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OUTLINE

FUNDRAISING FACTS AND FIGURES

FUNDRAISING, DEVELOPMENT, AND PHILANTHROPY DEFINED

CREATING A CULTURE OF PHILANTHROPY

THE ROLE OF BOARDS IN MAINTAINING FINANCIAL STABILITY & DEVELOPMENT

DONOR DEVELOPMENT PROCESS

THINGS YOU NEED TO KNOW BEFORE YOU ASK FOR DONATIONS

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PART I

FUNDRAISING FACTS AND FIGURES

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NONPROFIT FUNDRAISING FACTS

How much charitable gifts were given in the United States in 2012?

$316 Billion

Sources 72% Individuals

15% Foundations

7% Bequests

6% Corporations

According to 2012 Giving USA Foundation and compiled by

The Center on Philanthropy at Indiana University.

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WHERE CONTRIBUTIONS WENT:

32% Religious Institutions

13% Educational Institutions

13% Human Services

10% Foundations

9% Health

7% Public-Society Benefit

6% International Affairs

5% Arts, Culture, Humanities

3% Environment/Animals

2% Unallocated

1% Individuals

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WHAT DID WE LEARN?

There is plenty of money.
We need to focus our time, energy and resources
Learn from successful organizations
Learn the latest strategies
Two top categories are Religion and Education; Islamic Schools fit in both

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INDIVIDUALS ARE THE TARGET

72% of contributions to charitable organizations each year comes from individuals rather than foundations or corporations.

One-to-one asks are the most effective way of soliciting funds.

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PART II

FUNDRAISING,

DEVELOPMENT,

AND PHILANTHROPY

DEFINED

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“Fund-raising is going around with a begging bowl,

asking for money because the need is so great.

Development is creating a constituency,

which supports the institution

because it deserves it.”

Peter Drucker

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PHILANTHROPHY

DEVELOPMENT

FUNDRAISING

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FUNDRAISING, DEVELOPMENT �AND PHILANTHROPY

These three elements are interdependent and somewhat circular.

Successful fundraising is an outcome of philanthropy and development.

Philanthropy and development, which require healthy nonprofit institutions in order to thrive, are dependent on the success of fundraising.

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A PARADIGM SHIFT

The three part model of the interrelationship of philanthropy, development and fundraising is powerful and it works.

Successful implementation of the three-part model occurs when its elements are integrated into a unified and seamless program.

Values-based relationship building in an organization is based on a belief that prospective funders move from a basic belief in philanthropy to engagement with organizations through development to a need to act on their shared values through fundraising.

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BEYOND FUNDRAISING�PHILANTHROPHY

Philanthropic behavior is motivated by values.

People do not engage in philanthropic activities on behalf of organizations whose values they do not share.

The match between the values of our organizations and the values of our constituencies predicts the success of fundraising.

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DEFINITION OF PHILANTHROPHY

A love of humankind and a voluntary joining of resources and action for the public good.

There are four core components of a culture of philanthropy:

Shared responsibility for development
Integration and alignment with mission
A focus on fundraising as engagement
Strong donor relationships

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TWO KEY PREMISES IN BEYOND FUNDRAISING

Nonprofit organizations exist to fulfill community need.

People do not give time and money to organizations because organizations have needs, they give because organizations meet the needs of the community.

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INSTITUTIONAL READINESS FOR DEVELOPMENT

Clear Mission
Recent Strategic Plan
Board Commitment
Board and Community Cultivation
Effective Marketing Materials
Development Plan, Goals and Timetable
Adequate Staff and Volunteers

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DEVELOPMENT

Philanthropy is based on values, and development is the process of uncovering shared values.

Development is a series of deliberate activities which involve and retain funders.

To be successful at fundraising, it is important to spend a lot of time in the development process.

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DEVELOPMENT

Development consists of those often subtle, frequently intangible, and not immediately measurable acts that draw donors and volunteers closer to the organization.

