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Fundraising &
Grant Writing
Strategies
Presented by
Melanie Campbell
Melanie
About
17+ years in the nonprofit world
Healthcare industry
200+ grants
10+ events, plus assisted with multiple others
Fundraiser Traits
Passionate, compassionate, hope, dreamer, determination,
learner, listener, relationship builder, networker
Nonprofits
Nonprofits in
Florida – 113,877www.nonprofitfacts.com
Nonprofits in US
2,202,876www.nonprofitfacts.com
Day-to-Day Operations
Relationship Building
Community Relations
Networking
Local & National issues & trends (related to mission)
Process & Procedures
Professional Development/Education
- Make a point to map out tomorrow’s work (tasks) at the end of each day.
- DON’T PROCRASTINATE!!!
Fundraising/
Development Plan
5 components of written plan – 1) Goals; 2) Objectives;
3) Strategies; 4) Action Plans; & 5) Timetable.
Plan cont…
Evaluating current development programs and gift data.
Establishing fundraising goals for the upcoming year.
Setting quantifiable objectives that support those goals.
Designing action plans (fundraising strategies) that spell
out how those objectives will be met.
Creating a yearlong calendar that identifies everything
that will occur by when and who is responsible.
Monitoring the plan’s progress throughout the year and
making adjustments as needed.
Evaluating the plan at year’s end in light of what was
achieved or fell short of expectations.
Policies & Materials
Gift Acknowledgement Process
Filing System
Gift Acceptance Policy & Procedures
Job Descriptions & Responsibilities
Prospect Research
Proposal Tracking System
Gifts in Kind
Marketing Materials
Donor Database
Board & Volunteer Training
Discrimination/EEO Policy
Americans With Disabilities Act (ADA) Policy
Ways to Give
Donations
- Monetary
- Volunteer
- Business/Corporation
Direct Mail
Events
Sponsorships
Matching Gift
Endowment
Bequest
Life Insurance
Memorial
Major Gift
Annual Gift
Planned Giving
Capital Campaign
Peer-to-Peer
End of Year Appeal
Prospects
Cultivate a “Top Prospects” – identifying your region’s
most financially capable individuals, businesses, and
foundations, which includes prioritizing this group based
on research and rating and screening procedures.
Donors
Tie your fundraising to make it impactful – instead of
saying “Make a donation” say …
“Help us reach $10,000 by December 31st!”
“Help us raise $10,000 by year-end to feed 1,000
children”
Qualify where the funds will be used and how.
What Your Gift Can Do
(Sample) $1000 can provide one week of emergency shelter and support at
Elizabeth House for a mother and her children forced to flee from domestic or sexual violence in their homes.
$500 can provide ten sessions of a domestic violence support group with two facilitators. Or can provide a child victim of sexual assault with ten individual counseling sessions with a certified Child Advocate.
$250 can help so many by providing approximately two weeks of "after hour" counseling and support in the middle of the night for victims of sexual assault. Or can provide five counseling sessions to a person experiencing a painful divorce.
$100 can provide a prevention program in a local school to help keep our children safe. Or can provide two individual counseling sessions for a victim of domestic violence.
$50 will help us purchase food and supplies for our shelter.
$25 will help us to purchase HART bus passes or gift cards to area grocery and department stores for our shelter residents.
Donors
What Motivates People to
Give?Personal Connection & Values; Recognition; Happiness; Family
& Friends; Public Benefit; Faith; Education
1. Pivotal involvement – Everyone wants to think that their contribution was
necessary and sufficient for the success of a fundraising campaign.
2. Being asked – It’s very simple, but people need to know that they’re personally
invited to contribute.
3. Guilt – People start to feel bad if they’re in a position to help but don’t act on
opportunities.
4. Compassion – Seeing campaigns that need support can trigger an emotional
response, especially if the donor feels attached to the recipients of a
particular campaign.
5. Transparency – Donors are more likely to give if they know exactly where their
money is going and how much of it will get passed along to the cause.
6. Urgency – When time is running out, individuals feel more pressure to give.
7. Recognition – Having a good deed made public can have an impact on how
people view the donor in a positive way.
What Motivates People to
Give? Cont.
8. Simplicity – Campaigns that have clear and straightforward
goals are easier to understand and support.
9. Euphoria – Making a difference makes a supporter feel good
because they know they did something worthwhile.
10. Upbringing – People who were raised in charitable families are
more inclined to follow the family footsteps when it comes to
giving.
11. Time of the year – Holidays and the end of the year before tax
season are times when donors are motivated to contribute.
12. Guaranteed success – Knowing that a goal will definitely be
reached eliminates uncertainty and makes it easier to
contribute.
13. Campaigns in the news (Japan, Haiti) – Hearing about a
specific fundraising campaign whenever a TV or radio is turned
on, a newspaper is opened, or a website is loaded keeps the
cause in the minds of potential donors.
14. Peer pressure – People are compelled to be a part of what
their friends are involved in.
15. Celebrity endorsement – By contributing to campaigns that
are championed by celebrities, donors feel like they're more
Thank You x 7
1. A personalized thank you note from the person
who solicited the gift.
2. A personalized thank you from the Chair of the
Board or President on behalf of the organization.
3. A personalized thank you note from the Executive
Director or CEO.
4. A personal telephone within 3 days of the gift
having been made from a staff member.
