Wicked Fundraising: Dialogue

Who is in the group? Development. Executive Directors. Board. Volunteers

Prezi 1. Yellow Brick. Flying Monkey.

 Group Activity- 4 words. The simple. The Why.
This is the basic of what you need. Be simple- this is why YOU get out of bed in the
morning. This is why YOU do what YOU do.
This is also where you will start to self- assess your organization. Does your
organization know its organizational values, mission, vision, case for support. If it
doesn't check with GLCYD on their services and retreat options : they can help you
come up with a list of values, SWOT, retreat, what makes you special, history,
successes, stories. Do you know how to do that- do you have that...GOOGLE it if
you don't. You can find anything you need in GOOGLE.
 Group Activity- What is your 'go-to' fundraiser?
Separate up into those groups. Look around you, at who you're with, at who's not
with you. Shine theory- I surround myself with people that are far better than me,
that have strengths where I have weaknesses. So look around to those who do
events, mail, face to face- and get their card.

Prezi 2. Shoes-
Fundraising goal, staffing, budget, volunteers
 Identify your fundraising assets- like on a P&L but more important. Also
identify what types of fundraisers your doing- transactional vs. transformational.
Are you selling candy, hosting a 5k, golf outing, gala, auction, raffle or are you
getting gifts opportunity for life changing, mission, etc.

Who has a fundraising goal? Is your goal to raise $25,000, $100,000, $10,000? Is it
going for a project or for operations. How will you plan for getting somewhere
when you don't know where you're going? BE Specific, Measurable, Attainable,
Realistic, Timely. Do you want to double monthly givers, increase written
communication, start a major gifts program, integrate grants into your calendar.
Where do you start- look at last year (or more) calendar/budget/fundraising
goal/revenue.

 What will keep you from success: Boards not willing to participate in
fundraising, support of an ED, infrastructure-tools, system, software, training for
staff, unrealistic goals, inadequate budgets, general lack of understanding of
fundraising, communication silos.

Now that you know where your going, and what might stop you from getting there-
what are your strategies. Focus on what you're going to do- phase it in, try two,
maybe three a year.
Prezi 3. Munchkin Land/ Special Events
  Who does fundraising event. Is it a fundraising event or is it a friendraising
event. Do you seek sponsors? What are your sources of revenue? What is your
budget. Define and brand the event- make people know its from you. How
many can you handle per year? Recommended no more than 2...but I know that's
not always followed. Can you get businesses to support it? What else is going on
in your community.
 How long will it take, can you use a committee or volunteers to help plan it.
 Are you making a strong ROI, review it immediately after to find successes and
what can be done better. First year events generally run a 40-50% ROI. Ongoing
events run a 60-70% ROI. A strong ROI may not equal the budget goal you have
to hit and vice versa.
 ARE YOU ACCOUNTING FOR STAFF TIME? If you have one person working
20 hours a week for 3 months to plan that event, and they are paid $15/hour...are
you accounting for that $3,600 in your budget.

UNLESS YOU HAVE THE LOLIPOP SQAUD HELPING AS VOLUNTEERS-

SPECIAL EVENTS ARE VERY TIME CONSUMING AND HAVE FLUCATING
SUCCESS LEVELS.
Resources:
Event Budget Example
http://www.thefundraisingauthority.com/fundraising-basics/fundraising-event/
https://blogs.constantcontact.com/nonprofit-fundraising-event-part-1/
http://www.networkforgood.com/nonprofitblog/how-plan-your-fundraising-event/

Prezi 4. Cornfield/ Direct Mail

 Do you have the right data and how do you account for it- Basic Funder, Raisers
Edge, Donor Perfect. From that, identify who has given, are they flagged, are
they do not mail. Clean it after when you get returns, track the system.
 If you DO NOT have the data, how do you get it. Every Door Direct Mail, sign-
up at your shop, business, basket raffles with addresses...HOW CAN YOU GET
PROSPECT ADDRESSES TO START.
 When you do a direct letter, HIGHLY recommend personalizing it. Make it
readable, conversational. If you do a template letter, know how to write it to
include the ask, and the personal feel. Use Mail merge and include handwritten
notes.
 Sometimes it helps to tie their gift to something tangible- and above all MAKE
SURE YOU ARE ASKING.

MAIL MORE THAN ONCE! Sometimes it takes over three times to get the check
finally sent in. Build your list, identify your target goal, make sure you have a
budgeted expense.

Resources:
Direct Mail Budget & ROI
 https://www.blackbaud.com/files/resources/downloads/WhitePaper_HowToLau
nchADirectMailProgram.pdf
https://www.gailperry.com/115-tips-to-help-you-raise-more-money-by-mail/
https://www.usps.com/business/every-door-direct-mail.htm

Prezi 5. Orchard/Grants
 The number one time consumer for grants is the prospect research- how do you
find those willing to give to your cause.
First- look to Peter White Public Library or Portage Library or any place that has a
Foundation Center Database- this allows you to keyword phrases and identify
POTENTIAL funders. Develop a grant calendar- how many do you want to write a
year..1/3/6. That goes in your goal.