Identifying shared values
Identifying donors
Development practices and strategies
Creating a plan
Cultivating of prospects
Solicitation of gifts
Stewardship

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THE ULTIMATE GOAL OF DEVELOPMENT IS �FRIEND-RAISING

The goal of development is to attract people and people will attract dollars.

The main goal is to cultivate personal, fulfilling, and lasting relationships with people.

Dollars are the result, not the goal of development.

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PART III

CREATING A CULTURE OF

PHILANTHROPY

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CULTURE OF PHILANTHROPHY

A culture of philanthropy is one in which everyone—board, staff and executive director—has a part to play in raising resources for the organization.

It’s about relationships, not just money. It’s as much about keeping donors as acquiring new ones and seeing them as having more than just money to bring to the table.

It’s a culture in which fund development is a valued and mission-aligned component of everything the organization does.

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Building a culture of philanthropy is important even for organizations that may believe they are doing fine when it comes to fundraising.

Most of the fundraising success stems from the current leader’s charisma. Unfortunately, leaders come and go. And donors lose interest.

That’s why it’s important to start embedding

a culture of philanthropy deeper into the organization.

Peter Wilderotter-Development Director

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QUIZ�FUNDRAISING-WHOSE JOB IS IT?

Development Committee
Development Director
Principal
Board

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FOUR COMPONENTS OF PHILANTHROPHY

1. Shared responsibility for development

2. Integration and alignment with mission

3. A focus on fundraising as engagement

4. Strong donor relationships

COMPONENTS OF PHILANTHROPHY

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�#1 SHARED RESPONSIBILITY FOR DEVELOPMENT �

In organizations with a culture of philanthropy, fundraising isn’t just one person’s job or the job of one department or board committee.

Everyone—staff , executive director, constituents, board and volunteers—shares responsibility for fund development.

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�#2 INTEGRATION AND ALIGNMENT WITH MISSION �

In organizations with a culture of philanthropy, fund development is a value and mission-aligned component of the organization’s overall work, rather than a standalone function.

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COMMITMENT TO THE MISSION

Commitment to the mission is the core of good management and is the heart of effective development and fundraising.

It must be continually validated and carefully protected.

The leadership imperative for nonprofit leaders is to prevent mission drift.

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�#3 A FOCUS ON FUNDRAISING �AS ENGAGEMENT �

In organizations with a culture of philanthropy, fund development is no longer separated from engagement.

This reflects the fact that people today are connecting with nonprofits via multiple channels (e.g., social media, volunteering, blogs, meet ups, petitions).

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#4 STRONG DONOR RELATIONSHIPS �

In organizations with a culture of philanthropy, donors are seen as partners in the work, not simply as targets or dollar signs.

These organizations establish systems to build strong relationships and support donors’ connection to the work.

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In a Fundraising Culture...	In a Culture of Philanthropy...
Development staff is responsible for revenue generation.	Everyone in the organization shares some responsibility for revenue generation by building relationships with potential donors.
It’s all about the money.	It’s all about the relationships.
Donors are contacted only when money is needed.	Donors are contacted regularly with invitations to participate in activities, about how their contributions are helping.
The board relegates fundraising to the development committee.	The board development committee directs the participation of the entire board in fundraising.
It’s about acquiring donors.	It’s about keeping donors.
Mission, program goals and operations are separate from revenue generation.	Mission, program goals and operations are aligned with revenue generation.
The organization’s leaders make decisions based on what’s available.	The organization’s leaders make decisions based on what the community needs and a shared vision of how to meet that need.
The community isn’t engaged.	The community is intentionally engaged and participates as a partner with the organization.
Development goals aren’t part of everyone’s job description.	Development goals are part of everyone’s job description.
The focus is on big gifts.	All gifts are important.

