1. The Fund Raising School The Center on Philanthropy at Indiana University 2010 Indiana Association of Public Education Foundations “Successful Fundraising (Even When Times are Tough)” October 12, 2010 Indianapolis, Indiana Heather Perdue, M.A., CFRE

2. The Fund Raising School The Center on Philanthropy at Indiana University 2 Types of recipients of contributions, 2009 Total = $303.75 billion Source: Giving USA Foundation/Giving USA 2010 ($ in billions – All figures are rounded)

3. The Fund Raising School The Center on Philanthropy at Indiana University 3 Matthew Tully

4. The Fund Raising School The Center on Philanthropy at Indiana University 4 Fundraising is... The right person asking the right prospect for the right gift for the right program at the right time in the right way.

5. The Fund Raising School The Center on Philanthropy at Indiana University 5 The Development Process LinkageAbilityInterest

6. The Fund Raising School The Center on Philanthropy at Indiana University 6 The Development Process (annual donor) Prospect Donor Repeat donor LinkageAbilityInterest

7. The Fund Raising School The Center on Philanthropy at Indiana University 7 The Development Process (major gift donor) Upgraded donor Special gift Major gift Planned gift LinkageAbilityInterest

8. The Fund Raising School The Center on Philanthropy at Indiana University 8 Basic Components of Fundraising Case Needs Goals Prospects Leadership/volunteers Public relations Time and timing Staff Budget

9. The Fund Raising School The Center on Philanthropy at Indiana University 9 Success Indicators Marketable product Informed constituency Dedicated leadership Workable plan Willingness to ask Accountability

10. The Fund Raising School The Center on Philanthropy at Indiana University 10 Plan the work Work the plan

11. The Fund Raising School The Center on Philanthropy at Indiana University 11 Components of a Fundraising Plan Mission statement Case statement Internal and external assessment positive and negative factors Goals and objectives for each program Program descriptions Time line and assignments Budget and gift range chart Evaluation plan

12. The Fund Raising School The Center on Philanthropy at Indiana University 12 Case for Support We need money.You’ve got it. Give it to us.

13. The Fund Raising School The Center on Philanthropy at Indiana University 13 Case for Support All the reasons you can think of why you deserve gift support.

14. The Fund Raising School The Center on Philanthropy at Indiana University 14 Case Statement Preparation Mission (and history) – Why do we exist? Goals – What do we want to achieve? Objectives – How will we achieve the goals? Programs and Services – Which methods will we use? Governance Staffing Facility Finances Strategic Planning & Program Evaluation

15. The Fund Raising School The Center on Philanthropy at Indiana University 15 Building a Case for Support Why do you exist? What do you do? Why is what you do important? What is the value to the community?

16. The Fund Raising School The Center on Philanthropy at Indiana University 16 The Case Statement Why would anyone give? What difference will gifts make? What are the benefits (to donors) of giving? What do the gifts help make happen?

17. The Fund Raising School The Center on Philanthropy at Indiana University 17 The External Case Expression 1.State the need or problem 2.Propose strategies to alleviate or solve 3.Identify who benefits 4.Demonstrate your competency 5.Specify resources required 6.Explain how gifts can be made 7.Communicate the benefits of giving

18. The Fund Raising School The Center on Philanthropy at Indiana University 18 There’s no time like the present!

19. The Fund Raising School The Center on Philanthropy at Indiana University 19 My first big gift

20. The Fund Raising School The Center on Philanthropy at Indiana University 20 Successful Fundraising (even in difficult times) Be sensitive to economic impact on your prospective donors Increase contact throughout cultivation, solicitation, and stewardship Ask for contributions (Re) Energize the board Develop and stick to your plan

21. The Fund Raising School The Center on Philanthropy at Indiana University 21 Successful Fundraising (even in difficult times) Pay close attention to current donors Use all fundraising strategies available Stay the course

22. The Fund Raising School The Center on Philanthropy at Indiana University 22 The Development Process (annual donor) Prospect Donor Repeat donor LinkageAbilityInterest

23. The Fund Raising School The Center on Philanthropy at Indiana University 23 Donor Pyramid – Fundraising Strategies Planned Gift or Capital: Personal contact only Special or Major Gift: Personal contact, letter, phone call Renewed or Upgraded Donor: Personal contact, letter, phone call First-time Donor: Direct mail, telemarketing, fundraising benefit, Internet, media Universe of Prospects

24. The Fund Raising School The Center on Philanthropy at Indiana University 24 Heather Perdue, M.A., CFRE @heatherperdue The Center on Philanthropy philanthropy.iupui.edu @IUPhilanthropy