Fundraising 101

Table of ContentsFundraising 101: What is it all about?Getting Started: How to get goingGame Plan: Assigning RolesResources: Templates and toolsTargets: Going after the low hanging fruit

The Science of FundraisingIt’s an essential business skillFundraising is also called “sales” or “business development”It’s more than just asking for money, its about:

connecting with othersengaging in a causesharing your story

People are inclined to support something they believe in, so

give them a reason to believe

Engage family, friends, neighbors, classmates

in the cause

Meet with community influencers (i.e. reporters,

bloggers, rotary, city council, mayor, associations)

Consider a fundraiser event (i.e., bake sale, garage sale,

car wash)

What are the local engineering companies? Do our friends have parents who

work there?

What’s our story?Do we know any local reporters, bloggers?

What’s our fundraising goal? How much money do we

need?

Who is our top sales person? What is our

script and financial ask?

Create a Business PlanExecutive Summary:

2-3 paragraphs summarizing your team your team strategyyour “ask”

Mentors Sponsorship

Team Profile: Introduce your team Include community members supporting you

Include your high schoolMentorsFIRST organization

Create a Business Plan

Create a Business Plan“Product” description:

What’s unique about your team? What are you trying to accomplish? Explain thoughtful strategy

win the regional competition get students to college

Create a Business PlanFunding request & financials:

Describe what your goal is how much you’ve raised alreadywhat the funds will support – be specific

Registration and Robot Kit of Parts $5,000 Extra Parts for Robot $2,000 T-shirts for 40 $ 500 Travel Expenses $ 750 Event Give Aways $ 500

Develop Key MessagesThe Story The “Ask” What is FIRST?

Who are the members of your team?

Why did you decide to participate in FIRST?

What do you hope to accomplish?

What is the purpose of the robot? What will it look like? What will it do?

What’s your financial goal?

Why do you need financial support?

What will the funds pay for?

Why is financial support so important?

How will the support help your team?

How can people contribute? (Write a check? To whom? Host a fundraiser?)

Business Cards -CHEAP

500 cards

$22

Fundraising PacketOne Page SummaryPhoto of Team/RobotTeam BrochureSponsorship LevelsSample BudgetSponsors

Marketing Collateral

Website

Brochure

ACTIVITY & ASSIGNMENTS Brainstorm Make Your

Call List Schedule

AppointmentsEvents and Promotions Follow Up

Team Lead Entire Team

Mentor

School

Parents

NOTE: Size of circles represent the how large of a role the individual should play in each activity.

Organize for Success1. Make a list of targets

2. Prioritize and customize approach

3. Assign each team member a select number of targets

4. Help potential donors understand how far their support will go

5. Show excitement and enthusiasm

6. If appropriate, capture their contact info

7. Say “thank you”

Work Your CommunityIdentify and meet with local influencers who can:

Help with introductions to potential sponsorsSpread the word of your mission and financial goalOpen doors you didn’t realize

Chamber of Commerce Rotary Club LeadersLion Club Leaders

Hit the Streets and PhonesSometimes people will say “no, thanks” – That’s OK!The more people you ask, the more people you will meet who

will say “yes” – it’s a numbers gameMake sure you clearly state what the funds will support and

why it’s importantSTART EARLY – The sooner you get started, the more

successful you will be!Be polite and professional and say Thank You!

Schedule Meetings Get organized: find the right phone numbers, contact names,

pronunciation, and practice your message

Start with the largest and/or most relevant companies

Schedule the meeting with someone you or your friends know personally

Do your homework and learn about what the company does and what they care about – speak to your audience

Determine who should attend and who has an existing relationship with the contact

Figure out what your donors will get in return for supporting you, Logo of the robot

Pick up the phone!

Sample PitchHi! My name is _____________ from ___________ High School.

We are working toward becoming the first team ever from __________ High School to win the regional FIRST Robotics competition. We’re just getting started with our entry – a robot! – and would love to tell you more about our program.

FIRST is (elevator pitch). Our team would like to (describe goals and strategy for the competition). The competition is on (insert DATE). We would love it if you could support our team with either mentors volunteers or sponsors.

Can we take 10 minutes of your time for a couple of students to make a presentation?

THANK YOU!

Sample Sales ToolsPresent photos and/or videos from last yearCreate a simple fact sheet and/or brochure (share your story,

goals and marketing plans)Draft a fundraising letter for situations where you cannot

arrange an in-person meetingHold a robot demonstration (if you are a rookie, you can

partner with another team)

Mayor’s office/City council Local state representativeNeighborhood bloggersSchool boardPTA/ASBNewspaper reporters

Sample TargetsHigh school newspaperNeighborhood chapters of:

Rotary Junior LeagueChamber of CommerceAssociations

Keep Up A DialogueKeep a database of contacts Offer email or Web site updatesBlog or Twitter about your progress toward goalTake photographs and share themOne page NewsletterKeep sponsors and targets informedBe funny!

Online Resources Oregon Chamber of Commerce Executives: http://www.2chambers.com/oregon2.htm

Rotary International club locator:http://www.rotary.org/EN/ABOUTUS/SITETOOLS/CLUBLOCATOR/Pages/ridefault.aspx

Fundraising Fundamentals from About.com:http://nonprofit.about.com/od/fundraisingbasics/tp/basicfundraisingtips.htm

Writing a Fundraising letter from About.com:http://nonprofit.about.com/od/fundraising/tp/fundletters.htm

TechAmerica, Oregon: http://www.itaa.org/oregon

Oregon Society of Professional Engineers: http://www.oregonengineers.com/links/links.htm Small Business Association: Writing a business plan:http://www.sba.gov/smallbusinessplanner/plan/writeabusinessplan/SERV_ESSENTIAL.html

Summer

• Set your goals • Talk to your friends, family, community• Start a list of fundraising targets• Write a sample script for your meetings with targets• Draft a fundraising letter• If you’re a new team, reach out to a neighboring team to borrow their robot

Start of the school year

• Start having regular meetings with fundraising targets• Assign each member a few targets and meet often to discuss updates, tips and

progress• Show your targets photos of the robot project in process• Determine if you want to host a fundraising event, begin planning

Late Fall• Keep in touch with your donors with project updates• Schedule and conduct meetings with community members, local leaders, and

community newspapers

One month before competition

• Invite donors to the competition• Take photos of your robot and your team

After the competition

• Send a thank you note with a photo and share your results!

Contact Name Profession/Title Company Name Phone Call Meeting Letter Donation $

Enter first & last name

Enter title and/or industry

Enter company name

Was phone call made? Enter date

Did you conduct a meeting? Enter

date

Was a letter sent? Enter

date

Was a donation made? Enter

amount

Final Words of WisdomStart Early: The sooner you start, the sooner you will

see resultsStay Organized: Keeping on schedule, charting

progress and adjusting plan as needed will keep your fundraising effort on track

Have Fun: If you are having a good time, it will come across to others