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BUILDING A CULTURE OF PHILANTHROPY �Roles for Development Staff

Integrate development into every staff and board meeting.
Spend one-on-one time with board members, donors and others involved in the organization’s work. Get to know them individually. Find out their stories—why did they get involved?
Invite donors into your organization, not just for the usual guided tours but also to attend board or staff meetings.
Keep donors, staff, board, and other constituents updated on the organization’s work, progress, challenges and accomplishments, and its development efforts.
Share stories of donors, the individuals whose lives have been changed by the donors’ gifts, and staff and volunteers who do the work.
Use donor communications more effectively. When planning pitches and other communications, look beyond how much donors give and personalize contact with them as much as possible by considering each person’s giving history, aspirations and preferences.
Celebrate success. When you reach 100% board participation or a board or staff member has brought in new donors, recognize and celebrate it.

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�PART IV�THE ROLE OF BOARDS IN MAINTAINING FINANCIAL STABILITY & DEVELOPMENT

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In a recent BoardSource study,

CEOs were asked to grade their organizations’

board of directors in 10 different areas.

Fundraising received the lowest score.

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BOARD’S PRIMARY ROLE

Set and uphold the Mission and Vision of the school

Fiduciary – assuring the financial stability and sustainability of the school in the immediate and long-term

Establish a strategic vision/plan for the school

Hire, evaluate, & support the Head/Principal.

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BOARD RESPONSIBILITIES	STAFF RESPONSIBILITIES
Approve annual operating budget and fundraising plan that support organization’s strategic plan	Prepare fundraising plan with specific goals and objectives that link to the strategic plan and its fiscal imperatives
Approve fundraising policies and procedures, in accordance with an articulated code of professional fundraising ethics	Select and implement fundraising techniques aimed at building and sustaining donors and prospects.
Support staff by identifying potential donors, participating in face-to-face meetings and special events, and fostering communication with donors	Develop a donor cultivation and solicitation plan, including identification and qualification of prospects, recruitment and preparation of solicitation teams, and scheduling of face-to- face meetings
Support organization’s fundraising efforts with a personal annual gift and/or a planned gift	Handle all administrative tasks associated with fundraising, including data management, accounting, and donor recognition
Monitor performance of fundraising results compared to approved goals and budget	Prepare regular reports that evaluate fundraising efforts based on gifts received, costs incurred compared to costs budgeted, and other metrics meaningful to the organization
Ensure funds raised are used in accordance with legal and accounting requirements and any donor restrictions	Maintain stewardship of donors and their gifts by maintaining good relations and communications

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ROLE OF BOARDS IN MAINTAINING�FINANCIAL STABILITY

One of the primary responsibilities of the board is to ensure that the organization has adequate financial resources to carry out its mission.

The board approves the budget so it must be on top of how the money comes in.

The board must agree on the programmatic goals, so it must also agree on how the work gets financed.

If one of the ways for the organization to fulfill its obligations is to raise additional funds, then the board must commit to make this happen.

Either the board raises the needed funds or it ensures that staff is equipped with the necessary skills and expertise to organize the fundraising effort. In many organizations the two go hand in hand.

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FINANCIAL STABILITY - IMMEDIATE

Non-profit schools rely on fundraising above and beyond tuition.

On average, non-profit schools require 20% of their operating budget from sources outside of tuition and fees.

The Board must actively participate in contributing towards this annual need (give and get others to give).

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FINANCIAL SUSTAINABILITY – LONG TERM

The Board must look ahead to the school’s long-term financial health.

Strategically plan for an endowment fund that can subsidize the school.

National average endowment for long-standing independent schools are: $22K per student:

200 students = $4.4Million

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ESTABLISHING GUIDELINES & POLICIES

Fundraising guidelines

Gift acceptance policy

Donor recognition policy

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TYPICAL TRUSTEE COMMENTS

I’ll do anything except raise money
I give my time that should be enough
I don’t know people who can make big gifts
No one told me I’d have to raise money
We should raise the tuition instead of asking for money
We have the Development Director for fundraising

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WHAT YOU CAN DO TO HELP YOUR ORGANIZATION FUNDRAISE?

