1. The Trojan Horse: Getting Donors to Fundraise for You
Edwin Wanyonyi
KWS & Kenya Wildlife Service Fund
Assistant Director & Head of Resource Mobilisation
3rd December 2012

2. KWS Story – Why did we Succeed?
SUCCESSFUL HRM
Supportive leadership
Budget allocation
Function recognition
Employee morale
Managers responsibility

3. COYA- 1ST PLACE GOVERNANCE 2009

4. What do we do to address the sustainability of Wildlife conservation in Kenya?
Envisaged in Sec 5A of the Wildlife (Conservation and Wildlife) Amendment Act.

5. Source: A guide for project M&E: IFAD

6. The Trojan Horse Story
It’s a tale from the Trojan War about the trick that the Greeks used to enter the city of Troy and end the war.
After a fruitless 10-year siege, the Greeks constructed a huge wooden horse and hid a select force of men inside.
The Greeks pretended to sail away, and the Trojans pulled the horse into their city as a victory trophy. That night the Greek force crept out of the horse and opened the gates for the rest of the Greek army, which had sailed back under cover of night. The Greeks entered and destroyed the city of Troy, decisively ending the war.

7. The Application Meaning
Trojan Horse" has come to mean any trick or strategy that causes a target to invite a foe into a securely protected stronghold or space.

8. KENYAN PRIDE

12. Private Sector partnership –K4K
GREATER HORN OF AFRICA
Private Sector partnership –K4K

13. Principles of Fundraising
You have to ask
Understand the donors view point
RM is a people’s business (people give to people)
RM is selling / convincing one to act

14. Donors – who are they Individuals –High, Medium, Low and no income;
Corporations and Business;
Governments (multi-lateral, national) and
Other Institutions – Foundations, Trusts, NGO’s

15. Engaging Donors Sending proposals with a covering letter;
Contact Donors by letter, or telephone;
Sending proposals for renewed funding; and
Using opportunities like conferences, seminars and social events

16. Engaging Donors Cont’d
Most donors work for institutions that operate in a structured way and have specific areas of interest.
Its critical to meet a donor before sending a proposal to ensure that the proposed work is described in a way that is linked to their interests.
This is called ‘pitching’’.
Pitching means describing your work so that it highlights similarities with the interests of donor, and is therefore more likely to be supported.

17. Engaging Donors Cont’d
Make a good impression when you meet the donor face to face (aim to build a relationship).
You do this by:-
Being well prepared
Being relaxed
Explain your work clearly for a genuine conversation to take place.

18. Exercise Role Play meeting Donors In groups
Information to give the resource provider
Questions to ask the resource provider
Difficult questions the resource provider might ask

19. Information to provide the donor
Name and location of the organization
Organization's mission and scope of work
How the organization implements activities
Past experience, including previous donors
Reason for choosing this donor
What donor will gain from partnership
Leaflet of the organization
Comparative advantage of the organization
Statistics about the problem to be addressed

20. Questions to ask the donor
What are your particular programmatic areas of interest
What is the decision-making process
How would you like to be involved in the work
Do you provide resources other than money
Can you give multi-year grants
Would you like to visit our organization
Do you support implementing organizations directly

21. Difficult questions the Donor may ask
Why did you choose to approach us
What are the outputs of the project
How will the outputs and impacts be measured
What is the size of your organization
Do you the capacity to undertake the activities
Are the project activities sustainable
What will we gain by providing you with resources
How is this project different from others
How do you ensure the accountability of the resources
Can you demonstrate transparent and well-managed financial systems

22. Cultivating Donors
It involves board members, volunteers, staff and donors
It is strategic
It must be systematic – each event must have a follow up plan
It should be coordinated
Not all cultivation involves personal interaction
Don't forget that cultivation can be unexpected.
Make sure there is a budget for cultivation.

23. Building Trust Honouring your word
Respect for donors, beneficiaries, staff and volunteers
Dependability, Constant Reliable Behaviour
Shared Values
Regular, Two-Way communication
Bring impact alive
Testimony from beneficiaries
Photos, films, interactive web sites
Accountability and Transparency

24. Exceeding Expectations
Achieving more than promised
Interaction with beneficiaries and front line staff
Products from beneficiaries
Recognition from beneficiaries
Gifts to donors

26. Be Bold. Be imaginative. Above all, enjoy yourself! ASANTE SANA!