1. Developing a Strategic Fundraising Plan
Youth United Conference Call

2. How Are We Raising Funds Now?
Share your most successful fundraiser and how much you raised.
What are your challenges?
How can we raise a lot of money in a sustainable way?

3. Key Concepts 1. Effective Fund-raising is All About Relationships
Why do people donate?
Top Reason: asked by someone they know.
Start with “Who do we know?” (take some time for them to jot down all the people they know – then share)
Individuals, churches, civic clubs, student organizations, foundations, businesses, etc.

4. Key Concepts 2. Use the Right Fund-raising Strategies
What are some ways of raising money, besides fundraising events?
Match strategies with prospects
Presentation for church or civic club
Written proposal for foundation or business
Contest for student organizations
One on one ask for wealthy alumnus.

5. Key Concepts 3. Engage the Spectrum of Donors
Large number of small donations or small number of large donations?
80-20 rule: 80% of your funding will come from 20% of the donations you receive.

6. Key Concepts 4. Cultivate Major Donors
Individuals donating $500 or more
Develop a base of major donor support
Start small and grow

7. Key Concepts 5. Use Special Events Wisely
Can be costly, time and labor intensive.
Good means to:
Cultivate relationships
Educate prospective donors
Tap large number of small donors

8. Key Concepts 7. Cultivation Takes Time
Donors may increase donations over time with positive results.
Have system to cultivate donor relationships.
Thanking, recognition, information, invitations

9. Steps for Effective Fundraising
Establish Goals and Purposes
Create a Fundraising Committee
Examine Fundraising History
Identify and Prioritize Prospects
Select Strategies
Follow Up and Communicate with Donors

10. Step One: Establish Goals and Purposes
How much money are you raising and why?
Motivates members
Gives something concrete to shoot for
Allows you to communicate clearly with donors
Inspires donors to give

11. Step Two: Create Fundraising Committee
Five-ten people, chair or two co-chairs
Time, drive, commitment
Variety of skills
writing letters and proposals, designing presentations, organizing activities, asking for donations, etc.
Faculty, affiliate, community members as advisors
Position descriptions

12. Step Two Cont’d Collaborating with Other Organizations
Each organization has its own fund-raising committee
Form joint fund-raising committee representing each organization
Each group develops and submits fundraising plan to committee
Committee:
Coordinates fund-raising efforts of all groups
Reviews all plans for overlap.
Ensures that prospects are not approached more than once.
Obtains affiliate approval
Communicates regularly with partner affiliate
Coordinates collaborative efforts
Formulate joint case
Fundraising strategies

13. Table C: Cumulative Fund-raising Efforts
Example
Table C: Cumulative Fund-raising Efforts
Group
1st Quarter
2nd Quarter
3rd Quarter
4th Quarter
Goal
Actual
Springfield College
$3000
$900
$4000
Broughton High School
$2500
Davis High School
$1300
$3100
Total Goal
$9000
Total Actual
$6200
$9600 .

14. Step Three: Examine Fund-raising History
Look at past experience. What worked? What didn’t?
Criteria
Funds raised, expense, net profit
Number of people needed
People hours invested
Cultivation value 5

15. Step Three Cont’d Worth repeating? Criteria
Can profit be increased in future?
Were benefits worth the investment?
Has a fundraiser become more successful over time?
Potential to do so? .

16. Table D: Evaluating Fundraisers
Example
Table D: Evaluating Fundraisers
Fundraiser
$$ Raised
Vols Needed
Time Investment
(ppl-hrs)
PR/Education Value
Worth Repeating?
Gross
- Exp
= Net
Direct Ask of Donor
7500 2 10
High
Yes
Grant
5000
Low
Yard Sale
3000
200
2800 30 60
Letter Writing
1000 40
960
Moderate
Car Wash
250 50 20 No
Benefit Concert
1100
1300
-200
100

17. Step Four: Identify and Prioritize Prospects
A. Start with who you know
Identify significant chapter connections using LIA principle:
Linkage
Interest of the prospect
Ability to assist you

18. Step Four Cont’d Individuals or groups
Significant funds or in-kind donations.
Full chapter leadership should participate in process.

19. Step Four Cont’d
Brainstorm prospects. With whom does your group have a linkage or connection, that might have an interest in your goals and the ability to assist you?

20. Step Four Cont’d Churches, Civic organizations, other community groups
Local businesses and corporations
Activities that we are involved with
Family or community grant-making foundations
Key faculty, administration, and staff members
Campus alumni and chapter alumni
Family, friends, neighbors, relatives
Anyone else?

21. Step Four Cont’d B. For each prospect: Linkage Main Contact
What might they contribute:
Funds
In-kind donation of goods or services
Donated before? When?

22. Vinyl Siding company
United Airlines
St. Mark’s Church
ABC Company President
Family Foundation
Prospects
Contact
For what?
Given Before?
Linkage
Julie Jones
$8000 No
Sarah L
$4000 No
Ron T
Ron’s Dad
Fr. Bob
$2500
$2000 last yr
John C
Airline Tickets No
Heather
Jean Smith
Vinyl Siding
Yes, 3 yrs ago
Bob F
Jim Felder

23. Step Four Cont’d C. Prioritize Prospects
Who are top priority monetary prospects?
Top in-kind prospects?
D. Share prospect list with affiliate
Obtain their approval before proceeding

24. Example Table E: Prospect List – Monetary Contributions
Group name: Springfield College Habitat for Humanity
Prospect
Linkage
Main contact
Potential
Donation
Given before/ When?
Family Foundation
Sarah L
Julie
$8000 No
Faculty/staff
Prof. Allen
$4000
N/A
St. Mark’s Church
John C
Fr. Bob
$2000
$2000 last yr
Bob Felder’s Dad
Bob F
Rotary Club
Ron T
Ron’s Dad
$ yrs ago
Table F: Prospect List - In-Kind Donations
Group Name: Springfield College Habitat for Humanity
Prospect
Linkage
Main
Contact
Potential In-Kind Donation
Given Before/
When?
Local Newspaper
Jeremy Cane
John Cane (father)
Free advertising space
Ad space, last year
United Airlines
Heather Lee
Jean Smith (neighbor)
Airline tickets No
Vinyl Siding Company
Bob Felder
Jim Felder (uncle)
Siding for house
Siding, 2 yrs ago
Roofing Company
Anna Bauer
Andy Jones (friend)
Roofing work for house
Best Buy
Frank Hardy
Bob Chester (manager)
Plasma TV

25. Step Five: Select Strategies
Determine best approach for each prospect
In-kind prospects: direct ask or letter/phone call
Monetary prospects: be strategic

26. Example Table G: Income Sources and Fund-raising Strategies
Group Name: Springfield College Habitat for Humanity Total Fund-raising Goal: $50,000
Prospect
Fund-raising Strategy
Specific Fund-raiser
Date
Expected Net Income
Actual Net Income
People Req’d
People-Hours
Est
Act
Family Foundation
Grant
Apply for foundation’s Community Partners grant program
Sep 30
$8,000
Faculty/staff
Special Event
Benefit dinner
Oct 31
$4,000
Rotary Club
Presentation/Ask
Give presentation at Rotary lunch, ask for donation
Jan 30
$2,000
Bob Felder’s Dad/
Employer
Ask/Match
Ask for donation, employer match
Feb 15
St. Mark’s Church
svcs; request donations
Nov 15
Etc.
Totals

27. Step Six: Follow Up and Communicate with Donors
Thank donors within 72 hours
Creative thanks and recognition for larger donors
Keep donors informed .