Fundraising: How Your Story Builds Enduring Relationships

Maine Network of Community Food Councils Annual Summit

March 8, 2017

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Hannah Whalen, Maine Community Foundation

Leigh Cameron, New England Grassroots Environment Fund

Dollars

Collaboratives

Trainings & Tools

Stories

��Our Purpose�To work with donors and other partners to improve the quality of life for all Maine people�

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The Maine Community Foundation is:

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• Maine’s only statewide community foundation
• A major funder of nonprofit organizations
• A significant source for scholarships
• A steward of permanent community resources
• A resource for people who want to be charitable
• A trusted partner, leader, and convener

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Sources of Funding

Sources of Funding

• Grants
• Earned Income
• Individual & Community Contributions

Types of Grants

• Foundations
• Community Foundations
• Corporations
• Government
• Service clubs
• Faith-based

What is a community foundation?

• COMMUNITY FOUNDATION - a nonprofit, publicly supported philanthropic organization dedicated primarily to the social improvement of communities in a given place, with the long-term goal of building permanent charitable resources for the broad-based public benefit of current and future residents in that defined place.

The first community foundation

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• The Cleveland Foundation was started by Frederick Harris Goff in Cleveland, Ohio, in 1914
• A well-known banker at the Cleveland Trust Company, his vision was to pool the charitable resources of Cleveland’s philanthropists, living and dead, into a single permanent endowment for the betterment of the city. Community leaders would be able to distribute in perpetuity the trust’s accrued interest toward “such charitable purposes as will best make for the mental, moral, and physical improvement of the inhabitants of Cleveland.”

Community Foundations Today

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• More than 700 community foundations in the U.S. and 1,700 worldwide

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• Collectively they manage more than $48 billion in assets and distribute some $4.3 billion a year in grants to address community needs

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The Maine Community Foundation

• Incorporated in 1983
• Founders: Bob Blum, Ed Kaelber and H. King Cummings
• First fund: “Dirigo Fund” started with $10
• Assets at the end of the first year: $17,637
• Assets today: $450,000,000
• Fund sizes range from: $10,000 - $25,000,000
• Grants made since 1983: $300,000,000 +

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• Funder

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• Steward

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• Partner

Funder

• In 2016 we awarded more than $33.3 million in grants and scholarships.
• Grant money comes from donor-advised funds (over 400), scholarship funds (over 500) and from our 22 competitive grant programs www.mainecf.org.
• Competitive grant funds can be for specific geographic areas, or interest areas such as libraries, steeple restoration, or community theater, to name a few.
• Community Building Grant Program is our largest.

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Asset Stewardship

MaineCF manages over 1,800 funds totaling $450,000,000

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Five Major Fund Types�

• Donor-Advised Fund (DAFs) – Essentially these function as an individual’s charitable checking account. Donors can get a tax benefit right away and then make grants to their favorite nonprofit organizations through MaineCF while their fund grows.

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• Designated Fund– Donors can support the work of a specific nonprofit organization. This kind of a gift provides an organization with permanent funding and premier management services.

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• Scholarship Fund – An investment in the future, scholarship funds help students achieve their educational aspirations while helping a donor satisfy his or her philanthropic goals.

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• Nonprofit Endowment Fund – Nonprofits can transfer an existing endowment or long-term fund to MaineCF. It is a simple and effective way to take advantage of the foundation’s professional investment management while building a perpetual source of funding and stability.

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• Field-of-Interest Fund – Connects a donors’ charitable investment with a specific area of interest or concern. The donor identifies the interest areas and the foundation helps to design and manage the grant program.

Partner

• Donors
• Businesses
• Non-profits
• Private foundations
• We convene other funders and donors around critical issues that affect the quality of life in our communities and across our state.

Balancing The Art & Science of Fundraising

Practicing Your Pitch

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Aroostook County Potato Field Photo by:Paul Cyr

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The Case, Simplified

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What are we proud of?

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What’s our impact in the community?

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What distinguishes our work from other organizations? What is our vision?

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Who are we trying to reach?

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What is your favorite story?

Grant Writing

Why Budget?

