Fundraising 101

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Fundraising 101

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Agenda

• Key Principles

• Match requirements

• Funding landscape

• Basic fundraising steps

• The Circle Exercise

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Key Principles

• People give to people

• Fundraising is 90% networking and 10% grant writing

• Market your services

• Commitment, passion & expertise

• Listen

• Fundraising is not a science

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Match Requirements

• RWJF requires a 50% match of grant award dollars for CKF Part I

• Grantees must begin using match funds no later than the beginning of the third year of the grant.

• The match requirement is designed to identify new sources of funding for the CKF initiative.

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Match Requirements

• RWJF will not provide more than 50% of the total RWJF funds until the match support begins, if earlier than the third year.

• Should no match funds be secured by the beginning of Year 3, no additional RWJF funds will be provided to the grantee.

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Match Sources that do not qualify:

• No federal funds

• No in-kind contributions

• RWJF has a strong preference that match sources do not come from entities that manufacture or distribute alcohol, tobacco and/or firearms

Match Requirements

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• Grantees are strongly encouraged to submit match commitment documentation to their regional coordinator as soon as it is received

• If a project fails to secure previously

committed match funds, contact your regional coordinator immediately

• For more information regarding the match certification process, please refer to Section 6 of the CKF Program Management Handbook, and/or contact your regional coordinator

Match Requirements

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Where’s the Money?

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Landscape for CKF Grantees

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Why Do Corporations Give? • Increase profits• Improve image• Good corporate citizens

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Why Do Foundations Give?

• Issue focus• Geographic focus• Seed programs

– Quality– Feasibility– Innovation

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Why Do Government Agencies Give?

• Politics• Community support• Budget issues

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Step 1: Your Assets

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Taking Stock of Your Assets

• Projects

• Passion, commitment, and expertise

• Intuition

• Network– Fundraising is 90% networking and 10%

grant writing

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Targeted Networking

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Jump Start Your Networking

• State hospital association

• Chamber of Commerce

• Foundation forums

• Opinion pieces in local papers

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Step 2: Develop a Plan

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Prospect Research

Compile broad list• Network• Corporations

– Local hospitals – Insurers that manage SCHIP/Medicaid programs

• Foundations• Government agencies

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Prospect Research

Resources• Annual reports• Local newspapers• Online resources

– Prospect’s Web site– Hoover’s online, LexisNexis – Foundation center

• Network• Prospect

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Prospect Research

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Prospect Research

Donor Criteria• Tobacco or alcohol companies• Gun manufacturers• Unethical business practices

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Prospect ResearchNarrow Your Prospects

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Prospect Research

Identify top priorities• Focus on a few large prospects• Low-hanging fruit• Time considerations

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Step 3: Prepare Approach

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Understand Funder’s Point of View

• Return on Investment• Feasibility• Sustainability• Community support• Politics• Acknowledgement opportunities

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Rehearse

• Avoid lingo• Use their terminology• Positive tone• Be succinct

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Talking points

• Overview of CKF

• Description of issue as it relates to your community (and their interests)

• Specific objectives

• Plan of action

• Track record

• Amount of funds to be requested

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Make the call

• Goal is to get a face-to-face meeting or be invited to submit a proposal

• Call time:10 a.m. and 2 p.m.

• Listen and ask questions

• Be persistent

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Step 4: The “Ask”

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The “Ask”

• When?

• How?– Verbally– Written proposal

• How much?

• What’s next?

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Step 5: Follow up

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Follow-up

Follow UpFollow Up

Follow Up

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Step 6: Stewardship

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Stewardship

• Thank you

• Progress reports

• Spend money wisely

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Covering Kids & FamiliesFundraising Materials

Fundraising 101 (from Covering Kids & Families Annual Meeting)

Meeting the Match: A Guide to Fundraising

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