fundraising 101 carolyn davinroy, development director
TRANSCRIPT
Fundraising 101
Carolyn Davinroy, Development Director
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WHY DO WE FUNDRAISE?
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WHY DO WE FUNDRAISE?
Fiscal Year 2010-2011 Preliminary Audit Figures Income = $3,092,548 (update) Expense = $2,676,120 (update)
Fiscal Year 2011-2012 Budget Income = $2,934,500 Expense = $2,705,800
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WHY DO WE FUNDRAISE?
So C.O.P.S. must rely on private sector funding from: Corporations Foundations Individuals Special Events Grants
In 2010, the Department of Justice awarded a grant of
$2,152,328 covering June 1, 2010 to May 31, 2012
This amount only covers 30% of C.O.P.S. annual budget.
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HANDS-ON PROGRAMSC.O.P.S. Hands-On Programs, Scholarships & Counseling Cost Totals Per State For FY 4/1/2010 - 3/31/2011
Cost Per Person # attend $ 434.2679 # attend $ 592.4060 # attend $ 1,633.6021 # attend 491.0747 # attend $463.1248 # attend $432.4152 # attend $625.5592 # attend $606.8410 # attend $551.0698
2010 ProgramsNat. Police Week Kids Camp Outward Bound Siblings Spouses Parents Adult Children In-Laws Co-workers
College Scholarships Kids Counseling Total Per State
ALABAMA 19 $ 8,251.09 $ - 3 $ 4,900.81 $ - 1 $ 463.12 6 $ 2,594.49 $ - $ - $ - $ 16,209.51
ALASKA $ - $ - $ - $ - $ - $ - $ - $ - $ - $ 1,500.00 $ 1,500.00
ARIZONA 12 $ 5,211.21 16 $ 9,478.50 $ - 1 $ 491.07 4 $ 1,852.50 2 $ 864.83 3 $ 1,876.68 $ - 2 $ 1,102.14 $ 9,000.00 $ 28,774.79
ARKANSAS 5 $ 2,171.34 $ - $ - $ - $ - 4 $ 1,729.66 $ - $ - $ - $ 3,901.00
CALIFORNIA 76 $ 33,004.36 29 $ 17,179.77 2 $ 3,267.20 10 $ 4,910.75 7 $ 3,241.87 20 $ 8,648.30 3 $ 1,876.68 9 $ 5,461.57 3 $ 1,653.21 $ 5,340.00 $ 82,930.51
COLORADO 8 $ 3,474.14 4 $ 2,369.62 1 $ 1,633.60 1 $ 491.07 2 $ 926.25 3 $ 1,297.25 $ - $ - 1 $ 551.07 $ 10,191.94
CONNECTICUT $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
DELAWARE 15 $ 6,514.02 $ - $ - $ - $ - 2 $ 864.83 2 $ 1,251.12 $ - 1 $ 551.07 $ 8,629.97
DISTRICT OF COLUMBIA 2 $ 868.54 $ - $ - $ - $ - 3 $ 1,297.25 $ - $ - 1 $ 551.07 $ 2,165.78
FLORIDA 67 $ 29,095.95 10 $ 5,924.06 1 $ 1,633.60 $ - 9 $ 4,168.12 23 $ 9,945.55 4 $ 2,502.24 $ - 2 $ 1,102.14 $ 13,500.00 $ 66,769.52
GEORGIA 14 $ 6,079.75 6 $ 3,554.44 $ - 3 $ 1,473.22 4 $ 1,852.50 6 $ 2,594.49 $ - $ - $ - $ 8,487.00 $ 24,041.40
HAWAII $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
IDAHO $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