• Gives donors confidence in your work
• Accountability, transparency, good faith
• Helps you focus on both short- & long-term goals
• Can help you tell your story to audiences who might not otherwise “get it”
• Will likely be required by outside stakeholders

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A Good Budget…

• Tells your story
• Reflects the priorities of the campaign plan
• Operates on a specific timeline
• Is easily understood by everyone
• Is accompanied by a good fundraising plan

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Realistic, Consistent, Flexible, Measurable

1. Identify budget categories
2. Determine which costs can be in-kind
3. Get actual numbers for costs & income
4. Have others review
5. Re-evaluate & shift as needed
6. Establish a clear timeline
7. Create a cash flow and fundraising plan
8. Review and adjust assumptions – keep budget actuals current

Creating A Strong Budget

Telling Your Story

The ECO Group

Telling Your Story

The Ellisville Community Orchard Group

Telling Your Story

The Ellisville Community Orchard Group

Telling Your Story

Plan first!

• Summary
• Organizational Intro
• The Problem
• Program Outcomes
• Methods
• Evaluation Plan
• Future Support
• Budget

Tip: Consider the Funder’s Perspective

Grant Writing Tips

Create a folder that contains standard organizational information:

Your mission

Operating budget

List of board members

Key staff and skills

Organizational history

EIN # or IRS Eligibility letter

Short descriptions of programs

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Tip: Assemle common documents

Grant Writing Tips

• Each has own interest areas

For example, dogs, arts, immigrants, girls

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• Each has own rules

Apply by letter, apply online, only apply when asked,

apply once a year, apply every other year, etc.

• Each as a different amount to give

Usually some small portion of all assets

5% payout rule for private foundations

Tip: Consider the Funder’s Perspective

Research Funders: Look for a good match!

Grant Writing Tips

Start with Directories and Databases

• Maine Philanthropy Center’s Directory of Maine Grantmakers : www.mainephilanthropy.org
• Foundation Center Database

www.foundationcenter.org

• Guidestar

www.guidestar.org

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Then look at specific websites when available

Tip: Consider the Funder’s Perspective

Resources

Grant Writing Tips

Tip: Consider the Funder’s Perspective

GET ORGANIZED! PLAN AHEAD!

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Create a GRANTS CALENDAR with grant deadlines and block out time well before the deadlines to work on the applications.

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A common mistake is waiting until too close to the deadline to complete the application.

Grant Writing Tips

Most funders don’t view grants as charity to the most needy.

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Most funders view grants as investments in the best programs.

Tip: Consider the Funder’s Perspective

Grant Writing Tips

Use numbers and %

• Use a simple style
• Do not assume knowledge
• Avoid Jargon
• Define abbreviations
• Proof read
• Proof read
• Proof read

Watch your language!

Grant Writing Tips

Use numbers and %

Don’t write:

“Last year, we served many LBGTQ children.”

 Write: “Last year, we served 1,500 LGBTQ boys and girls between the ages of 12 and 18. This equals more than 10% of all children in Portland Schools.”

Don’t write: We will meet with the children.

Write: We will have 6 meetings for 1 hour each. The meetings will be held each week beginning on Sept. 10 until Dec. 12. The meetings will be run by 2 trained volunteers.

Provide details!

Grant Writing Tips

• Don’t do it by yourself
• Make sure your project description & budget agree
• Check your math
• Be realistic (don’t ask for too much or too little)
• Only send in what is required
• Always follow directions

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Grant Writing Tips

Types of Giving by Source in the US

Tip: Think Beyod Grants

Grant Writing Tips

Think beyond grants!

Art & Science of Fundraising

Individual Donor Cultivation

Who Gives?

PhilanthropWHO?

• You like the person, you like the cause, it feels good, it’s relevant.

• …AND because somebody asked.

You are a philanthropist! …Why?

