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Fundraising 101. Agenda. Key Principles Match requirements Funding landscape Basic fundraising steps The Circle Exercise. Key Principles. People give to people Fundraising is 90% networking and 10% grant writing Market your services Commitment, passion & expertise Listen - PowerPoint PPT Presentation
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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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