Copyright 2013 Alliance for Nevada Nonprofits 1

WEBINAR Fundraising 101 October 24, 2013 With Linda Lysakowski, ACFRE LindaLysakowski.com Agenda Fundraising 101 Setting Goals Building Your Case for Support The Role of Board, Staff, Volunteers Creating the Infrastructure Q&A Announcements NOTE: Slides were/will be emailed. Also, slides will be included with the replay video email (within 24-48 hours). Fundraising Kit ($500 value) will be emailed, too, and in ANN Training Archive. Special thanks to Carson Valley Trails Association for making the Kit available! Who Gives the Money Copyright 2013 Alliance for Nevada Nonprofits 1

Why Do People Give? Who do you give to? Why? Who do you not give to? Why not? Have you stopped giving to anyone? Why? Which Type of Fundraising Has the Best Response Rate? Face-to-Face Fundraising: 65% Telephone Fundraising: 35% Direct Mail Renewal: 20% Direct Mail Acquisition: 1-1/2 % Grant Proposal Writing: 10-50% Events: Can t Always measure # of contacts Internet Fundraising/Social Media Fundraising: Can t measure # of contacts What is the Cost of Typical Types of Fundraising? Acquisition Mailings $1.25-$1.50 per $1 raised Direct Mail Renewal $.20-.25 per $1 raised Special Events $.50 per $1 raised Foundation Proposals $.20 per $1 raised Personal Solicitations $.10-.20 per $1 raised Copyright 2013 Alliance for Nevada Nonprofits 2

The Donor Pyramid Special Events Ultimate Gift Bequest Planned Gifts Special Gifts Endowment Campaigns Capital/Special Campaigns Annual Campaigns Renewal First Time Gift Awareness Publications Investment Involvement Public Relations Interest Information Identification Moving Donors up the Donor Pyramid Creating Awareness Website Annual Report Social Media Cultivation Events Public Relations Advertising PSAs and Press Releases Communications Promotion Ideas Copyright 2013 Alliance for Nevada Nonprofits 3

Creating Awareness Special Events Fund Raising or Friend Raising? Committees Staff Role Timelines Budgets Setting Goals Annual Giving Grants Direct Mail/Internet Telephone Solicitation Personal Solicitation Grants Finding a match Building relationships Follow through Copyright 2013 Alliance for Nevada Nonprofits 4

Direct Mail Acquisition: Have a Plan Your Direct Mail Package Strategies for Renewal & Upgrading Harnessing the Internet Email Appeals Social Networking Website Telephone Fundraising Professionals or Volunteers? Segmenting Your Donors Preparing the Script The Pre-call Letter Timing Copyright 2013 Alliance for Nevada Nonprofits 5

Personal Solicitation Planning Your Strategy Using Volunteers/Staff Segmenting Your Donors The Business Appeal Special Gifts/The Ultimate Gift Capital Campaigns Planned Giving Why a Development Plan Where do you want to go? Copyright 2013 Alliance for Nevada Nonprofits 6

Why Plan Set Realistic Goals Keep from Getting Sidetracked Measure Success Key Elements of the Plan Level of board commitment Technology available or budgeted Commitment to professional development Community awareness/relationships Diversity of funding streams Basic Planning Elements Goals Objectives Strategies Action Steps Who is going to do it? How much will it cost/raise? When is it going to be done? Copyright 2013 Alliance for Nevada Nonprofits 7

Areas of Focus Communications Donor Relations Research Fundraising Programs Constituencies Technology and Infrastructure Human Resources Setting Goals How much do we need to raise? For what purposes? Can you answer these questions? Do we have a viable strategic plan? If we went away tomorrow, who would care? Do we know what our donors want? Copyright 2013 Alliance for Nevada Nonprofits 8

Who are Our Stakeholders? Another Case Definition Finally, it should be said that the Case for fundraising -- taking into account what has been said about people, causes, and giving -- should aim high, provide perspective, arouse a sense of history and continuity, convey a feeling of importance, relevance, and urgency, and have whatever stuff is needed to warm the heart and stir the mind. Source: Ted B. Bayley, Fund Raiser s Guide to Successful Campaigns The Development Team Copyright 2013 Alliance for Nevada Nonprofits 9

How Does Your Board View Fundraising? The Tin Cup mentality? A necessary evil? We don t need it. Not my job! I don t know how. I don t want to bug my friends! Why is Board Giving/Asking Important to Fundraising? They have a fiduciary responsibility for the organization! They are volunteers! They lend credibility to the organization! Funders expect it! They care (or should care), more than anyone else, about the organization! Can the Board Raise Money Without Even Asking? Each board member invite three people to have lunch Board members host an event Board Thank-A-Thon Speaking engagements The elevator speech Birthday/anniversary gifts Opening doors Copyright 2013 Alliance for Nevada Nonprofits 10

Four Main Steps in Fundraising Identifying Cultivating Soliciting Stewarding Creating the Infrastructure Donor Records Management Policies Procedures The Case The Plan Technology Donor Software Personalized appeals Accurate recording and reporting Donor history Donor preferences Acknowledgment Specialized functions Copyright 2013 Alliance for Nevada Nonprofits 11

Policies & Procedures Gift Acceptance Policies Recognition Policies Investment Policies Office Procedures Implementing and Evaluating the Plan Taking Ownership Measuring Success Reporting Success Remember The plan isn t written in stone, but neither should it be written in disappearing ink! Copyright 2013 Alliance for Nevada Nonprofits 12

Questions & Answers Special Offer for ANN Members Quick and Dirty Development Audit $750 Announcements AllianceForNevadaNonprofits.com November 6 9 am Webinar: Unemployment Insurance Products November 7-8 Reno Conference for Nonprofits RenoConference.org November 14-15 Las Vegas Conference for Nonprofits LasVegasConference.org Copyright 2013 Alliance for Nevada Nonprofits 13