REVENUE DEVELOPMENT FOR ADAPTIVE SPORTS ORGANIZATIONS Adaptive Sports USA 2016 National Conference and Delegate Assembly Las Vegas, NV Thursday Nov 17, 2016
Howard Brodwin - Sports and Social Change howard@sportsandsocialchange.org @sportsandchange http://solutions.sportsandsocialchange.org Stacey Wedding - Professionals in Philanthropy swedding@profinphil.com @profinphil http://www.profinphil.com
Don t judge each day by the harvest you reap but by the seed you plant. - Robert Louis Stevenson
How Nonprofit Organizations Generate Revenue Individual Donations Board Contributions Foundations / Grants Major Gifts Corporate Donations Event / Program Sponsorship Giving Days Social Enterprise
Individual Donations What motivates donors to give? Personal / Belief in the Cause Social Currency / Status Networking / Relationships Discounts Professional Development Influenced by Others Moral / Civic Responsibility Recognition Access Self Esteem
Individual Donations What are your Organization s current assets & resources? Money Current Donor List & Donor History Prospective Donor List Past Fundraising Strategies & Analysis of Results Promotional Materials (past & present) PR Visibility Experienced Staff & Board Members / Key Volunteers Fundraising Committee of the Board Donor Management Software / Tools
Board Contributions Give / Get - Setting the Example Participating in the Development Process Asker Ambassador Advocate Introductions
Foundations / Grants Keys to Success Ensuring grant readiness Building relationships with the funder Aligning funder s purpose and criteria with your programs - no mission drift! Following directions Measuring outcomes and impact, then communicating back to the funder
Major Gifts Major Gift Donors are investors - they are partners in your work. Require greater accountability More information on programs and results Access to Staff Special treatment, exclusivity and recognition Status as an insider with Board of Directors 73% of Major Gift Donors start with a donation of $25 they test the waters before writing a big check (National Center for Charitable Statistics)
Corporate Donations Financial Power + People Power + Community Power Possible large donations with ongoing smaller contributions May be interested in volunteer engagement opportunities Explore Cause Marketing opportunities where appropriate Stay within their guidelines Introductions to partners, suppliers and customers Often interested in or require representation on Board of Directors
Event / Program Sponsorship Brand Marketing is not purely Philanthropic Build a reciprocal relationship Evaluate your Assets - what can you offer? Events & Programming Signage / On-site Activation / Sampling Paid / Earned / Owned Media Access to VIPs Speaking Opportunities Volunteer Engagement Have clarity on ROI for everyone
Giving Days 24 hour fundraising event bringing together donors, volunteers and/or communities around a common cause. #GivingTuesday (11/29/16) Statewide or Community-wide Giving Days Keys to Success: Part of overall fundraising strategy and plan Strong social media base Targeted audience, targeted ask Matching funds
Social Enterprise Using business practices to address a social issue Goodwill stores, Homeboy Industries (Los Angeles), Buy One/Give One brands NOT a magic wand for revenue: Risky Requires a committed Management Team Requires a committed Board of Directors Possibly upfront capital expenditures Trained Staff that understand how to manage a business Not an immediate solution - it takes time!
Key Takeaways Transparency & Accountability Spend the funds raised exactly how you said you would in the campaign Thank before you bank Share the impact with donors & funding partners - pictures, video, site visits Maintain clear and open lines of communication Be proactive with financial info: Share 990 Form, Guidestar profile, Annual Budget Treat donors and funding partners as investors in your Organization Encourage reviews: www.greatnonprofits.org
Never think you need to apologize for asking someone to give to a worthy cause, any more as though you were giving him an opportunity to participate in a high-grade investment. - John D. Rockefeller
Resources, Publications & Newsletters GuideStar http://www.guidestar.org - The nation s premier nonprofit database (one that many funders refer to before making a donation) The Chronicle of Philanthropy http://www.philanthropy.com - The newspaper of the nonprofit world The NonProfit Times http://www.nptimes.com - A printed publication providing information about nonprofit management Philanthropy News Digest http://fdncenter.org/pnd -The Foundation Center s online news source The Nonprofit Quarterly http://www.nonprofitquarterly.org - Offers a free online newsletter about nonprofit issues. Blue Avocado http://www.blueavocado.org - Delivers intriguing and uplifting nonprofit news and tips
Resources, Publications & Newsletters Board Development and Governance BoardSource http://www.boardsource.org - Provides information about building effective nonprofit boards Fundraising Association of Fundraising Professionals http://afphr.afpnet.org - Works to advance philanthropy Grant Professionals Association http://grantprofessionals.org - Provides useful articles about grant seeking, newsletters, journals, and a place to exchange documents with other members
Resources, Publications & Newsletters Technology Improvement Tech Soup http://www.techsoup.org - Connects nonprofits with donated and discounted technology products TechImpact http://www.techimpact.org - Nonprofit that implements and supports other nonprofits entire technology infrastructure, either in the cloud or on-premise, at below market prices IdealWare http://www.idealware.org - Reviews and suggestions on technology solutions for nonprofit organizations Social Enterprise Social Enterprise Alliance http://www.socialenterprise.us - National organization providing education, resources and advocacy for social entrepreneurs
THANK YOU! Howard Brodwin - Sports and Social Change howard@sportsandsocialchange.org @sportsandchange http://solutions.sportsandsocialchange.org Stacey Wedding - Professionals in Philanthropy swedding@profinphil.com @profinphil http://www.profinphil.com