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Introduction to Sati International Fundraising Goals
Jonathan LossosDirector of ProgramsSati International
+Topics for Today
■ Introductions■ Landscape of Giving: U.S. and International■ Fundraising Fundamentals■ Grants 101: What do Grantmakers look for?■ Understanding Buddhism Philanthropy■ Questions & Answers
+Sati International Meditation & Research Center■ Mission, “Building a better world by embracing two
universally shared values of Buddhism: Midnfulness and Awareness”
■ Private Grantmaking Foundation■ Strategic areas of focus include: U.S. Department of
Veterans Affairs (PTSD)
+The World Giving Index – Top 20 Countries
World Giving Index 2012 https://www.cafonline.org/PDF/WorldGivingIndex2012WEB.pdf
+World Giving Index: Western Asia
World Giving Index 2012 https://www.cafonline.org/PDF/WorldGivingIndex2012WEB.pdf
+
Religion is a huge sector
WGI Rank #5: U.S.A
+
And individuals give the majority of all nonprofit funding…
WGI Rank #5: U.S.A
+
Religion is a huge sector
WGI Rank #5: U.S.A
+
And individuals give the majority of all nonprofit funding…
WGI Rank #5: U.S.A
+Trends for Giving Amongst Peace (Mindfulness) Foundations
Peace Related FoundationsA.J. Muste Memorial InstituteAlan B. Slifka FoundationBen and Jerry’s FoundationBetter World FundBiosophical InstituteBlaustein Foundation, Inc., Morton K. and Jane, TheCarnegie Corporation of New YorkCatalyst for PeaceCompton FoundationEl-Hibri FoundationFiredoll FoundationFord FoundationFoundation for Middle East PeaceFred J. Hansen Foundation Germanacos FoundationHolthues TrustHumanity UnitedJ & L FoundationKalliopeia FoundationLydia B. Stokes FoundationMacArthur FoundationMADRENorth Star FundOpen Society InstitutePeace Development FundRockefeller Brothers FundRussell Family FoundationSamuel Rubin Foundation Schooner FoundationSidney J Ungar/ J. Shapiro Family FoundationSteiner-King FoundationStewart Mott Family FoundationThreshold FoundationTrust for Mutual UnderstandingU.S. Institute of PeaceUnited Nations FoundationWinds Of Peace Foundation
+Trends for Giving Amongst Interfaith Foundations
Interfaith Relations and Respect for Diversity Related FoundationsAlan B. Slifka FoundationAlavi FoundationBernstein Family FoundationBerrie Foundation, RussellBerry Foundation, Grant and DonnaBlumenthal FoundationCenter for Interfaith Action on Global PovertyChino Cienega FoundationConnemara FundDavid & Barbara B. Hirschhorn FoundationDoris Duke Foundation for Islamic ArtEinhorn Family Charitable TrustEl-Hibri FoundationEngland Family Foundation, Inc., Lois & RichardGambrill FoundationGermeshausen FoundationGHR Foundation (Mark and Karen Rauenhorst Family Foundation)Henry Luce FoundationKalliopeia FoundationNathan Cummings FoundationNorth Star FundRighteous Persons FoundationRoche Family FoundationRockefeller Brothers FundShinnyo-En FoundationWilliam and Mary Greve FoundationRussell Memorial Foundation, Robert
+What is Fundraising?
■“Fundraising is the gentle art of teaching the joy of giving.”- Hank Rosso, Renown fundraising expert and coauthor of Hank
Rosso’s Achieving Excellence in Fund Raising
■“Fundraising is not an event; it is a process.” - Edgar D. Powell, Established fundraiser
+Funding Sources – Where Does The $ Come From?■ Foundations
■ Corporations ■ Other Nonprofits■ Government Funders ■ HNWIs and special cultivations■ Individual Donors (Direct Mail, Online,
Crowdsourcing, Board Members, Annual Appeals, etc.)■ Special Events (Gala, Telethon, Run/Walk, etc.)
+Fundraising Fundamentals – Top 101. If you don’t ask – you don’t get. You will be rejected. A lot. Get over
it.
2. More specifically, the more you ask – the more you get.
3. But ask smartly – do your homework so that asks are nearer to “yes,” than “no.”
4. 20% of your donors will give you 80% of your funding. Feed them!
5. Fundraising is: building and sustaining relationships, donor-centered, & mission-guided. It follows strong ethical principles.
6. Start with articulating a case for support that is concise, believable, and shows urgency. Write it. Refine it. Rewrite it.
