Fundraising Planning & Best Practices Jenna Knox Jenna.j.knox@gmail.com 515-321-6836

Dream with me: If $50,000 showed up at your organization, what would you do with it?

“Martin Luther King didn’t get up 50 years ago and say: I have a budget and a plan!” – Alan Clayton

“There are two ‘i’s’ in Fundraising – they should stand for inspiration and innovation, not imitation and irritation.” - Ken Burnett

You can make these dreams happen… You can make these dreams happen…..and happen over, and over, and over again…. by fundraising!

Set the Goal What do you need to make your dream mission a reality? Be transparent and bold!

Take Your Dream, Make A Case What: What are the additional projects/services/programs that you can provide if funding is secured? How many additional lives can you touch if you raised an extra $XX,XXX?

Take Your Dream, Make A Case Why: What does this having more of these projects/services/programs better your community? Data shows that 1 out of 5 people need this service. Our most vulnerable members of our community depend on us.

Take Your Dream, Make A Case How: How are you going to make this project/service/program come to life? Your gift will add 2 more opportunities a year for your community members to receive expert care.

Making Your Case For Support Grabs the donor’s attention Be Donor Centric Evokes Emotion Demonstrates trust Shares your vision Includes facts to drive the donor to making a gift Asks for support

There Are Lots of Ways to Raise Dollars Direct Mail Special Events Sponsors Individuals/Walk Teams Grants Private Government Individual Donors Annual Fund, Mid-Level & Major Facebook Corporate Gifts United Way 3rd Party Opportunities Benefits Birdies for Charity Mobile Programs/Round Up Email Facebook Employee Giving Programs/Matches

Where Should You start? LIA L = Link Who is already in your network? Past Board Member, Event Attendee, Workplaces, Current Donor, Volunteer, Vendor

LIA I = Interest Who cares about this issue? Who should care?

LIA A = Ability Capacity to give Willingness to give

Philanthropy Trends In 2017, the largest source of charitable giving came from individuals at $286.65 billion, or 70% of total giving; followed by foundations ($66.90 billion/16%), bequests ($35.70 billion/9%), and corporations ($20.77 billion/5%). In 2017, the majority of charitable dollars went to religion (31%), education (14%), human services (12%), grantmaking foundations (11%), and health (9%). General population households gave $2,520 on average. On average, high net worth donors gave $25,509 to charity in 2015.

Fundraising is both an art and a science. Relationships | Story |Opportunities Science Processes | Data

Make Time for A Plan Detailed Timeline Action Steps RACI Clear Goals Sharable Fluid

Establish Prospects Who do you need to get in front of? Who can help you make these connections? Research them ahead of time What are they interested in? What else do they support?

Make a connection Ask questions of them to understand their interest and ability How did they get involved? What else are they working on? Learn what motivates them Do they like their name on buildings? Build rapport and trust If you say you are going to follow up, follow up. Send a thank you!

Make the case Use what you have heard and the case statement to help you articulate need BUT “Life is not scripted. Conversations with our donors should not be either.”

Make the ask You have been such a great advocate, and I hear that you are passionate about XXX, so would you consider helping this year by ……? Don’t talk, let them respond!

Response? Yes No Maybe

No matter the response, a thank you is a must.

Top 3 Reasons people give Someone Asked Relationship Mission

Top Tips Staff are more successful when they don’t approach fundraising alone Diversity your funding streams There is nothing more impactful than a prompt, sincere “thank you” The donor is the center of the work Relationships are the key Have a plan, work the plan

Questions? Thank you.