Make a personal contribution to the best of your ability

Speak frequently and positively about your organization

Understand and endorse projects and support the fundraising efforts

Identify and cultivate prospects, provide names and addresses

Contact prospects personally by phone

Open the door for solicitations or make an ask

Accompany staff on solicitation/cultivation visits

Personally thank donors for their gifts and keep in touch with them

Drop a personal note to lapsed donors

Monitor progress

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TAKING EVERY OPPORTUNITY TO MARKET THE SCHOOL TO OTHERS

Hello. My name is __________. I am a trustee at__________ ___________________________________________________

Insert an agreed upon standard message

Insert a short personal story that represents what makes your school meaningful to you (BE SPECIFIC)

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PROVIDE TRAINING

Enthusiasm and motivation about fundraising is good but not enough, since very few people are trained in fundraising.

We need to empower our board members and volunteers by offering training on “Fundraising Strategies” so we can maximize their efforts.

The board members and development office volunteers also need to be trained in the following areas:

What is the mission of the organization?
What are we trying to accomplish?
What makes our organization special?
What has our organization so far achieved?
Why does our organization need money?
Why is tuition alone not enough?
How much money does our organization need to raise?
Who supports our organization now?

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FUNDRAISING MATERIALS: TOOL KIT

Tool Kit: We need to have an information packet ready.

The Tool Kit will have the following information:

Organization’s Mission Statement
Organization’s Strategic Plan
Organization’s Annual Financial Statement
Organization’s Development Plan
Organization’s Success Stories
Testimonials
Promotional & Marketing Information
Fact Sheets
Letters of Endorsement
Facts that Make the Organization Stand Out

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TRAINING SESSION�REFRESHER-KICKOFFS-CAMPAIGN ORIENTATION

Training sessions should be fast paced, challenging, energizing and informative:
Training sessions should have three ingredients:

Inspiration
Information
Motivation

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INSPIRATION-INFORMATION-MOTIVATION

Inspiration ignites, but information sustains

Information builds confidence in volunteers and staff and they get motivated

It is important to engage the heart, it is just as important to satisfy the left-brain needs of those who will ask, or be asked, for support.

Key Talking Points:

Statistics, financial as well as program materials, visual aids, budget annual reports, campaign reports, fact sheets.

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MUNIRA’S STORY

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PART V

DONOR DEVELOPMENT PROCESS

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Identification

Research

Planning

Cultivation

Solicitation

Steward

ship

Renewal

DONOR DEVELOPMENT PROCESS

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1. IDENTIFY

Identifying potential prospects for initial or major gifts is an easy aspect of development.

At every board meeting provide an opportunity for identification.

“Since our last meeting, I have met the following individuals or heard about the following foundations who share our values and might be interested in our work.”

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CREATING A KEY PROSPECT LIST

Tier One includes prospects about whom a great deal is known and with whom there is already a relationship

Tier Two comprises those individuals who need more cultivation. These are prospects who need more connection to the organization.

Tier Three, these are people whose capacity is known because of their position. They may require more research, and certainly will need cultivation.

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IDENTIFYING THE NEED

Work closely with the principal and the board to know what is needed to close the year with a balanced budget

Formula for determining the needs to be raised annually:

Annual income = Tuition x Number of students + Other income

Annual expenses = List of all the expenses for the year

Annual fundraising amount = Annual expenses - Annual income

Example:

Annual expenses: $ 1,300,000

Annual income: $5000 X 180 = 900,000 + $100,000 = $ 1,000,000

Annual fundraising amount: $1,300,000 - $1,000,000

Annual fundraising amount: $300,000

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2. RESEARCH

Prospect Research is a technique used by fundraisers, development teams, and nonprofit organizations to learn more:

Donors’ personal backgrounds
Past giving histories
Wealth indicators
Philanthropic motivations
Evaluate a prospect’s ability to give (capacity), and warmth (affinity) towards an organization.

