Sustaining Your Dreams An Introduction to Fundraising Click on View, Headers and Footer to change...

Sustaining Your Dreams

An Introduction to Fundraising

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Today’s Agenda

• Introduction

• Fundraising in Kenya: Compare and Contrast

• Overview: The Importance of Fundraising

• Characteristics and Motivations of a Funder

• The Importance of Research

• Finding Your Prospect: Research Tips

• Developing Your Case: A Case for Using Appreciative Inquiry

• Developing your Case: The Elevator Speech

• The Formal Request


What is Fundraising?

Fundraising is the effort to bring financial and in-kind resources to your organization or project in order to carry out your mission and fulfil your dreams.


Why is Fundraising Important?

• It provides the organization with resources needed to fulfill its mission and goals.

• It allows the organization to think strategically about its programming.

• It enables others to share in the organization’s mission and goals.

• It encourages partnerships.

• It raises the visibility of the organization.

• It allows organizations to be more creative in its programming.


What is private funding?

Funding is any income that comes from a source other than Government, research, (quid-pro-quo), or fee for service.Private funds and donations come from:

Private Foundations

Corporations and/or Corporate Foundations

Voluntary Agencies

Community Groups

Individuals/Family FoundationsClick on View, Headers and Footer to change text footer.

Motivations of Funders

What motivates a private funder (corporation or foundation or individual) to make a gift or grant to your initiative or program?

• Concern about social problems, injustices, or inequities (bridging the gap, meeting the need)

• Promoting world views, funding priorities (making investments in an improved future)

• Personal Gain (taxes, reputation)

But there’s more to the story…Click on View, Headers and Footer to change text footer.

Relationships Are Key

Donors are most likely to support an initiative or program when:• They are participating in or are involved with

shaping the initiative or program• They know the person/people heading up the

initiative or program• The project/program directly impacts what they

do • One or more high (and even mid) level

management serves on one of our advisory boards – or vise versa

• They have an affinity for your organization specifically

• They attend all of your activities

Raising funds from private sources is a perfect combination of the following:

• Developing a strong case that details how and why your initiative or program meets the mission, goals and interests of the targeted corporation, foundation or individual.

• Developing partnerships and strong relationships with the funding decision-makers or those who have access to, or can influence them.


Unearthing Prospects: The Value of Research

Why is Research Important?

It allows the grant seeker to:

• Create a list of possible funding prospects

• Determine an appropriate solicitation amount

• Build a solicitation strategy


Unearthing Prospects: The Value of Research

Taking advantage of already established relationships

•Corporate or foundation folks that you meet at conferences or those that you invite to participate in workshops, lectures, etc.

•Friends, relatives, friends of friends….


Unearthing Prospects: Researching Corporations, Foundations and Individuals

• Determine which foundations or corporations give to similar programs? (You can find this information in journals, reports, articles, etc.)

• Use on-line research tools to find prospects by linking your project or program goals and objectives to the Foundation or Corporations interests.


Unearthing Prospects: A Sampling of Research Sites and Sources

• Africa Grantmakers' Affinity Group (AGAG), http://africagrantmakers.org/responsive-philanthropy/database/

• Search feature provides basic information on the geographic and thematic areas in Africa where AGAG members have programs. See attached PDF report produced by Foundation Center called “U.S. Foundation Funding for Africa”. Membership fee for AGAG is in the $500 range for an individual.

• Foundations and Donors interested in Catholic Activities (FADICA), http://www.catholicfundingguide.com

• Guide to funding for international and foreign programs, 11th edition, $125 (May 2012), http://marketplace.foundationcenter.org/Publications/Directories/Guide-to-Funding-for-International-and-Foreign-Programs-11th-Edition


Unearthing Prospects: Research Sites and Sources

• International foundations focusing on Africa:

• Firelight Foundation, http://www.firelightfoundation.org/impact/

• Global Philanthropy Alliance, http://globalphilanthropyalliance.org/grant-seekers/

• Ford Foundation, http://www.fordfound.org/regions/southern-africa/

• ELMA Philanthropies Services (U.S.) Inc., http://www.elmaphilanthropies.org/the-elma-growth-foundation/

• EABL Foundation, https://www.eablfoundation.com/funding-criteria


Unearthing Prospects: Where do I start?

• With an Opportunity: With an investment of 500,000Ksh, The Women’s Education Project will be able to launch its New Teen Girls Initiative


Unearthing Prospects: Start with an Opportunity

Two methods of determining what a corporation or foundation will support :

• Look at published materials to determine which corporations, foundations, individuals mention an interest in your cause

• Look at giving records to find organizations who have a history of supporting similar causes to yours


Unearthing Prospects: Starting with an Opportunity

What are the most important indicators of a positive match?

