1. Fundraising Planning & Best Practices
Jenna Knox

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

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

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

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

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

7. 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?

8. 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.

9. 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.

10. 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

11. 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
Facebook
Employee Giving Programs/Matches

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

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

14. LIA
A = Ability
Capacity to give
Willingness to give

15. Philanthropy Trends
In 2017, the largest source of charitable giving came from individuals at $ 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.

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

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

18. 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?

19. 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!

20. 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.”

21. 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!

22. Response?
Yes No Maybe

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

24. Top 3 Reasons people give
Someone Asked Relationship Mission

25. 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

26. Questions? Thank you.