1. Creating Long Term Donor Value in Fundraising December 23, 2011, India Islamic Cultural Centre, New Delhi Creating a Fundraising Strategy Rati Misra

2. Creating Long Term Donor Value in Fundraising December 23, 2011, India Islamic Cultural Centre, New Delhi Business News over the last few days WEAKER RUPEE SLOW GDP GROWTH RATE SENSEX ENDS FRIDAY 200 POINTS HIGHER HOUSING PRICES LIKELY TO SOFTEN BY 15% OVER NEXT FEW MONTHS.

3. Creating Long Term Donor Value in Fundraising December 23, 2011, India Islamic Cultural Centre, New Delhi CHOOSING A PORTFOLIO EASY OPTION SAFE BET? DIVERSIFYING YOUR RISK Similar choices while creating your fundraising strategy

4. Creating Long Term Donor Value in Fundraising December 23, 2011, India Islamic Cultural Centre, New Delhi What is a fundraising strategy? A plan that Sets out organizational funding needs Identifies actions, timescales, resources to meet this need. A Strategy is a long term plan of action designed to achieve a particular funding goal.

5. Creating Long Term Donor Value in Fundraising December 23, 2011, India Islamic Cultural Centre, New Delhi Why create one? Sustainability New sources Diverse funding base More income

6. Creating Long Term Donor Value in Fundraising December 23, 2011, India Islamic Cultural Centre, New Delhi Who Needs to Be Involved in the Planning Process? Leadership – planning – Board(s) and Staff Stakeholders – as part of community survey – Government – Private Donor-Investors – community survey, planning – Individuals, foundations, corporations Constituents – community survey, planning – Customers, community NOT JUST THE FUNDRAISER!

7. Creating Long Term Donor Value in Fundraising December 23, 2011, India Islamic Cultural Centre, New Delhi 1.Case for Support 2.Funding Need 3.Scenario Planning 4.Internal Bridges & Barriers 5.Competitors 6.Audiences Context for Fundraising Strategy

8. Creating Long Term Donor Value in Fundraising December 23, 2011, India Islamic Cultural Centre, New Delhi Mission & Vision Problems/ Causes Strategic Solutions Beneficiaries Programme/ Service Objectives & Outcomes Detailed Financial & Resource Needs Building the Case for Support Case for Support includes … In just a couple of pages

9. Creating Long Term Donor Value in Fundraising December 23, 2011, India Islamic Cultural Centre, New Delhi Nine Questions 1.What is the problem? 2.What drives you to try to help? 3.What will change? 4.Who are you? 5.What makes you special? 6.What do you actually do? 7.What sort of people are you? 8.How have you spent donor money in the past? 9.What will you spend my money on?

10. Creating Long Term Donor Value in Fundraising December 23, 2011, India Islamic Cultural Centre, New Delhi Key Stages in Developing a Strategy Clarify organisational goals/needs Analysis – where are we? Generating ideas Choosing what to focus on Planning and resourcing Monitoring

11. Creating Long Term Donor Value in Fundraising December 23, 2011, India Islamic Cultural Centre, New Delhi Analysis – start with what you have Existing fundraising performance Current supporters – rate / frequency /value Dogs and stars Financial position of organisation Organisational strengths and weaknesses (SWOT) External Analysis (PEST-LE)

12. Creating Long Term Donor Value in Fundraising December 23, 2011, India Islamic Cultural Centre, New Delhi The Boston Matrix Star A growing source with potential to grow further – invest heavily Problem Child May have potential to grow, maybe not – need to do more tests and trails Cash Cow Well established, big, but little room for growth – manage efficiently Dog Poor returns or worse – stop doing it

13. Creating Long Term Donor Value in Fundraising December 23, 2011, India Islamic Cultural Centre, New Delhi ANSOFF MATRIX MARKET PENETRATIONPRODUCT DEVELOPMENT MARKET DEVELOPMENTDIVERSIFICATION Current ProductsNew Products New Market Current Markets

14. Creating Long Term Donor Value in Fundraising December 23, 2011, India Islamic Cultural Centre, New Delhi Analysis – what’s going on out there? Political Economic Social Technological Legal Environmental Political

15. Creating Long Term Donor Value in Fundraising December 23, 2011, India Islamic Cultural Centre, New Delhi Generating ideas Partner organisations Other NGOs Commercial sector Staff and volunteers E-mail newsletters/websites Learn from what others are doing….

16. Creating Long Term Donor Value in Fundraising December 23, 2011, India Islamic Cultural Centre, New Delhi Choosing what to focus on Evaluating options Matching the strategy and the goals

17. Creating Long Term Donor Value in Fundraising December 23, 2011, India Islamic Cultural Centre, New Delhi Criteria for assessing Fits with missionReturn on investment Scale of opportunityTimescale Capacity to implement Risk level Impact on rest of organisationCosts SustainabilitySynergy with other fundraising Cash flowDiversity of sources Level of restriction on use of fundsFuture growth potential WHAT IS IMPORTANT TO YOUR ORGANISATION?

18. Creating Long Term Donor Value in Fundraising December 23, 2011, India Islamic Cultural Centre, New Delhi Methods, people, structure, targets, plans & budgets Records, evaluation, learning Funding sources The need, the case, the cost Monitoring

19. Creating Long Term Donor Value in Fundraising December 23, 2011, India Islamic Cultural Centre, New Delhi Planning and Resources 1.Activity Plans 2.Timescales 3.Budgets and cash flows 4.Staff and volunteers 5.Skills 6.Risk Analysis

20. Creating Long Term Donor Value in Fundraising December 23, 2011, India Islamic Cultural Centre, New Delhi Monitoring Set Targets Record Income and Expenditure by Activity Evaluate Returns Review Learn Incorporate Learnings into next steps