Second- identify and 'grade' the foundations- 1- YES APPLY to 3 or 4- maybe, in the
future. Tough call. To grade them- Look up their 990s on Guidestar.org to see if
they've funded similar organizations to you. Do they fund in the UP? In Michigan?
Go to their website. Call first then first to find out more about their funding
priorities.

 Develop a 'boilerplate'- essentially all of your organizations information- a large

concept paper that you can cut from or use to apply- you are not always
reinventing the wheel.
 Give yourself a deadline- enough time to prepare, especially if it needs input
from others. FOLLOW the foundations instructions. Be concise. Stay away from
jargon. Grandma-proof your letter, have fresh eyes read it.
 Keep in mind - if you need the money next months, grants are NOT the way to
go. If your looking for straight-up operations, find funders that will fund that.
Make them project specific if you can, how much of an FTE will you need to
implement this first project?

You got it- YAY- report appropriately- develop the structure for accounting and
reporting. You didn't get it- BOO- call and thank them anyway. The number one
reason places don't write grants is because they are not GRANT READY.

Resources
Grant Calendar
www.councilofmichiganfoundations.org

Prezi 6. Poppies- face to face

 Who does personal visits and do you have a process for identifying Link Interest
Ability. Have you done your research on who you are meeting, do you know
your donors, are you noting their file when you run into them in the grocery
store. Make sure there is a match- is it no, not now, or not you? Ask visits vs.
advice visits.
  Don't have a list of people to visit, schedule speaking engagements/talking
tours. Get on the programs for service clubs, civic organizations, fraternal clubs,
municipalities. Get on public comment or ask to be on agenda.

Do you have a travel budget? Do you have a calendar. You'll hear many organizations
say that in order to have a personal visit or major gifts program that you have to be on
the road 3 to 4 days per week. In small shops, that's not feasible. Do what you can,
factor it in, schedule a visit and follow-up with a call or email.

Consider ADVICE Visits- what do they think about your program, your mission, do
they like your story, do they have suggestions. "If you want advice, ask for money. If
you want money, ask for advice."

Resources
Link/Interest/Ability Form
https://nonprofitquarterly.org/2015/01/23/personal-face-to-face-solicitation-part-1/
http://majorgivingnow.org/downloads/pdf/dove.pdf
http://www.kellogg.northwestern.edu/executive-education/individual-
programs/nonprofit-programs/np-giftstrat.aspx

Prezi 7. Witches Castle/Everything Else

 Newsletters. Communication/Donor Touch/Budget.
 Raffles - Make sure you are doing them legally- ALMOST ALL of them require
licensing through the state.
 Partner on an event, make sure you have clear lines of who does what and how
you will split the funds.
 Emails- are your prospects getting them, are they filtered into SPAM. Do you use
constant contact-type and how often are you emailing.
 ALWAYS REMEMBER TO Steward- call, send a note of thanks. Site- University
that didn't make a singe ask in a year, just stewarded- increased fundraising the
following year.

Prezi 9. Putting it all together.

The Plan- included in your packet are some templates for YOU to tailor to your
needs:
 Calendar Template
 Grants Research
 Event Budget
 Direct Mail Planning
 Donor Prospect - Link/Interest/Ability - Cultivation Plan

With this- you can put your plan together. Try phasing in one or two next year, things
you haven't done yet. Set a fundraising target. Define what makes a major donor - is it
$500/ is it $5,000. Don't forget to thank after giving...not just before asking. How often
are you touching our donors?

ASSIGN. Is it you. A volunteer. A staff person. Just like not setting a goal means you
just run back and forth down field. Put a time limit - give it a deadline. What resources
do you need to be successful? A budget? Software? Tools?

Once you develop the plan- then work it. Keep it nearby - I have it taped on my shelf
by my computer.
By this date I will have met with ....service clubs
I will make ... number of contacts a month
I will write ... grants per month
By ... I will have a special event plan in place (3-4 months)

Keep in mind, the calendar is a FLOWING calendar. If you have a large event in the
summer, do NOT plan new grants at that time. If you do mailings, are you doing
them quarterly, don't plan a newsletter around that time? If you are doing grants,
what are THEIR deadlines and what do you need to hit them- letters of intent, etc? If
you are meeting (particularly with municipalities) know that they are on a different
schedule and plan it into your work-day. The talking tour will require A LOT OF
NIGHTS.
PHASE IN your fundraising assets. Try one/two per year. We do still have a lot of
other stuff to do after all, like clean the office toilet or run our payroll taxes.
Rely on volunteers and develop a volunteer orientation and job duties- that can help
with the stress.

PLAN. BUDGET. SUCCEED. REPEAT.

and when in doubt- google it.