The Fundraising Landscape
• 4. What is a Case for Support?
• 5. Developing Your Case for Support (40 minutes)
• 6. Questions & Answers

De Developing eloping you

• ur Case

se for

• r Sup

uppor port

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_______ ____ Tell l an n inspiring piring stor

• ry.

Step ep 1: As Ask Que uest stions ions – Inter ervie view Stakeho holders lders

• How did you become involved in the organization?
• What do you love most about your involvement?
• Tell me your fondest memory of the organization.
• How do you see the impact of our work?

Step ep 2: Ex Exami mine ne the e An Answers

• Where is the energy coming from?
• What are people really saying?
• Are there consistencies from the interviews?
• What are people note talking about?

De Developing eloping you

• ur Case

se for

• r Sup

uppor port

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_______ ____ Explain plain why your work rk is impor

• rta

tant nt

Six eleme ements nts of a case e for sup uppor

• rt
• 1. Context (Where are we?)
• 2. Impetus (Why is this urgent?)
• 3. Vision (What will be different?)
• 4. Credential (Why us?)
• 5. Plan (What we will do with your gift?)
• 6. Appeal (What are we asking you to do?)

De Developing eloping you

• ur Case

se for

• r Sup

uppor port t - CON ONTEXT TEXT

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Context xt crea eates es mea eanin ing

With your support, we will grow our program to serve 500 kids in the years ahead Nearly 10,000 children in our community don’t have access to quality OST programming _______ ____ Explain plain why your work rk is impor

• rta

tant nt

De Developing eloping you

• ur Case

se for

• r Sup

uppor port t - CON ONTEXT TEXT

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Context xt crea eates es mea eanin ing

With your support, we will grow our program to serve 500 kids in the years ahead Over the last five years, we’ve built the city’s most exciting OST program – delivering measurable impact for every child as we’ve grown to reach 100 children every year _______ ____ Explain plain why your work rk is impor

• rta

tant nt

De Developing eloping you

• ur Case

se for

• r Sup

uppor port t - IMP MPETUS ETUS

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Wh Why is is t this is urge gent now?

Threa reat t – “unless we take action today…” Opportu tunity nity – “Imagine what we could do it…” Respon ponsibility ibility – “The solution depends on us…”

_______ ____ Explain plain why your work rk is impor

• rta

tant nt

De Developing eloping you

• ur Case

se for

• r Sup

uppor port t - Vi Visi sion

• n

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What’s it all about?

“This campaign is all about ….” “If you only remember one thing…” What’s going to be different? “We believe….” _______ ____ Explain plain why your work rk is impor

• rta

tant nt

De Developing eloping you

• ur Case

se for

• r Sup

uppor port t - Credential edential

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Wh Why are y e you u the e rig ight orga ganiz ization ation for r the jo e job? b?

Uni Uniquen eness ess – “No one else has the capacity to solve this..” “The world needs us.” Effic icac acy – “The proof is in our outcomes.” “We never stop rethinking our program/strategy.” Int nteg egrity rity - ”We take on the cases others run away from.” “Everything we do begins from our mission.” Stren rengt gth – “The school we love is stronger than ever.” “We’re building

• n success.”

_______ ____ Explain plain why your work rk is impor

• rta

tant nt

De Developing eloping you

• ur Case

se for

• r Sup

uppor port t - Plan an

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Be a e as concret crete e as y you u can about t your r pl plans.

Identify what the top five benefits of your program, school, plans for the future. What do you plan to do with the money you raise?

• Scale,
• Support general operating,
• Develop a new program, etc.

_______ ____ Explain plain why your work rk is impor

• rta

tant nt

De Developing eloping you

• ur Case

se for

• r Sup

uppor port t - App ppeal eal

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Wh What are w e we as e askin ing a do g a donor to do do?

Are we asking a donor to something? Be something? Take on a specific role? “Be the fuel” Give back Leave a legacy Lead the community forward through your philanthropy Be part of the solution. Join us _______ ____ Explain plain why your work rk is impor

• rta

tant nt

De Developing eloping you

• ur Case

se for

• r Sup

uppor port

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_______ ____ Tell l the fun under er why they y should uld suppor

• rt

t your

• rganization

anization, , now

Thin ink ah ahea ead. d.

What will donors need to know? What objections will we face? What questions will donors ask?

De Developing eloping you

• ur Case

se for

• r Sup

uppor port

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_______ ____ Remo move Obst stacles cles

Def efin inin ing g the Ga e Gap p – EdF dFuel el Example mple

Our schools and students can’t afford to lose great people. The consequences are too great. That’s why we need you, today more than ever. Standing shoulder-to-shoulder to build the capacity of a school is expensive. Designing inclusive and equitable talent systems takes intentionality and financial resources. Serving as a thought leader and undertaking comprehensive research requires investment of both time and money. But the risk of not investing in people is catastrophic.

De Developing eloping you

• ur Case

se for

• r Sup

uppor port

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_______ ____ Remo move Obst stacles cles

The revenue we take in from schools, districts, and government funding combined pays for nearly eighty percent of these ongoing expenses. We rely

• n donors like you to make up the difference.

We ur urgently ently need eed your r help p to crea eate e the e conditions nditions for every y studen udent t to achie ieve e at the e highe hest st level els. s.

Presentat esentation ion Age genda nda

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• 1. Introductions
• 2. About Us
• 3. The Fundraising Landscape
• 4. What is a Case for Support?
• 5. Developing Your Case for Support
• 6. Questions & Answers (20 minutes)

www.Fund undEDS EDStrat trategies. egies.com

• m

1200 18th Street, Suite 700 Washington DC, 20036 717.919.3220 John@FundEDStrategies.com