Fundraising– Acceso PanAmAdapted from Brad McLeod

Rio de Jeneiro| April, 2012

2011 Highlights

Fundraising – It isn’t justabout the money!

2011 Highlights

The Three Part Planning Process:

Strategic, Annual and Fundraising Plans

2011 Highlights

There is a difference between vision and hallucination: a way to make it real.

Planning

• Strategic plans define direction• Annual plans define the path• Fundraising plans define the resources to

pull it all together

2011 Highlights

Strategic PlanDirection

Which direction are you heading? What are the goals of your group?Get a cause to activate your group. The magic of thinking big. Believe and have passion.Does everyone in your group know your cause and how you will get there? Put your goals in writing so that your group can see and discuss.

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Strategic PlanOrganization

Identify closed/threatened areas – Make a list and break down into areas and regions.Put key people in charge of contacting owners. Set up a system to write or call landowners.What is a crag in your area that you could lease or purchase if you could raise the money? How much money and time is needed?

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Annual PlanDefine the Path

What steps can you take today, this month, this year to achieve your goals?Example: 10 year land acquisition plan – only takes one hour to sketch out. You may be amazed at what ideas it brings to mind.Be Proactive not Reactive

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Fundraising PlanBusiness Plan

Business Plan – Identify total amount of resources (cash and volunteer time) needed. It should be simple and tell donors/investors: Who, What, Where, Why, When, HowWhy is this important?Do you have a track record? Partners?Break down costs & timeline, be conservative.

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Fundraising PlanCase for Support

This is your short pitch to donorsInclude mission and visionBrief summary of business plan (why you need the money)Why is this important, right now?Tailor the case for support to each individual

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Fundraising PlanFundraising Potential

Who is willing to support the project?List of potential donors (people, corporations, grants, etc)Online giving? Events? Raffles? Others?Major donors (peer assessments, 3 to 1 ratio, recognition or naming opportunities?)What’s your total potential?

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Fundraising PlanLeadership

Who will make the asks?Make a plan for each potential donorIdeally peers asking peer, donors asking potential donorsInformed, passionate, good communicatorsHold people accountable!

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Fundraising PlanCultivation

Approach potential donors & supportersEvents vs. One on OneIt may take an hour, it may take years!Ask questions, show interestRemember that you offer something they want, this is a proposition, you are not begging, you have power in the situation

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Fundraising Plan

IT’S TIME FOR THE ASK!

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Fundraising Plan“The Ask”

Cultivation is completeGood setting with the right peopleDonor shouldn’t be surprisedWhen time is right, re-state Case for SupportYOU HAVE TO ACTUALLY ASK FOR $!Include the amount – stretch your comfortThen be quiet….

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Small Group Activity (30 min)

• Break into several small groups• Briefly work on/discuss your strategic

plan, annual plan and business plan• Put together your case for support• Practice giving your case for support in

the group (2-3 minutes each), as though you are speaking to a potential donor

• Pick the best pitch from your group

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Small Group Activity (30 min)• Produza um plano estratégico, plano

annual e um business plan • Crie sua história – como você irá pedir• Pratique no seu grupo (2-3 minutos), como

se você estivesse falando com um doador em potencial

• Escolha a melhor pessoa do seu grupo para apresentar para todos

2011 Highlights

Large Group Activity (30 min)

• One person from each group gives their pitch to the whole group (2-3 minutes)

• Don’t break character!!!• Large group takes notes• After each person has gone, we review and

give feedback to each person• We pick the winner!

www.accessfund.orgBrady Robinson – brady@accessfund.org