FUNDRAISING

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• FUNDRAISING
• Regional Meeting Osnabrück
• (02/02/2001 - 04/02/2001)
• By Koen G. Berden

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Fund Raising

• How to raise funds successfully
• on the local or European level?
• Simple
• THINK, ACT, FOLLOW UP!!

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Fund Raising
INTRODUCTION

• Companies never just grant money. They sponsor
• events or publications for three main reasons
• 1. increase of sales
• 2. image and prestige
• 3. recruitment

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Fund Raising

• What are we really after...
• when we do fundraising??!
• Not only money! Also sponsoring in kind,
• speakers, know-how, services, gadgets, ideas!!!

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Fund Raising

• THE FUNDRAISING STRATEGY
• (A strategy is always needed! Everything should
  be
• planned and well co-ordinated in advance! Every
  move
• should happen for a reason!!)
• Why???
• Limit the number of companies to approach
• Decide on the approach you are going to have
• Make a task division in your team (who is
  responsible for FR?)

Three phases preparation, action, follow up
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Fund Raising
A. Preparatory phase (THINK!!!!!!!)

• What do you try to raise funds for?
• 1. an event (conference, congress, other). Try to
  define a motivation of interest for the
  companies. What is exactly the product you are
  trying to sell?
• 2. a publication (local bulletin, flyers,
  brochures)

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Fund Raising

• Who would be interested?
• 1. Commercial companies
• 2. Foundations

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Fund Raising

• Which companies would be interested?
• DO a Market Research! Look for companies that
• have a student target group,
• are associated somehow to the subject of the
  event,
• have special sponsoring programmes.

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Fund Raising

• Which foundations would be interested?
• DO a Research again! Look for foundations that
• have a student target group,
• are active in the field that is the subject of
  the event,
• have other criteria that you meet

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Fund Raising

• In which order do we approach them?
• CREATE a database. Use the yellow pages and the
• web to gather information about the
  companies/foundations (DONT FORGET TO CHECK THE
  BLACKLIST FIRST!).
• Evaluate this information. Give priorities based
  on
• several criteria
• a. past co-operation with AEGEE (do they know
  you? do they LIKE you?)
• b. internal support (old AEGEE members etc.)
• c. funds available (size of the company)

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Fund Raising

• Material?
• Make sure you have prepared
• a. a presentation of AEGEE
• b. a presentation of the event (project outline)
• c. sponsor booklet (a Set of Possibilities What
  can we offer to the sponsors?)

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Fund Raising

• A SET OF POSSIBILITIES
• advertising (brochures, logo on printed material
  the web etc)
• information stand at the conference
• distribution of their promotional material during
  the event
• mailing to the members
• press releases, press conference etc.

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Fund Raising
B. Operating FR (ACT!!!!!!!!)

• How to approach a company/foundation?
• Make a preliminary phone call to find out who to
  address your letter / request to.
• 2.Send a letter initial information package
• 3. Ask for a meeting
• 4. Attend the meeting
• 5. Make sure that you determine the time of the
  reply, reminding phone calls will be necessary

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Fund Raising

• Writing a letter / make information package 1
• 1. Why do you write a letter?
• To inform
• To convince
• 2. Some basic rules
• Keep it short (1 page max)
• Get right to the point
• Avoid long complicated sentences
• Be clear and polite
• Avoid typing mistakes
• Spell the name of the receiver (and
  company/foundation) correctly

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Fund Raising

• Writing a letter / make information package 2

• Make clear (in 1-2 sentences) what you exactly
  want from the sponsor money (and how much?),
  free facilities? other kind of support?
• Shortly present AEGEE (basic information,
  especially the range of the activity, purposes of
  association and number of members).
• Describe the project itself (4-5 sentences)
• Polite formula, thanks and signatures.
• Attachments brochures about AEGEE, detailed
  offer, available letters of recommendation,
  detailed description of the project, expected
  number of participants, budget etc.

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Fund Raising

• A sponsoring interview
• 1. Prepare yourself very well before (what do you
  want, what materials to take, how to dress,
  etc.)!
• 2. Be on time!!
• 3. Know exactly what to ask for and what to be
  able to ask for and dont promise things you
  cannot achieve (KtE)!
• 4. Try to contact the person opposite you.
• 5. Be flexible in your approach (feel what is the
  maximum attainable, realise what the person finds
  important, etc.)
• 6. Never expect to walk out with a concrete
  amount but know exactly when to expect it or call
  (make a follow-up agreement)

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Fund Raising

• C. After the Act (FOLLOW-UP!!!!!!!)

• Positive answer ???????
• Make sure that you thank the person!
• Keep the person regularly updated on the
  proceedings of the organization!
• Involve the company/foundation as much as
  possible in the organization (they can give you
  tips, they have the know-how in organizational
  matters, they can give you useful contacts, they
  feel flattered in any case!) !

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Fund Raising

• Keep your promises, keep your obligations !
• Send invitations on time!
• Send a report (results brochure), other required
  documents and a letter of thanks after the
  conference!
• Negative answer ???????
• Send a letter of thanks for the meeting, hoping
  for
• co-operation in the future

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Fund Raising

• General tips (always to be followed)
• Do not lose the contact once the event is
  finished !!
• Keep your contact person always updated in the
  activities of AEGEE
• Send local and European publications
• Send Christmas Cards
• Follow the career of your contact person
• Update regularly your Fundraising database

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Fund Raising

• In other words
• Do not let them forget you !

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Fund Raising

• No strategy guarantees good results!
• It just maximizes your chances!
• GOOD LUCK!!!!!!!
• ?