1.) Identify/investigate – Find prospective donors. A qualified prospect will have: a shared interest in your work; capacity to give; philanthropic inclination

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2.) Inform – educate your prospects, share your story through: social media, volunteer opportunities, newsletters, invitations, emails, visits

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3.) Interest – Determine that they have an interest in your work

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4.) Involve – Find ways to involve them with your organization: sit on a committee, host a reception, attend an event, volunteer or ask them for advice

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5.) Invest – Once you have built the relationship to this point, it is time to invite the donor to invest in your organization

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The Five I’s of Fundraising

Another take on the five I’s of fundraising

The Art of Listening

Asking good questions and listening closely goes a long way in the relationship-building business…

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1. What do you know about our mission, vision and work?

2. How do you feel about our mission, vision and work?

3. Why do you support us?

4. How well do you know our programs? Which ones? How did that come about?

5. What do you believe are the perceptions of our organization (nationally, in the community, region, state)?

6. What are your perceptions of our effectiveness?

7. Which aspects of our programs do you believe are our greatest strengths?

8. In what ways do you feel good about the gifts you make to us?

9. Do you believe your gifts to us are making a difference? If so how?

10. Do you feel we use your contributions wisely, that we are fiscally well managed?

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7 Tips for Making the Most Out of your Fundraising Asks:

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1. Know your prospect
2. Connect your ask with your prospect’s interests
3. Know what you are asking for
4. Have a fall back plan
5. Practice
6. Keep it high energy
7. Cast a big vision

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Planning the Ask

1.) Decide who you are asking (research!)

2.) Decide who will make the ask; practice your pitch

3.) Decide what you are asking for

3.) Understand that there will be “No’s”: That’s ok!

4.) But expect a “Yes”: Attitude matters in fundraising

5.) Show people how they can make a concrete difference or help you to reach a significant goal

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Anatomy of an Ask

• Get pleasantries out of the way
• Make a transition… “listen … I want to talk to you about something important”
• Make the connection
• Convey the feeling about your project and impact of your mission – why does it matter?
• Make them understand why you need what you are asking for
• Make the ask. Remember to make it a question and to ask for something specific: example: “ Amy, would you be willing to contribute $250 to help us reach our goal so we can start the school backpack program?”

The 9 No’s of Fundraising

• No, not for this
• No, not you
• No, not me
• No, not unless
• No, not in this way
• No, not now
• No, too much
• No, too little
• No, go away

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Get Over Yourself!

Sometimes you say no.

So will people you ask.

It’s okay.

Type of “no” ~ Reason the Donor Gives ~ What the Donor Really Thinks ~ How You Might Respond

• No, not for this “You’ve asked me to support your education program for children, and I’m not interested in work with children.” “Why don’t you ask me to support your work with adults or elders? I’m interested in that kind of work.” If they are in some way drawn to your work, what might they specifically be interested in?
• No, not in this way “You’ve asked me for cash and I can’t help with that.” “I could help with some other kind of support through my business interests, such as vehicles, printing, and back office services, but you don’t seem interested in other kinds of support.” If not money, how else can they help?
• No, too much “I can’t give you that amount of money.” “I don’t have that sum available or it doesn’t fit with my commitment to your cause. Ask me for a different – lesser – sum that will be meaningful for you and is within my range.” What sum might be appropriate and acceptable, and still help with your project?
• No, go away “No” “I’ve thought about your proposition and decided that it isn’t what I want to support.” Say thanks and back away. Is the door closed, or what might have to change for there to be a possibility to reestablish the relationship?

The answer is “YES!”

Congratulations! Now What?

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The Art & Science of Thank You

We cannot thank our donors enough, but we can try!

• Check is received a personal phone call from the development person
• Brief handwritten thank you note from the solicitor
• Typed gift acknowledgement letter from the CEO or VP of Philanthropy to go out within 2 or 3 business days.
• Potentially a note from the board chair
• Brief note from the volunteer who participated in the solicitation
• If donor is not anonymous, list them in your organization’s annual report
• Invite all supporters to a donor recognition event
• Keep donor informed and show how their gift is making a difference
• Final thank you comes at the start of the next solicitation

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It’s easier to keep a donor than to get a new one, but it can be easy to damage a relationship if it is not stewarded. The simplest way to show your appreciation is to say thank-you.

Grassroots Fund

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Maine Community Foundation

Grant Programs

The Grassroots Fund �Small Grants Programs

• $250 - $1,000
• rolling online application
• dedicated to help innovative, largely volunteer groups launch projects and build the group.