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�3. PLANNING �DEVELOPMENT PLAN �

Step1: Form the Committee

Step 2: Identify the Need

Step 3: Provide Training

Step 4: Create Fundraising Materials—Tool Kit

Step 5: Identify and Expand the Donor Base

Step 6: Identify Fundraising Activities

Step 7: Recognize Donors

Step 8: Establish a Database

Step 9: Monitor the Plan and Reporting

Step 10: Establish Development Guidelines and Policies

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4. CULTIVATION

Cultivation is a strategic, disciplined, time-sensitive, focused and continual interaction with individuals.

This is a method you will use to build a long-term relationship with the donor before you ask for their gift.

Invite the prospects to Friend Raising Events and after any kind of event, a follow-up plan ensures a stronger connection with those who attended.

Good follow-up techniques include immediate addition of names to the mailing list, thank you notes and personal phone calls.

Providing information and sending the organization’s newsletter are effective way to cultivate prospects.

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WAYS TO ENGAGE AND CULTIVATE

Send an article of interest about something happening on campus with a personal note.

Invite them to events and lectures that reflect their interests, or to a small dinner with a speaker.

Invite them to lunch on campus with a tour of the facility.

Set up a meeting for the prospect to meet a faculty member, student, dean, president, etc.

Feature them in a publication.

Invite them to come speak to student groups.

Invite them to serve on a scholarship selection committee

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5. SOLICITATION-MAKING THE ASK

If the previous four steps have been well planned and implemented, this step will follow naturally.

As relationships develop, the thought of asking for gifts becomes less troublesome.

Be specific about what is wanted and describe the results that gift will have.

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CASE STATEMENT�

Every fundraising campaign has a case statement at its center.

Your case statement sets out the argument for supporting your cause.

We often refer to this document as a "case for support.”

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WE NEED YOUR HELP!�Cost to educate far exceeds our tuition

168

Tuition

$836K

Cost to educate our children

$1,025K

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MASTERFUL SOLICITORS

They are always well prepared, but never seem rehearsed.

Because they are well prepared, they anticipate and are able to respond to unexpected objections.

Excellent listeners.

They support the organization. They have made their own gift before asking anyone else to invest.

Focused on the purpose of their meeting, they get right to the point after a minimum of small talk.

They become so familiar with the steps in the solicitation that the process appears seamless.

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SOLICITATION STEPS

1.Make the appointment

2. Plan the solicitation carefully

3. Coach

4. Gather and go, meet and greet

5. Engage the prospect

6. State the case

7. Invite the investment

8. Keep the silence

9. Work with the prospect’s answer and close

10. Follow-up

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RECOGNITION

Find out if and how the person would like to be recognized.

Some individuals prefer not to have a public recognition. Respect that but send a personal handwritten thank you note.

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6. STEWARDSHIP�THE HEART OF DEVELOPMENT

Stewardship – maintaining and evolving long-term relationships with donors.

Stewardship can be viewed as cultivation after the fact.

Effective stewardship

Strengthens the donor/institution relationship
Helps donors continue to feel good about giving
Is a return on investment for the donor
Provides continuing communication between the donor and the institution
Is tied to the mission of the organization

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WAYS TO STEWARD

Handwritten note
Phone call from staff, President and/or Trustee
Greeting cards (birthday, sympathy etc.)
Quarterly President’s Report
Magazine and Annual Report
Video/DVD
Personal meetings
Publicity
Naming ceremonies
Invitations to campus events
Written report of endowment
Token of appreciation

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7. RENEWAL

Donors usually like to renew their investment if they feel the gift has made an impact.

Renewal is not just renewal of the gift: It is renewal of the relationship.

Donors, if treated like partners with the organization in meeting community needs, will want to reinvest.

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CHECKLIST FOR VISIT TO PROSPECT

The Homework

Know the case
Know your prospect
Make an appointment convenient for the prospect
Rehearse the conversation

The Visit

The introduction
The organization update
The case
The fundraising update
The gift request
The closure

The Follow-up

Send a letter of thanks

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SCENARIO

The School has a desire to build a science lab costing $250,000. The school has identified a grandparent who has the capacity to give the gift in total, but she has never given a gift over $20,000. The grandmother ‘likes’ the school, but has never been involved outside of attending the gala.