ILLINOIS 32 $ 13,896.57 4 $ 2,369.62 1 $ 1,633.60 8 $ 3,928.60 4 $ 1,852.50 6 $ 2,594.49 1 $ 625.56 $ - 2 $ 1,102.14 $ 26,900.95
INDIANA 18 $ 7,816.82 16 $ 9,478.50 1 $ 1,633.60 5 $ 2,455.37 3 $ 1,389.37 $ - $ - $ - 3 $ 1,653.21 $ 845.00 $ 23,618.67
IOWA $ - 2 $ 1,184.81 $ - $ - 1 $ 463.12 $ - $ - $ - $ - $ 1,647.94
KANSAS 12 $ 5,211.21 2 $ 1,184.81 $ - $ - 2 $ 926.25 4 $ 1,729.66 4 $ 2,502.24 3 $ 1,820.52 $ - $ 4,500.00 $ 590.52 $ 18,465.22
KENTUCKY 1 $ 434.27 4 $ 2,369.62 $ - 1 $ 491.07 1 $ 463.12 4 $ 1,729.66 $ - $ - 5 $ 2,755.35 $ 5,487.75
LOUISIANA 10 $ 4,342.68 4 $ 2,369.62 $ - $ - 1 $ 463.12 12 $ 5,188.98 $ - $ - 3 $ 1,653.21 $ 12,364.41
MAINE $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
MARYLAND 26 $ 11,290.97 4 $ 2,369.62 $ - 1 $ 491.07 3 $ 1,389.37 3 $ 1,297.25 2 $ 1,251.12 1 $ 606.84 5 $ 2,755.35 $ 2,700.00 $ 21,396.24
MASSACHUSETTS 8 $ 3,474.14 $ - 2 $ 3,267.20 $ - $ - $ - $ - $ - 1 $ 551.07 $ 6,741.35
MICHIGAN 21 $ 9,119.63 11 $ 6,516.47 3 $ 4,900.81 5 $ 2,455.37 3 $ 1,389.37 10 $ 4,324.15 $ - 2 $ 1,213.68 2 $ 1,102.14 $ 29,919.48
MINNESOTA 20 $ 8,685.36 $ - $ - 8 $ 3,928.60 $ - $ - $ - $ - $ - $ 5,250.00 $ 17,863.96
MISSISSIPPI 4 $ 1,737.07 $ - $ - 2 $ 982.15 1 $ 463.12 2 $ 864.83 $ - $ - $ - $ 4,047.18
MISSOURI 14 $ 6,079.75 10 $ 5,924.06 1 $ 1,633.60 7 $ 3,437.52 8 $ 3,705.00 9 $ 3,891.74 1 $ 625.56 2 $ 1,213.68 3 $ 1,653.21 $ 26,510.91
MONTANA 4 $ 1,737.07 $ - $ - $ - 1 $ 463.12 1 $ 432.42 $ - $ - $ - $ 4,500.00 $ 7,132.61
NEBRASKA 4 $ 1,737.07 $ - $ - $ - $ - $ - $ - $ - $ - $ 1,737.07
NEVADA 17 $ 7,382.55 $ - $ - 2 $ 982.15 $ - $ - $ - $ - $ - $ 8,364.70
NEW HAMPSHIRE $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
NEW JERSEY 20 $ 8,685.36 2 $ 1,184.81 $ - 2 $ 982.15 5 $ 2,315.62 1 $ 432.42 1 $ 625.56 2 $ 1,213.68 $ - $ 7,633.98 $ 23,073.58
NEW MEXICO 6 $ 2,605.61 10 $ 5,924.06 1 $ 1,633.60 1 $ 491.07 5 $ 2,315.62 2 $ 864.83 $ - $ - $ - $ 9,600.00 $ 23,434.80
NEW YORK 23 $ 9,988.16 4 $ 2,369.62 $ - 2 $ 982.15 3 $ 1,389.37 1 $ 432.42 1 $ 625.56 $ - $ - $ 6,000.00 $ 21,787.28
NORTH CAROLINA 30 $ 13,028.04 6 $ 3,554.44 1 $ 1,633.60 4 $ 1,964.30 1 $ 463.12 4 $ 1,729.66 $ - $ - $ - $ 22,373.16
NORTH DAKOTA 1 $ 434.27 $ - $ - $ - $ - $ - $ - $ - $ - $ 434.27
OHIO 14 $ 6,079.75 14 $ 8,293.68 1 $ 1,633.60 1 $ 491.07 2 $ 926.25 9 $ 3,891.74 $ - $ - $ - $ 21,316.10
OKLAHOMA 21 $ 9,119.63 6 $ 3,554.44 1 $ 1,633.60 2 $ 982.15 4 $ 1,852.50 3 $ 1,297.25 1 $ 625.56 1 $ 606.84 $ - $ 19,671.96
OREGON 3 $ 1,302.80 $ - $ - 2 $ 982.15 1 $ 463.12 $ - $ - $ - 1 $ 551.07 $ 2,748.08
PENNSYLVANIA 61 $ 26,490.34 $ - $ - 1 $ 491.07 $ - 2 $ 864.83 $ - $ - 1 $ 551.07 $ 27,846.25
