As non-profit organizations, we depend upon outside funds to support our daily operational and programmatic functions. Fundraising is often considered one of the most difficult parts of managing a non-profit organization. By looking at our organizations as a business (they actually are!), we develop a different mindset on fundraising. This mindset should focus on planning and sustainability.

It is not an easy task to ask for money. We fear denial and often view it as a personal rejection. When and how and how much do we even ask? Some important things to remember:
1. You are not asking for you. You are not asking for your organization. You are asking for assistance to create a social impact. Focus on impact.
2. Practice, practice, practice
3. If you never ask, you will never receive.

In order to be successful and sustainable over the long term, to have renewal and growth, to develop mutually beneficial relationships with donors, and to be accountable to those donors, you want to have a diversified donor base (corporations, individuals, and foundations) with a number of fundraising vehicles (special events, direct mail, online, and face-to-face major gifts).

-smaller gifts
-most difficult to get the initial gift, easier for renewal
-reliable
-can be used as base for other fundraising
-unrestricted funds
-face-to-face activities

Direct Mail- individuals and small businesses
Telemarketing- Individuals, use volunteers to make calls
Door-to-door- individuals
Special Events- individuals, business, community groups, labor intensive
E-Philanthropy- individuals, staff must monitor, website or crowdfunding, WHY?
1. It's a growing portion of giving.
2. Online givers are the donors you want.
3. Online fundraising is great for small or start-up programs.
4. You need to master it now as an integrated part of your fundraising.
5. Your web presence affects over giving.

-Composed of corporations, individuals, and foundations
-face-to-face cultivation and solicitation
-generally one-time gifts
-almost always restricted
-come from cash or assets
-generally the top 10-20% of gifts received
-most effective way to build what could be long term relationships with donors

1. Major Gift Programs- provide proposal as an example, grants- could hire intern
2. CC Campaign- one-time deadline driven campaign
3. Endowment Giving- uses interest for current needs
4. Planned giving- from assets to maximize tax benefits.
5. Sponsorship- business/corporate, receive benefits and exposure

Individual donors view their donations as investments in both their community and in the social sector, rather than passive donations or contributions.
They look for social returns on their investment.
Takes money to raise money.
1. CULTIVATION
2. SOLICITATION
3. STEWARDSHIP
relationship evolves into a partnership, in which we offer continuing opportunities to invest.
-People do not give to your cause you have needs, but because you meet needs
IMPORTANT- timely thanking, reports on progress and success, and ongoing communications are essential to building a sustainable individual giving program.
-Communicate when not asking for me- build the relationship
-DATABASE- all individuals recorded with as much info as possible, contact birthdays, events, holidays, create a list serve

-should know facts and impact data about the organization
-include personal stories
-make a specific ask
-have the elevator speech perfected (CONDUCT A PRACTICE)
- know board members and founder
-anyone from the organization can make an ask or find a lead

By taking into account the following six key fundraising principles, we can expand our donor base and form meaningful relationships that can lead to increased donations.

-Understand why they are giving. Do they have a personal connection?
-People are not giving to the organization, they are giving to the cause. Focus on the impact.
-People give because they are asked. You must ask. Be direct and specific. Ex: Can you support us with 1,000 Euro to launch our Ambassadors program?

-20% of people in a business make 80% of the decisions
-20% of the work consumes 80% of your time

A successful fund development program will receive 80% of its donations from 20% of its donors.

Take time to identify the right 15 people who are more likely to donate instead of contacting 100 random individuals.

Take a broader view that includes the many individuals with less, or less obvious, wealth who still have the means and the interest to support your organization, and the businesses that may not be the corporate leaders but still have a strong sense of community.

Examples: Danny Helms as a farmer, Local pizza spot in Indianapolis

Yes, we are hoping to get money for our cause. But to get there, we need to develop a relationship with the donor. A relationship that gets to know them, engages them, and listens to them.

Ex: One day they mention they like golf. Invite them to the Best Buddies Spain golfing event.

-Your fundraising plan should be included in your overall organizational strategic plan.
-Engage the board in the fundraising planning. May have ideas.
-Involve everyone in the many different aspects of raising money- prospect identification, information gathering, cultivating and building relationships, opening doors, thanking, and stewarding.

-Philanthropy is something to be proud of, and fundraising exists to enable philanthropy.