5. A personal telephone call within 30 days from a
member of the board.
6. An acknowledgement in the newsletter in a
section on “Gifts Received.”
7. Six months later, a follow up report again
thanking the donor for the gift and telling the
donor what has been accomplished with the
contribution.
Thank You x 7 cont.
Extra ways
8. List the donor’s name in the Annual Report among
all donors at the same level.
9. A public display within the organization’s offices
and/or at an event.
Events
Golf Tournament
Walk/Run
Gala
Breakfast
Direct
Mailing
Board of Directors• Act as an ambassador (open doors to their connections, make
contacts, thank donors on the telephone, in writing, and at public
recognition events) or ask people to make donations and/or renew
their gift;
• Link your organization with their community by sharing, with passion
and urgency, their commitment to your organization, its mission and
its case for support;
• Identify and qualify prospective donors;
• Involve potential donors in your organization, i.e., take people on
tours, arrange meetings with program or senior staff leadership;
• Ensure that donors’ gifts are used where intended, and report back on
the benefits to your organization and its clients as a result of their
gift;
• Attend fundraising events to show support for donors, volunteers and
employees;
• Accompany the executive director or other leaders in the organization
to provide support at key meetings with potential donors (they can
choose to go alone once they have become skilled, confident
fundraisers).
Board of Directors
Commitment
Give,
Get, or
Get off
Board of Directors
NameBoard
Position
Business
Affiliation
& Title
Mailing Address,
Phone & Email
Areas of
Expertise or
Relevant
Experience
Gend
er
# of
Continu
ous
Years on
Board
Current
Term
Expiratio
n
Social Media
• Choose your outlets – Don’t create an account on every site. Stick
to the one or two sites that your target audience is already using
and your staff is familiar with.
Other Revenue Streams
Miscellaneous
Newsletters/Email
Annual Reports
Partnerships
Collaborations
Wish List
Gifts In Kind (UW of Central
Florida)
Businesses/Corporations
Tours/Visits
Involvement
Opportunities/Volunteering
Churches
Civic Organizations
Girl/Boy Scouts
Rotary
Women’s Club
Garden Club
VFW
Year End
Data on gifts – total revenue raised (did you hit your goal?); where were the funds directed? (general operations, program, equipment, etc)
Data on donors – number of donors compared to previous year; number of first-time gifts; sources (businesses, individuals, foundations, board members, etc)
Summary of fundraising methods/programs – Direct mail; face-to-face calls, special events; grants, etc.
Budget issues – line items that were significantly over/under budget and why.
Personnel issues – vacancies, key performance issues, expectations.
Shortcomings/Disappointments
Key accomplishments
Key recommendations
Grants
Operational
Program
Staff
Equipment/Technology
Online (word/character limit)
Form/fill in
Grant - Types
Federal
State
County
City/Town
United Way
Foundation
Family/Trust
Corporate/Business
Community
File Cabinet (Paper & Electrotonic)
501c3 Determination Letter from the IRS
Bylaws
Audited Financial Statement w/ Management Ltr
990
Annual Report
Audit
Insurance Certificate & Endorsements (Org & Board)
Strategic Plan
Solicitation for Contribution
Donor Edge Portrait
List of Partnership & Collaborations
Memorandums of Understanding (MOU)
Demographics
Age
Gender
Race/Ethnicity
Residence – County
Residence – Type (apt, home, mh, shared, etc.)
Employment Status
Househouse Income (range)
Household Type (married, children, etc.)
Whatever you can track to show what it is you do and
for whom you do it.
Grant Pieces …
Case for Support - The proposal makes a strong and
compelling case for support, including 1) the community
need being addressed, 2) data supporting the community
need, 3) the solution proposed, which is backed up by
corroborative data, 4) the specific population being served,
and 5) one story demonstrating the case.
Goals - Does the proposal describe the overriding purpose
of the program . . . what the organization ultimately hopes
to accomplish?
Outcomes/Impact - Are outcomes expressed in terms that
are specific, measurable, attainable, reasonable &
relevant, and time sensitive? Is the impact of the program
adequately described . . . the specific effect that will
occur as a result of the program?
Outputs/Deliverables - Does the proposal describe exactly
how many will be served and the duration of services?
Grant Pieces …
Activities/Methods - Does the proposal describe how the organization will meet its goals . . . . what it will specifically do?
Evaluation Plans - Are they described and reasonable? Will the evaluation method actually measure if the goals and objectives have been met?
Capacity - Does the proposal engender trust that the organization has the capacity to achieve the stated goals and outcomes and manage money granted?
Budget - Is the budget reasonable and aligned with proposal narrative? Are unit costs broken down? Is a proposal narrative included?
Sustainability - It is feasible that the organization can continue the project after grant is spent?
Collaboration - Is collaboration among community providers discussed?
Tips & Tricks/Strategies
Know your programs – inside & out
Read through the RFP 3 times – 1) All the way through with a highlighter; 2) stickie notes making the pieces & parts/requirements; & 3) make a “task list” – pgs, fonts, attachments, etc.
Only apply if – 1) You match al the foundation qualifications; 2) you’re willing to research and write the application to their specifications; 3) you apply only for the kind of funding you already identified you are pursuing (i.e.program/services you already provide).
Lie about due dates
Follow your competitors/collaborators
Blue & Black pens
Research
Rejection
Follow Directions