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• $1,000 - $3,500
• online application deadline: March 15 & September 15
• dedicated to help established groups increase capacity, collaborate, and leverage impact.

• Expected to launch in 2017!

Seed & Grow Eligibility Criteria

• 3+ core volunteers
• No more than two paid full-time staff equivalents
• Annual operating budget <$100,000
• Local efforts!
• We do not fund regional, statewide, or national projects

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The Grassroots Fund�Event Sponsorship & Fiscal Sponsorship

Fiscal Sponsorship

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• Must be a grantee
• Fiscal Sponsorship relationships end on February 15th w/ option to renew
• 5% administration fee

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Event Sponsorship

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• $100 - $1,000
• Event at the regional level (“food sheds”, “watersheds”, “energy sheds”)
• Model new & innovative organizing strategies
• Engage new audiences

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Guiding Values

• Just Transition & Strategic Considerations
• Shifting Power: Transparency, Accountability, & Democracy
• Lowering Barriers to Funding
• Flexibility & “risk”-taking
• Change Versus Charity
• Community-Based Fundraising
• Process is the Product

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Energy & Climate

Sample Project Ideas

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• Energy Challenges

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• Energy barn raisers

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• Neighbor to neighbor weatherization programs

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• Walk / bike campaigns

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• Energy workshops / roundtables

Food

Sample Project Ideas

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• Community gardens

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• Eat local guides

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• Farm to school projects

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• Food coops

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• Gleaning

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• Permablitzes

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Land & Water

Sample Project Ideas:

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• Land conservation

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• Recreational trails

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• Protecting and monitoring wildlife

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• Creative approaches to balance built environment, working landscape and wilderness

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Environmental Health

Sample Project Ideas:

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• Preventing and eliminating waste, chemical and toxic pollutants

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• Raising concerns about health impacts of power plants, landfills, etc.

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• Creative approaches to prevent and eliminate toxic pollution

New Economy

Sample Project Ideas

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• Community swaps

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• Community loan funds

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• Local currencies

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• Time banks

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• Reskilling

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• Repair Cafes

Objective:

to fund grassroots, community projects and organizations

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Grants are seed money to support new or expanding projects

Community Building Grant Program

Program Structure

• Volunteer advisors
• 13 Committees serving 14 Counties
• Statewide funds support projects serving more than 2 counties
• Kennebec and Sagadahoc served by statewide

3 Core Criteria

• Use of existing resources
• Help community face future challenges
• Sustainable after funding

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Plus at least one of the following:

• Develop community relationships
• Foster leadership
• Involve community members

Community Building Grant Program Criteria

• New or expanding projects

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• To increase organizational strength or capacity

2 Types of Grant Support

Capital Expenses

• Include materials and equipment such as computers, tools, and building improvements
• Must be part of a new or expanding project
• Associated with clear and measurable project outcomes

• Ongoing support (no start or end date)
• Camperships
• Annual appeals
• Endowment campaigns
• Operating expenses (rent, utilities, office supplies)

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Ineligible Projects and Activities

Ineligible vs. Eligible Requests

Maine Hiking Association seeks salary and benefits for a new program director (Staff salary = general operating expenses)

Happy Hills Daycare seeks funding to add another morning program for toddlers (expenses related to daily operations)

Maine Hiking Association seeks 30 hrs of wages to create new Senior Dancing in the Snow Program (portion of staff wages specific to actual program)

Happy Hills Daycare seeks funding to support a new program that trains parents how to eat nutritiously (expenses related to a specific program)

Livermore Garden Club seeks to purchase stationary and brochures for organization for their lobby and waiting room. (General operating expense)

Livermore Garden Club seeks funding to survey members to improve outreach with a goal of adding 400 new members. (activity with measurable outcome)

Application Information

• Annual grant deadline: February 15
• Application form (online) available at: www.mainecf.org
• Grant size: up to $10,000

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Community Building Grant Program

Hannah Whalen hwhalen@mainecf.org

www.mainecf.org

Thank you!

Leigh Cameron

leigh@grassrootsfund.org

www.grassrootsfund.org