1. Fundraising 101
“Fundraising is the gentle art of teaching others the joy of giving.” -Hank Rosso

2. What do you want to get out of this session?

3. Do you ever feel this way?

4. Agenda Setting Goals Building Your Case for Support
Where Do We Raise those Funds?
Fundraising Roles
Making the Ask
Question and Answers
Take Aways for Greatest Impact

5. Who do you not give to Why not?
Why Do People Give?
Who do you give to? Why?
Who do you not give to Why not?
Have you stopped giving to anyone? Why?

6. Who Gives the Money?

7. Which Type of Fundrsaising Has the Best Response Rate?
Face-to-Face Fundraising: 65%
Telephone Fundraising: 35%
Direct Mail Renewal: 20%
Direct Mail Acquisition: 1-1 ½ %
Grant Proposal Writing: %
Events: Can’t always measure # of Contacts
Internet Fundraising/Social Media: Can’t measure # of Contacts

8. Making a Plan “We don’t exist to raise money but we won’t exist if we don’t’ raise money” A. Carmichael
Get input from you board, staff and volunteers and designate a fundraising committee.
Identify your organizations assets and determine how fundraising relates to your mission
Assess your fundraising history.
Create a realistic monetary goal.
Create realistic activity goals.
Forecast.
Outline your strategy to meet your goals.
Create a timeline for your plan’s completion.
Put it all together in your plan.

9. What Gets Measured Gets Done
When it’s all said and done, measure your outcomes!

10. Building Your Case for Support

11. Key Elements of a Good Case Statement
A Case Statement is the Reason for Our Existence!!!
A good Case Statement Should Include:
A Summary of the Organization
The Mission description or statement
A Brief, relevant history
A Compelling Reason for our existence
A Project description
A Project benefits
Endorsements from the community
Giving opportunities and forms of giving and donor recognition
**See detailed handout on building a case statement

12. Individuals Churches Foundations Corporations Events
Where Do We Raise Funds?
Individuals
Churches
Foundations
Corporations
Events
Social Media/Online

13. The One Common Denominator
RELATIONSHIPS
Donors don’t give to institutions. They invest in ideas and people in whom they believe G.T. Smith

14. No matter the source, it always comes down to asking People
People make the decisions at corporations.
People make the decisions at foundations.
Direct mail goes to people.
Events are attended by people.
People make the decisions in churches.
Social Media is made up of………you got it……..people!!!
We Need To Build Strong Relationships With People!!!

16. Who are our fundraisers?
Staff
Volunteers
Board
Donors

17. Why is Asking so Scary?

18. How many of us in this room are offended or angered when asked to support an amazing organization or a worthy cause?

19. So why are we afraid to ask amazing people for help when we know we have an amazing organization made up of other amazing people doing amazing things for more amazing people in amazing ways that is having an amazing impact in our amazing community?

20. 5 Questions to Answer in Your Ask…..
Why are you asking them to give?
What is the impact of their gift?
Why now?
Why should they give?
How much am I asking for?
Now What?

21. What’s the worst that could happen?

22. Now that you’ve made your ask…………..
Don’t do anything!!!!!!!!
Don’t talk yourself out of a gift
Be confident in your ask
Shut-up and enjoy the silence
Stay quiet and listen
Answer their questions succinctly
Don’t assume a question is a “NO”
Let them be the first to talk after the ask
Be patient, they may need to think it over, discuss it with family, check with their board, pray about it
Realize a “No” is rarely a “No Not Ever”
But when you get the “YES”…………………

23. Say THANK YOU!!!!! Say it quick Say it often Be personal and sincere
Give the donor the credit
Show (don’t tell) your donor where their investment went
Repeat and again ALL YEAR LONG!!!!

24. Questions?

25. If you only take 4 things away from this session………
Make a plan and stick to it
Remember, what gets measured gets done!!!
Get out and build relationships
No matter the giving source, it always comes down to relationships with individuals
Don’t be afraid, make the ask
You’re NOT begging for money, you’re providing them an opportunity to invest in a worthy cause where their return on investment are changed lives!!!
I’m here as a resource, use me!!!