RHODE ISLAND 2 $ 868.54 $ - $ - $ - $ - 1 $ 432.42 $ - $ - $ - $ 1,300.95
SOUTH CAROLINA 10 $ 4,342.68 8 $ 4,739.25 2 $ 3,267.20 $ - 2 $ 926.25 5 $ 2,162.08 $ - $ - $ - $ 15,437.46
SOUTH DAKOTA 4 $ 1,737.07 $ - $ - $ - $ - 2 $ 864.83 $ - $ - $ - $ 2,601.90
TENNESSEE 17 $ 7,382.55 5 $ 2,962.03 $ - 8 $ 3,928.60 3 $ 1,389.37 4 $ 1,729.66 1 $ 625.56 $ - 2 $ 1,102.14 $ 11,131.00 $ 29,148.78
TEXAS 70 $ 30,398.75 32 $ 18,956.99 7 $ 11,435.21 11 $ 5,401.82 11 $ 5,094.37 19 $ 8,215.89 1 $ 625.56 $ - 2 $ 1,102.14 $ 670.00 $ 80,798.60
UTAH 4 $ 1,737.07 2 $ 1,184.81 $ - $ - $ - $ - $ - $ - $ - $ 783.54 $ 3,705.42
VERMONT 2 $ 868.54 3 $ 1,777.22 1 $ 1,633.60 2 $ 982.15 1 $ 463.12 $ - $ - $ - $ - $ 3,000.00 $ 8,724.63
VIRGINIA 19 $ 8,251.09 12 $ 7,108.87 2 $ 3,267.20 1 $ 491.07 6 $ 2,778.75 2 $ 864.83 $ - $ - $ - $ 22,761.82
WASHINGTON 39 $ 16,936.45 $ - 2 $ 3,267.20 $ - 1 $ 463.12 4 $ 1,729.66 1 $ 625.56 $ - 2 $ 1,102.14 $ 23,022.00
WEST VIRGINIA 1 $ 434.27 $ - $ - $ - $ - $ - $ - $ - $ - $ 434.27
WISCONSIN 10 $ 4,342.68 3 $ 1,777.22 1 $ 1,633.60 2 $ 982.15 $ - 2 $ 864.83 $ - $ - $ - $ 9,600.48
WYOMING $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
VIRGIN ISLANDS $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
PUERTO RICO 3 $ 1,302.80 $ - $ - $ - $ - $ - $ - $ - $ - $ 6,344.00 $ 7,646.80
TOTALS 769 $ 333,952.02 229 $ 135,660.97 34 $ 55,542.47 93 $ 45,669.95 100 $ 46,312.48 181 $ 78,267.15 26 $ 16,264.54 20 $ 12,136.82 42 $ 23,144.93 $ 90,852.00 $ 10,523.04 $ 825,181.44
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FUNDRAISING BASICS
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FUNDRAISING BASICS Fundraising IS…
“A non-profit organization with a vision and a mission, leadership and volunteers, providing a much needed service in the community, asking others to join in their efforts.”
Fundraising IS NOT…
Begging A sales job Confrontational A one-way conversation
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FUNDRAISING BASICS Why do people give?
Personal vested interest Passion – believe in the cause It is a worthy project Want to give back because someone helped them – Pay
It Forward Return on Investment Make a difference Want to be part of something Financial/Tax benefit
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FUNDRAISING BASICS Why people don’t give
#1 Reason – They are not asked! Asked too much! Turned off by person in the organization Fundraising costs
Overhead costs are too much
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FUNDRAISING BASICS How do people give?
