Finding the Funding

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Finding the Funding
JEAN CAMPBELL Vice President of
Development National Organization for Rare
Disorders
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Finding the Funding
JEAN CAMPBELL
Before embarking on this search there are a few
planning steps to take..

• Fundraising Questions to Ponder
• Why do we need to raise the money?
• How do we go about raising the money?
• Where do we go to raise the money?

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Finding the Funding
JEAN CAMPBELL

• Why do we need to raise the money?
• Believe in the mission of the organization
• Connect the donor to the cause
• Provide necessary programs and services
• Promote research, treatments, etc
• Keep the electricity and phones running

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Finding the Funding
JEAN CAMPBELL

• How do we go about raising the money?
• Map out a plan
• Great minds come up with great ideas
• Be creative, innovative
• Think about your target audience
• In a pinch utilize the Andy Hardy principle!

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Finding the Funding
JEAN CAMPBELL

• Where do we go to raise the money?
• People interested in your cause
• Corporations that might have a connection to your
  cause
• Educated general public
• Anyone who is willing to listen to you!

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Finding the Funding
JEAN CAMPBELL

• Mapping Your Plan
• Give serious thought to what you want to achieve
• Be realistic
• Chose the venues of fundraising that will work
  best for your group
• Decide who are your potential donors and where
  you can find them
• Think it out thoroughlyapproach staffing
  volunteers materials budget time energy
  publicity. Plan it from soup to nuts!
• Designate responsibilitiesdont be a martyr
• Communicate with your donors and sponsors
  throughout the process
• Keep good records and evaluate how the program
  worked
• Dont forget to say thank you.

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Finding the Funding
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• Setting Your Sights on Finding the Donors!
• Who is going to give to my organization?
• Individuals are the most philanthropically minded
  sources of revenue for charities.
• Corporations have created various giving policies
  to accommodate their mission and commitment to
  charities.
• Private, Community and Family Foundations are
  established to support a specific area of
  interest or to extend support to a promising
  charitable program
• Surveys generally indicate that non profits
  receive funds from the following sources
• 39 from Individuals (e.g. dues, fees)
• 31 from government sources
• 18 from private sources (corporations,
  foundations)
• 7 from other sources
• 5 from endowments or interest earned

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Finding the Funding
JEAN CAMPBELL

• One person tells another person
• who tells another person..
• Everyone has their own reasons for making a
  charitable donation
• Makes them feel good---improving the lives of
  others
• Its personalhas a connection to the cause
• Admires the work that the charity provides to the
  community
• They are a volunteer or on the board of directors
• Like to be patted on the back!
• Looks good on their resume
• Doing it to please others
• Needs that tax deduction
• They have been asked!

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Finding the Funding
JEAN CAMPBELL

• Profiling and Prospecting Individual Donors
• So who are these people and
• how do we meet and keep them?
• There is no such thing as a one size fits all
  donor
• There is a getting to know you process
• Its all about cultivation making the
  connection doing your homework
• Recognize their interests keep them in the loop
  communication
• Respect their opinions and privacy!
• Do a bit of googling. Reading newspapers,
  magazines
• Remember Moms Rule Treat others as you wish to
  be treated
• Always say thank you even if they say no

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Finding the Funding
JEAN CAMPBELL
How Do Individuals Donate? General Contributions
direct mail solicitations, memorial/in honor
gifts, end of the year solicitations just
because giving, manna from heaven Membership
Dues individual, family, professional,
corporate Employer Matching Gift Programdollar
for dollar on your gift Capital Campaign
building funds research endowments Workplace
Campaigns United Way, Americas Charities, ICA
either as a signed on charity or a donors choice
write in Planned Giving bequests, stocks,
advised funds Special Events auctions, dinners,
dances, walkathons Social Events car washes,
college activities, bake sales, health fairs,
a-thons On-Line Giving Auctions pledges, on
line charity malls, shopping sites Cause Related
Activities jewelry, apparel, accessories,
beauty products, home goods
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Finding the Funding
JEAN CAMPBELL

• Where Are These Donors?
• They are closer than you think!
• Board members, staff, volunteers, clients,
  members (inner circle)
• Family, friends, former staff etc, neighbors
  (secondary circle)
• Former clients, friends of the above (circle
  widens)
• Working associates of any the above
• Supporters of related organizations
• Residents in your community
• Healthcare professionals dealing with clients
• Fraternal organizations, Civic groups,
  Educational institutions
• Anyone who will listen to your story
• And then theres you!

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Finding the Funding
JEAN CAMPBELL

• Maintaining an Individual Database
• Keeping up with the Jones, Smiths, Campbells,
  etc.
• After identifying donors, keep track of them!
• Create an uncomplicated database to capture
  personal and giving history of your donor
• Databases can be created for your group or
  purchased from a software company
• Keep on the lookout for additional people to add
  to your list
• Your donor database can be the financial
  foundation of your organizationrespect your
  clients and their privacy

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Finding the Funding
JEAN CAMPBELL

• Corporations Making the Connection
• Looking for that win-win scenario
• Many companies have corporate giving programs or
  divisions with specific guidelines. Some even
  have foundations!
• Visiting a companys website is a must do prior
  to making any type of ask
• Find the common thread that will tie your
  organizations work to the companys mission
• Build contacts that will help open the door
  board members, clients, family, friends,
• Become visible within your community offer to be
  on a community Speakers Bureau for civic and
  business organizations e.g Chamber of Commerce,
  Rotary
• Connect your organization to a company based on
  product development, use, and research
• Ask individuals on your database to utilize their
  employers workplace giving and matching gift
  programs. Then thank the company for providing
  these valuable services

