This non-profit fundraising presentation was prepared in the summer of 2010 by PHA’s Development Team, Jillian McCabe and Jennifer Kaminski for the benefit of PHA The information, advice and experiences shared in this presentation may be particular to PHA, but in the interest of sharing best practices, Jillian and Jennifer agreed to share this slideshow with the network of international PH associations. For further information about the presentation, please contact Jillian or Jennifer at the addresses provided. We hope this slide-set will inspire additional conversation among leaders. Please feel free to to share your own experiences and

Fundraising is only 20% “asking for money.” Fundraising is 80% building relationships.

 Who gives you birthday presents? Why?  Isn’t it the same with charitable gifts? › You’re not going to give someone you’ve never heard of $1,000 – are you?

 From Heart… › Donors make gifts because they CARE about the cause. It’s a fundraiser’s job to show them why to care.  To Head… › Donors make gifts to specific nonprofits because they know they are responsible and will be effective in creating change.  To Wallet

 Create major donors, not major donations  Treat the donor like an investor, not an ATM machine.  Listen to your donors. They should do MOST of the talking.  Create relationships for today and tomorrow  Thanking our donors is the most important thing a fundraiser does.

Who is a fundraiser?

SSlugs and Traces Everyone at an organization leaves a mark on a potential donor – hopefully by being warm, professional, informed and friendly. TThe Snowball Effect One good experience for a donor can lead to bigger donations or increased involvement down the road. DDonors fund programs not people ›N›Nonprofits tell donors about what program staff is doing, NOT about what fundraising staff is doing!

Common mistakes in fundraising

 Failing to do your homework  Apologizing for your request (they’re called charitable “gifts” for a reason!)  Making promises you can’t keep  Love ‘Em and Leave ‘Em (not developing ways to keep donors engaged after the gift has been made, for example through newsletters or annual reports.)  Not saying thank you

Where the money comes from

“Although money cannot buy social change, no significant change can happen without it.” - George Pillsbury

Foundations  Private Foundations  Family Foundations  Government Grants

Special Events  Formal Galas  Celebrity events  Walks, Races and Marathons  …the sky’s the limit!

Individuals  Direct Mail  Membership  Telethons and Calling Banks  Celebration and Tribute Giving  Major Giving  Monthly Giving  Planned Giving  Online Giving  Workplace Giving

Corporations  Event Sponsorship  Program or Project Sponsorship  Strategic Partnerships  Dues or Fees

*Other sources: Merchandise, Endowment Revenue, other Organizations, et al.

What this job is and what it isn’t

When we recognize that a better word for Fundraising is "friend raising," we open limitless doors to creativity in support of our causes. - Sue Vineyard  New Ideas  Usable solutions to problems  Experiment with different strategies  Willingness to learn and grow as a professional

Fundraising requires both optimism and realism. Without the first, few if any gift solicitation efforts would be made. Without the second, few if any would succeed. - Howard L. Jones  Handle multiple tasks at the same time  Goals to meet  Responsibility to board and staff

 What would be more likely to induce you to make a gift? “Won’t you send a gift of whatever you can afford to bring dreams of hope to the children of St. Joseph’s Indian School. Without people like you, their lives would be nightmares.” OR “Make a donation to help save wildlife.”

Donors don't give to institutions. They invest in ideas and people in whom they believe. - G.T. Smith  Motivated by mission  Donor centered  Persistence and determination

 These are a few of Jillian and Jennifer’s favorite fundraising blogs. › Katya’s Non-Profit Marketing Blog: › Future Fundraising Now: fundraising fundraising › Donor Power Blog: › The Fundraising Coach:

 When I’m Sixty-Four › Face it, your donors are older people. Too many nonprofits waste too much energy trying to activate a new generation of young donors. The rest of Western culture may be fixated on youth, but when it comes to charity, old is where the action is.  Can’t Buy Me Love › If you think you can buy donors, think again. Fundraising is about passion, relationship, connection – and love. Never forget that.  Act Naturally › The best fundraising “tactic” is to act (and write) like a normal human being. Act naturally, and you’ll stand out in the crowd.  Cry Baby Cry › If you really want to motivate people to give, you’d better get emotional.  I Call Your Name › If you know a donor’s name, use it. One’s own name is the most motivational word there is. Remember…

 Help › If you need help, ask for it. Cry for it! Don’t pretend you can go it alone. Fundraising works best when you humble yourself before your donors and say “help!”  I Need You › See the above song.  With A Little Help From My Friends › See the above two songs. You aren’t going to make it without your donors. Don’t forget that, and don’t let them forget either.  Please Mr. Postman › If you use direct mail, get friendly with the Postal Service. It can save you a lot of trouble and money.  P.S. I Love You › Did you know the most-read part of a letter is the P.S.? That’s why you should never omit it, and why you should say whatever is the most important thing you have to say.  Thank You Girl › The other often-forgotten step in fundraising: thanking. When you thank a donor, you complete the circle. When you don’t, you’re like a mail-order company that doesn’t send what people pay for.