Americans gave more than $307.65 billion in 2008 Individuals or Household Donors
– $229.28 Billion– 75% of total giving
Corporate Giving– $14.5 Billion– 5% of total giving
Foundations– $41.21 Billion– 13% of total giving
Charitable Bequests– $22.6 Billion– 7% of total giving
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PLAN Answer the following questions…
Why do you want or need to raise funds? Why do you think someone would give to your chapter? Who would give? Would YOU give to your chapter? What is your goal ($) for contributions this year? Next? What resources are available to you? How many hours per week is your chapter willing to
spend towards the fundraising effort? What fundraising activities were undertaken in the past?
Were they effective? What are the strengths and talents of your chapter? How will you recognize donations? How will you honor the donor’s request to earmark a
contribution
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PLAN Set Goals!
The vital element in any good fundraising plan is a set of clear, specific, and articulated goals.
A budget helps to set goals. A 5-year plan looks long term.
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HOW TO FUNDRAISE
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SOLICITATION CYCLE
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How do you start from nothing—or at least very
little—and grow a major gift program?
Start with the connections you already have
Board of Directors Members of Chapter Previous Donors
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Identify the people who might give to you
Live in your community Have a moderate amount of wealth Have an interest in law enforcement Knows someone who knows you
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Wealth For someone to give you a major gift, they have to
have some wealth.
Interest You want people who have an interest in law
enforcement…or whose interest can be developed.
Connection Someone may be wealthy and have an interest in law
enforcement, but have no relationship to you.
Charitable intent Evidence of an interest in philanthropy is slightly
less important. After all, if you’ve got the other three characteristics, it’s likely that you’ll find this fourth. But not always.
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Identify small businesses and local law enforcement organizations who might give to you Review websites of business and LEO’s in your area to
determine if they have a similar interest Is anyone you already know connected to someone
there? Pay attention to other fundraisers in your area to see who
the givers are in your community
NOTE: National corporations and foundations should not be
solicited by local chapters. The Development staff at the
National C.O.P.S. office will solicit.
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Prospect research is the intentional, strategic pursuit and presentation of relevant financial and biographical data that – together with the internal anecdotal and relationship information – helps us best determine:
Whom to Ask How Much to Ask Whom to Engage When to Ask How to Ask
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Research Potential Donors
Financial status Family background Associations Philanthropy Biography Personal interests Relationship with our organization
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WHY their financial information?
To establish appropriate ask amounts for any “type” of giving Annual gifts reflective of disposable income Restricted capital/endowment gifts of assets
To identify particular highly-appreciated assets that may be used to fund a gift
To help us understand the donor’s investment strategies and habits Understanding of liquidity
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Set up a strategic plan for donors through what is called “moves management”.
Before you begin, recognize that it can take 18-24 moves to cultivate and solicit a truly major gift.
May involve 7-8 personal meetings.
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GIVING PYRAMID
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Some initial questions
Why are we asking the prospect? What are we going to ask the prospect to support? How much are we going to ask this prospect to invest? Who should ask? How will we engage the potential donor over the next 12
months?
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The process of cultivation allows the donor to
Learn about your organization Get to know the leadership of organization Come to know the vision of the organization Observe the efficiency of the organization*
*This is why organizations need to
spend wisely and effectively!
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Cultivation is a two-way street
You need to know the donor as much as the donor needs to know you
Their interest may not align with yours Donor may want to much “control” of their gift Affiliation with other organizations may not be compatible
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Remember your
organization does not have needs.
Rather
your donor has needs
and your organization provides
opportunities for those needs to be met.
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Cultivation is
Establishing a life long relationship with your donor
Remember and acknowledge them Ask them to help with efforts
– Not just financially – Get them involved!
Ask them for advice Listen to them! Good rule of thumb “When you ask someone for Money,
you get Advice; When you ask someone for Advice, you get Money!
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Key ingredients for Solicitation Success Make your gift first
If you are not committed to the cause you will not earn a donor’s investment
State your case Tell the donor why you are there to see them – to ask for a
meaningful gift in support of a project in which you both share a common interest.
Listen Learn to listen to
– Voice– Facial expressions– Body language
State your case; then let the donor respond– Remember, the next person to speak should be the donor, not
you!