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Finding the Funding
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• Building a Corporate Relationship
• Corporate giving programs and company-sponsored
  foundations often are created to improve the
  lives of their communities where their employees
  live and work.
• Do your homework to establish if your group fits
  a companys criteria
• Pick up the phone and speak to a company
  representative about eligibility
• Introduce your organization to the company by
  mail, email
• Find the one or two things that you can offer a
  company that no one else can!
• If you have a current relationship with a
  company, dont take it for granted
• Remember that companies have lean years just like
  yoube understanding!
• Keep them on your mailing list even if they have
  turned you down
• Employees come and go, so keep apprised of staff
  changes within a company
• If a companys employees volunteer for you, tell
  them how much you appreciate their staffs time
  and loyalty
• Dont compromise your organizations ethics for
  the sake of a donation

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Finding the Funding
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• Searching for Foundations
• Foundations are in the business of giving away
  money!
• Once again there is a need to do your homework
• Find the connection between your group and the
  giving preferences of the foundation
• Be specific in your requestdont ramble
• Family, public, community, government and
  corporate foundations look to support worthy
  causes
• Research is the key-cast your nets then scale the
  list down to a manageable number (remember to be
  realistic!)
• Take the challenge to write your own or hire a
  grant writer
• Utilize the various grant resources e.g. The
  Foundation Center to assist with the search for
  suitable foundations
• Communication is imperative. Always follow up
  with a letter of thanks!

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Finding the Funding
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• Getting the Word Out
• Raising Awareness Goes Hand in Hand with Raising
  Funds
• Telling your story educates the public
• Design PR pieces (brochures, logos) to distribute
  
• Publish a newsletter
• Design a website keep it updated make it easy
  to navigate
• Cultivate media contacts locally and nationally
• Seek a board member with PR experience or hire a
  consultant to help
• Ask a local Universitys Marketing Department to
  adopt your cause as a project
• Write letters to the Editor of newspapers that
  carry articles related to your cause
• Put media contacts on your mailing list keep
  them apprised of your activities
• Invite potential contacts to visit your office to
  see what it is you do
• Get on Calendar Lists, Month lists
• Attend Medical Meetings related to your cause
• Ask your members to spread the word by sharing
  their stories
• Create Public Service Announcements (PSAs) print
  ads
• Send out Press Releases announcing breaking news
  or accomplishments
• Once people know you and what you do, they will
  be more willing to give.

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Finding the Funding
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• Summary 10 Helpful Fundraising Suggestions
• Dont be afraid to ask
• Practice asking on the people that you know
• Share your story with whomever will listen, in
  direct mail letters, with the media
• Brag about your organization and how you do good
  things!
• Keep your asking simple and to the pointthat old
  KISS method
• Do your research
• Find who will make a good donor
• Build your donor base. Ask your donors to help
  you spread the word if they like you they wont
  mind
• Dont get too wordy Make it easy for a donor to
  give you a donation
• Keep your donor database up to date
• and never forget to say Thank You!

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Finding the Funding
JEAN CAMPBELL

• RESOURCES
• Grants
• The Foundation Center www.fdncenter.org
• AAFRC Trust for Philanthropy www.aafrc.org
• Association of Fundraising Professionals
  www.afpnet.org
• The Grantsmanship Center www.tgci.com
• Government Grants www.grants.gov
• Guidestar www.guidestar.org
• Council on Foundations www.cof.org
• GrantSmart www.grantsmart.org
• CD Publications www.cdpublications.com
• Abes Email Reports www.abespg.com

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Finding the Funding
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• RESOURCES (more)
• Grants
• Philanthropy Journal www.philanthropyjournal.org
• Philanthropy News Digest www.foundationcenter.org
• Federal Assistance Monitor www.cdpublications.com
• Federal Research in Progress www.ntis.gov
• Periodicals
• Chronicle of Philanthropy (72 for 24 issues)
  www.philanthropy.com complimentary issue by
  calling 800-347-6969
• The Non-Profit Times free to qualifying
  organizations www.nptimes.com

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Finding the Funding
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• RESOURCES (more)
• Periodicals (contd)
• Contributions Magazine 6 issues 40
  www.contributionsmagazine.com
• Successful Fundraising Newsletter 12 issues 149
  www.stevensoninc.com
• Other
• Pro Bono Partnership www.probonopartner.org
• www.ephilanthropy.com
• www.charitychannel.com
• DonorSpeak www.campbellrinker.com

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Finding the Funding
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• RESOURCES (more)
• Other (contd)
• BBB Wise Giving Alliance www.give.org
• Charity Navigator www.charitynavigator.org
• Venture Philanthropy Partners www.venturephilanthr
  opypartners.org
• www.futureofphilanthrophy.com Designed for
  donors gives insight into what charities they
  like and why
• Corporate
• Corporate Giving Directory published by Taft
  Group gives a state by state listing of
  corporate givers
• Whos Who in America published by Macmillian
  Directory Division
• The Social Register published by the Social
  Register Association

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Finding the Funding
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• RESOURCES (more)
• Technology For good ideas on internet
  philanthropy
• www.heifer.org www.groundspring.org
• www.ephilanthropy.org
• www.beaconfire.com
• Workforce Assistance with staffing
• www.brookings.edu
• www.compasspoint.org