Rhode Island College

Certificate Program for Nonprofit Studies

Summer Institute 2013

Michele R. Berard, MBA, CFRE

Fund Development & Philanthropy Best Practices

“fundraising isn't a simple process of begging -- it's a process of transferring the importance of the project to the donor."

Hank Rosso

Philosophy of Fundraising

Organizations Exist for a Reason

Philosophy of Fundraising

To Govern or Not to GovernMission EnforcersResources

Philosophy of Fundraising

Institutionalizing Fundraising

Philosophy of Fundraising

Gift Making as Voluntary Exchange

No arm twisting!

Philosophy of Fundraising

Substituting Pride for Apology

Philosophy of Fundraising

Fundraising as a Servant to Philanthropy

Meeting the needs/wishes of donors and adding greater meaning to their lives;

Invitation to give is a guide

Philosophy of Fundraising

Organizations Exist for a ReasonTo Govern or Not to Govern Institutional FundraisingGift Making as Voluntary ExchangeSubstituting Pride for ApologyFundraising as a Servant to Philanthropy

Some Definitions

MISSION A philosophical value statement expressing the reason the organization exists

Note: do not confuse mission statements with statements of goals or objectives

Some Definitions

PHILANTHROPY Voluntary action for the public good, including voluntary service, voluntary association, and voluntary giving

*as used at the Center of Philanthropy (IU)

Some Definitions

PROSPECT/PROSPECTIVE DONOR Any logical source of support, be it an individual, corporation, organization, government, or foundation

Some Definitions

GIFTA voluntary, irrevocable transfer of something of value without consideration (that is, without receiving anything tangible in return) at the time of transfer or at any time in the future

Some Definitions

CONSTITUENCYAll people who have in some way been involved with the institution seeking support; consists of members, contributors, participants (past or present), clients and relatives of clients.

Exercise

•Break into Groups

•Pick Nonprofit Organization • Same amount of organizations as are in

your group• Should do some fundraising• Local

•Mission Reviewhttp://www.rifoundation.org/CommunityInitiatives/InitiativeforNonprofitExcellence/ToolsforNonprofits/DirectoryofNonprofits/tabid/717/Default.aspx

Exercise

•Report Out

•Write on Board

The Case – “Why Should Someone Give?”ANSWERS THESE QUESTIONS:Why does the organization exist?What services or programs does the nonprofit provide to meet the needs (or solve the problem)?

Why should prospective donors provide gifts, and what are the results of those gifts?

ExerciseExample - http://www.bbbsos.org/about_misionVisionValues.html

•Back into your groups

•Select two nonprofits and answer “Why Should Someone Give?”

•Report Out

How do we raise money?

How do we raise money?

Fundraising Letters (direct mail appeals)Fundraising EventsGrantsCorporate Gifts/SponsorshipsPlanned Gifts (bequests)Telephone/texting Internet StrategiesCause related marketing

How do we raise money?

How do we raise money?

No two organizations are alike

Where does the money come from?

IndividualsFoundationsCorporationsPlanned Gifts/EstatesGovernment

Where does the money come from?

Where the money goes

Assignment – due 6/11/13

Be prepared to answer:1. How much money your

organization raised (fundraising revenue) in the most recently completed fiscal year

2. Percentage breakdown of that revenue:• % Individuals• % Foundations• % Corporations• % Bequests

Assignment – due 6/11/13

Be prepared to answer:1. How much money your

organization raised (fundraising revenue) in the most recently completed fiscal year

2. Percentage breakdown of that revenue:• % Individuals• % Foundations• % Corporations• % Bequests

What they don’t teach you in college!

COMMUNICATION:Email etiquetteTelephone etiquetteLeaving messages that create results

Following through

Building Your Professional Brand

Linked InFacebook

Know your Online Persona (Google yourself)

Any takers to try it out?

Building Your Professional Brand

Selling Yourself

Exercises to help:• Writing your Obit• Personal Marketing Plan

Product = You!Price = Pay/BenefitsPlace = Location/SurroundingsPromotion = How you want others to perceive you

For Next Week…

1. How much money your organization raised (fundraising revenue) in the most recently completed fiscal year

2. Percentage breakdown of that revenue:• % Individuals• % Foundations• % Corporations• % Bequests

Assignment #1

Assignment #2

Assignment #3

•Create a Linked In Profile•Send me an invitation to join your network

•Start your Personal Marketing Plan