Identify (done)
Research (what questions to ask?)
Planning (who, how much?)
Cultivation (is this necessary?)
Solicitation (who should be in the room, what is each person’s role?)
Stewardship

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PART VI

THINGS YOU NEED TO KNOW

BEFORE YOU ASK FOR DONATIONS

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TEN REASONS WHY PEOPLE GIVE

They are involved in the organization or the cause
Representative from the organization really listen to them
Emotions are stirred or their hearts are touched
They are confident that contributions are used wisely
Someone they know and respect asks them to give
They understand that their gift will really make a difference
They are clear about the organization’s need for resources
They support the mission and want to go forward
They receive appropriate recognition for the gift
They feel good donating to a deserving charity that produces results

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SEVEN REASONS PEOPLE FAIL TO GIVE

Solicitation came infrequently or poorly

Information was lacking about the difference their gift made

They never felt wanted or needed

The organization did not ask their opinions or include them in plans or programs

No one asked them to give again or consider giving more

They received no direct, personalized appeal by someone excited about the organization’s accomplishments

They gave in the past and their gift went unacknowledged

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SIX ESSENTIALS TO OVERCOME THE FEAR OF REJECTION

Understand the importance of the need the organization is meeting and the impact a gift will have

Feel passion for the organization or project

Have adequate information about the organization to feel capable of handling objections

Have been given enough information about the prospect to feel knowledgeable about interests and concerns

Received effective training and coaching in how to ask

Were supported by staff or volunteer leadership with tools including appropriate materials, research and resources

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EVALUATION CRITERIA FOR VALUE OF EACH FUNDRAISER

COST EFFECTIVE: Did the fundraiser produce an income commensurate with the involvement of time and effort of the staff and volunteers?

FREQUENCY: How many are held? Are there so many that organization supporters are frustrated?

STAFF TIME: How much quality time do fundraisers consume by the faculty, office, organization board and administrators?

ORGANIZATION IMAGE: Do the constituents of the organization perceive the organization as always selling something and asking for money?

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RECOGNIZE & APPRECIATE DONORS & VOLUNTEERS

Donor Recognition Policy

Publish an annual report to acknowledge even the small contributions

Invite all $10,000 and above donors to a dinner

Invite all volunteers to an appreciation dinner

Send a letter from the principal to major donors on the use of their gifts

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�IDENTIFYING FUNDRAISING ACTIVITIES

Fundraising events focus on both cultivating and soliciting individuals.

1. Friend-raising Events: Cultivation-Point of Entry

Any event throughout the year even if there isn’t an “ask”should be considered as friend-raising

2. Fund-raising Events: Solicitation-Ask

One or two fund-raising events annually

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FUND DEVELOPMENT ACTIVITY TYPES

Annual Funds (immediate needs)
Special Events (immediate needs)
Grants (immediate needs)
Capital Campaigns (physical building)
Endowment Campaigns (long-term needs)
Planned Giving (long-term needs)

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HOW DO WE CURRENTLY FUNDRAISE? �SPECIAL EVENTS

Most people consider events as the best way of fundraising because it is less threatening to ask someone to buy a ticket than give a contribution.

In actuality, events have shown to be the least effective fundraising method.

Problems associated with events:

Associated Costs (can exceed 50% of revenue)
Consuming of time and resources
Burnout (volunteers and attendees)

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SPECIAL EVENTS

Reasons for an event:

Calling attention to your organization
Celebration of the school and its accomplishments
Educating and inspiring current leaders and donors
Attracting new potential leaders
Uncovering hidden constituents

Board’s Role in Events

Buy a table
Invite and encourage people’s attendance
Host the event

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RESOURCES

This presentation is based on the following

book and article:

BEYOND FUNDRAISING: NEW STRATEGIES FOR NONPROFIT INNOVATION AND INVESTMENT

By Kay Sprinkle Grace

BEYOND FUNDRAISING: WHAT DOES IT MEAN TO BUILD A CULTURE OF PHILANTHROPY?

By Cynthia M. Gibson