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Ask for the gift
They know why you are there and are expecting you to make the ASK
– Practice making the ASK» “Will you consider a gift of $_______?”
– Make the Ask and then BE QUIET! Let them respond
Say Thank You No matter what the response, say thank you. This person
gave you their time if nothing else. Write a letter of appreciation after the visit Say THANK YOU often. Remember – if your potential donor says “NO”, don’t take it
personal.
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Now that you have the gift Keep the donor informed of your organization’s
successes
If the gift supported a specific family or possibly a scholarship, give the donor an opportunity to meet those who their donation directly impacted
Find ways to continually engage the donor in your organization Invite them to special events Invite them to chapter meetings
Use the donors’ monies as directed Develop sound accounting practices
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Once they become interested and give the first gift, they are inclined to give again
Earn donor’s repeat generosity Outstanding job of service delivery
Continue to build the relationship with the donor Invite their participation in special events Ask them to volunteer for something specific (but make sure
they have something to do).
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Once they have become a consistent donor
Ask them to help you to identify new donors through their circle of friend
Once new donors are identified, the solicitation cycle begins anew
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WAYS OF FUNDRAISING
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ANNUAL GIVING Chapter Membership
Show that you have a vested interest in the organization
Presentations to Local Civic Organizations FOP Lodges and other LE organizations PBA’s Kiwanis Rotary Optimist Clubs
Local Business Wal-Mart – one page grant application for $1,000 at the
local level – changed to on-line but still available.
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ANNUAL GIVING Annual Appeals
Letter to previous donors asking for continued support Mailing to local businesses asking them to keep you in
their budget Give dates, etc of special events they may wish to sponsor. ***** Remember the letter gets your foot in the door, but
a follow up phone call or better yet, a Face to Face call pays dividends.
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ANNUAL GIVING
Special Events for National C.O.P.S.
Golf Tournament Hosted by the Missouri Conservation Agents Association
– Raised > $32,000 (net) in 2010
COPS Walk Led by the USSS-ERA
– Raised >$220,000 (net) in 2010
3rd Party Events Law Enforcement United - $135,000 in 2011. National Police Week 5K Run - $45,000 NPC-50 - $50,000 Southeast FL Motorcycle Rodeo - $60,000 Blue Knights COPS RUN - $34,500
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Saturday, OCTOBER 8 – Sunday, OCTOBER
9, 20112 Days - 25 Miles
Lead Sponsor
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SPECIAL EVENTS HOW TO Form a Committee (It is VERY DIFFICULT for One
Person to do a special event)
Assign specific jobs to committee members
Organize Event
Nature of event Logistics – Who, What, When, Where and Why Determine goal of special event (i.e. raise funds, raise
awareness) Special Events must be well planned, coordinated and
executed, otherwise, participants will only come once
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SPECIAL EVENTS HOW TO Solicit Sponsorships
Assign specific jobs to committee members
Promote Event Local Media
Newspaper Radio Stations TV Email Distribution lists
– Chapter– Local chambers of commerce
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SPECIAL EVENTS HOW TO Carry through with event
Keep accurate records Give your donors what you have promised them
Follow up to event
Send thank you notes to sponsors, volunteers, etc. Include a photo of their companies recognition at the event
or some other memento of the event.
Send press releases to local media announcing success Verify financial accounting
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MAJOR GIFTS to C.O.P.S. Grants
US Department of Justice - $2,152,328
Corporations Streamlight - $100,000 GLOCK - $50,000 Verizon - $50,000
Foundations Alexander and June Maisin Foundation - $25,000 Herb Block Foundation - $10,000 A Little HOPE Foundation - $10,000
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MAJOR GIFTS Don’t forget!
Corporations, foundations and grant-making agencies with a national focus are not to be solicited by chapters.
Help National office staff make the connection with corporations in your area.
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PLANNED GIVING Planned Gifts
Bequests Stock Options Charitable Annuities Beneficiary on Insurance Policies
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FUNDRAISING RIGHTS
The best solicitation occurs when
the RIGHT PROSPECT
is asked for the RIGHT GIFT
by the RIGHT SOLICITOR
at the RIGHT TIME
in the RIGHT WAY !
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Questions
Questions
?