1. The Fundamentals of Fundraising © Copyright 2009, NorthSky Nonprofit Network. All rights reserved

2. Workshop Objectives Review the fundraising pyramid Review the development process The Constituency Model Some common definitions Review the elements of a fundraising plan The Ladder of Effectiveness Discuss creating “The Case for Support” Developing a gift range chart Discuss donor acknowledgements Discuss donor databases and tracking

3. Think about the last donation you made? Why did you make the donation? What motivated you? How were you approached? Was this a first time donation?

4. The Fundraising Pyramid Repeat donor First time donor Universe of prospects Major Gift Capital Campaign Planned Gift

5. The Development Process LINKAGEPlanned Gift INVOLVEMENTBig Gift ADVOCACYMajor Gift Special Gift Upgraded donor Repeat donorLINKAGE DonorABILITY ProspectINTEREST

6. Constituency Model Major Donors, Board, Management Clients, Volunteers, Employees, General Donors Former Board, Participants, Former Employees Individuals with Similar Interests The Universe

7. The Fundraising Plan

8. The Ladder of Effectiveness Personal: face-to-face Personal letter (on personal stationary) – With telephone follow-up – Without telephone follow-up Personal telephone – With letter follow-up – Without letter follow-up Personalized letter-Internet Telephone solicitation/ phonathon Impersonal letter/ direct mail/ Internet Impersonal telephone/ telemarketing Fundraising benefit/ special event Door-to-door Media/advertising/Internet

9. Fundraising Matrix Markets Vehicles IndividualsFoundationsCorporationsAssociations/ Churches Government Annual Giving Direct Mail Special Events Capital Campaign Major Gift Project funding Planned Giving

10. Fundraising approaches The Appeal Campaign – program, service, capital Annual- operations Memorial

11. Creating a “Case for Support” Clear Concise Emotional Credible

12. The Gift Range Chart

13. Who are your prospective donors? Linkage Ability Interest How can you reach them?

14. Useful Resources Andyrobinsononline.com Association of Fundraising Professionals-- Afpnet.org Dorothy Johnson Center / Nonprofit Good Practice Guide -- /www.gvsu.edu/jcp/ Board Café– www.compasspoint.org/boardcafe NorthSkynonprofitnetwork.org

15. Questions and perhaps some answers Pam Evans, Program Manager 231.929.3385 pevans@northskynonprofitnetwork.org