7. Use your board and contacts to get noticed and a conversation.
8. Ask open-ended questions and let your donor talk. God gave you two ears, one mouth.
9. Say thank you promptly, formally and informally. Say it again.
10. Data is king / queen. Record, track, and focus.
+Why are Metrics so important?
■ Grantmakers want to be able to measure the impact of their grants
■ Metrics help you fundraise. Make them part of the story.
■ How do you know your work is succeeding?■ Determining the right metrics to evaluate impact is
difficult, but if done correctly will help to monitor your projects
■ Foundations are increasingly aware of there importance and may assist grantees in developing the right measurements
+The Key - Who Do You Know?
■ Board ■ Staff ■ Friends■ “Competitors” (don’t count it out! – use open source approach)■ Luck
Pass around a list of contacts (program officers and directors) and your target list of foundations. Look for connections. Get past the “only pre-selected applicants” barrier.
+Where to find grant opportunities?■ Requests for Proposals (rare)■ Prospect Research (always necessary)■ Word of Mouth / Referral (promising)■ Previous Relationship (best)■ Following e-news and social media feeds from
consolidators like the Foundation Center, Chronicle of Philanthropy, and key foundations (promising)
■ Luck (hey, grace happens)
+
• Planning and Priority Setting
• Write Proposal and Budget• Compile List of Potential Sources• Initial Contact• a) appointment• b) permission• Submission of Proposal• Appointment• a) establish rapport• b) increase likelihood of funding• c) discuss funding priorities• Cultivation• a) Board networking• b) updates, progress reports• c) continual phone contact• Result• a) Grant• b) Wait• c) Rejection
85% will
take a call
from you
Only 10% want a LOI first now
60% will meet with you as a good effort or due diligence
The Grant Cycle
+Letter of Inquiry, Common Grant Application, or Full Proposal■ Introduction■ Brief Organization Description■ Statement of Need / Problem■ Methodology and Key People Involved■ Current and Expected Funding, Request, and *Budget*■ Measurable Outcomes■ Final Summary
It is like inspecting a book to see if you like it. You got 30 seconds to make an impression after days of work.
There will be guidelines - follow them!
+Every organization has guidelines
Sati's Guidelines
http://elhibrifoundation.org/grants/seekers
+ A Cover Letter or Letter of Intent■ Request your dollar amount and introduce your
project in the first sentence. ■ Describe how your project and/or organization will
further the foundation's mission. ■ Reference your most recent contact with the
foundation – you should have called, visited, been referred, or been invited.
■ Give full contact details in case the funder wants additional information.
■ Signed by your organization's Executive Director
+No contact info
No evidence research was performed
No evidence document was proofread
Did not calculate cost correctly Actual Total =
$236,316
No evidence of Tax Exempt status – Cannot fund individuals
FAIL
+
SUCCES
S
+Organized Research and Tracking■ Shareable tracking of contacts and grants in Word,
Excel, SalesForce, or the like■ File set of 990s■ File set of Foundation Directory (or equivalent) profiles■ File set of foundation’s own data – annual report,
guidelines, website stories or information, notes from meetings, public research data
■ Google and other prospect research finds, e.g., bio of funder/founder, impact stories, transitions in staff/focus
+Where to get help…■ The Foundation Center (www.foundationcenter.org) ■ Association of Fundraising Professionals (
www.afpnet.org) ■ Association of Professional Researchers for
Advancement (www.aprahome.org) ■ Council on Foundations (www.cof.org)■ The Grantsmanship Center (www.tgci.com)■ Guidestar (www.guidestar.org)■ Giving USA Annual Report (www.givingusareports.org)■ The Chronicle of Philanthropy (www.philanthropy.com)
+The Foundation Directory Online
+Power Searching on Foundation Directory Online
+A New Alternative:The Foundation Search America
+Use criteria to find the right grantmaking organizations■ Who Funds in My Geographic Region?■ Who Funds in My Area of Interest?■ Who Provides the Type of Support I Need?■ Who Has Funded Organizations Like Mine?■ Who Has Given Amounts in the Range I Need?
Make an A, B, and C List and keep simple notes on due dates, policies, contacts with them, observations about their patterns, and key connections under each funder. Share your list with staff and board.
+Understanding Buddhism Philanthropy■ Long and substantial tradition of giving in Buddhism
■ Dana
■ In the U.S., there is a lack of traditional philanthropic participation amongst Buddhism communities, why?■ Lack of Trust?■ Fear?■ Funding traditional sources?
+Questions & Answers
Please feel free to contact me with questions anytime:
Jonathan LossosDirector of Programs7768 Marshall Heights CourtFalls Church, Va [email protected]