Look at:• Names

• Keywords

• Grant Lists

• Trustees

• Limitations

• Geographic focus

• Average gift sizes

• Funding categories (arts, education, etc.)Click on View, Headers and Footer to change text footer.

Unearthing Prospects: Start with a Source or Lead

• I sat next to a woman on a flight from Chicago to Nairobi. Her cousin works at General Electric. She gave me her card and also suggested that I contact them. I need more information.

• The Firelight Foundation seems to be interested in HIV/AIDS Education initiatives. They may be interested in learning about my organization. How can I be certain?

• Mrs. Njeri is known to be one of the wealthiest women in Kenya. Last week I met her at an event. I talked to her about my program and she was interested in learning more. What information do I provide?Click on View, Headers and Footer to change text footer.

Unearthing Prospects: Starting with a Source

After learning more about the Firelight Foundation there may be an opportunity for funding.

What else do I need to know?

• Review the foundation’s giving history – what’s the back story?


Congratulations, you found a strong prospect. How do you proceed?

Make Contact!

If it’s an individual and you know him or her:

• start a conversation• set a meeting• invite the person to your siteClick on View, Headers and Footer to change text footer.

Congratulations, you found a strong prospect. How do you proceed?

If it’s Corporation or Foundation Find a contact!• Make a call and discuss your project

or…• If they require it -- send a letter of

Inquiry or…• Send a grant proposal


Congratulations, you found a strong prospect: Non-solicited proposals are not accepted• More foundations are limiting their

giving to organizations they select.

• Some will permit you to send an LOI or concept paper

• Others will not consider it.

Do not get discouraged!

Use your connections!!


Making Your Case

• 20 Minute Break

• Read Appreciative Inquiry Article


Building Your Case: A Case for Appreciative Inquiry

What is Appreciative Inquiry?

“A process, philosophy, and life practice grounded in research demonstrating that focusing on what’s working and aspirations for the future achieves more and does it faster and more sustainably than solving problems.” Holman & Cato


A Case for Appreciative Inquiry: Asking the Right Questions

• Thinking about your organization or project, recall a time when you stepped back and thought things are going well. What was happening? Who was involved? What made it so wonderful or significant?

• What do you value most deeply about your organization’s contribution to the community?

• What is the core factor that gives life to your organization -- without which your organization would not be the same?

• Imagine a miracle happened. You fell asleep for five years and you wake up to find your organization is exactly like you want it to be! What’s happening?


A Case for Appreciative Inquiry

Exercise

•Work with person next to you.

•Each has ten minutes to interview (total of 20 minutes)

•During each interview, the interviewee must take notes

•Sharing – 2 minute presentation on interview resultsClick on View, Headers and Footer to change text footer.

A Case for Appreciative Inquiry: Talking about Your Project

• The Elevator Speech: Learn to describe your organization, project and funding need in 1-2 minutes.

• Exercise: Take 10 minutes to think of your elevator speech.

• Share your speech with the person next to you.

• Share examples with the entire team.Click on View, Headers and Footer to change text footer.

The Proposal: Making the Case for Support

A good proposal will include the following:• A formal ask• Total amount requested • Mission and organizational background• Background/Introduction/ Credibility Statement• A description of the Specific Program/Project for

which funding is requested• Program Goals and Objectives • Program Activities and Methods• Program Evaluation• Summary Budget InformationClick on View, Headers and Footer to change text footer.

The Proposal: The Formal Ask

• This is a brief statement that starts off the proposal:

• Introduces you to the prospect

• Provides a hint of the proposed project

• Gives the corporation or foundation a statement of financial need

• Includes the total project costs

• Entices the prospect to keep readingClick on View, Headers and Footer to change text footer.

The Proposal: Organizational Background and Mission

• This section further sets the stage.

• It provides the grant-maker with:

• The history of the requesting organization

• Instills a sense of credibility

• Enables the grant maker to understand why this program is important to the organization


The Proposal: Making a Case for Support

This section:

• It provides the Funder with:

• The history of the requesting organization

• Instills a sense of credibility

• Enables the grant maker to understand why this program is important to the organization


The Proposal: The Background/ Introduction/Credibility Statement

• Professional/organizational qualifications

• Establishes idea

• Establishes tone

• Links project with sponsor’s priorities and values

• Establishes understanding of issue/ability to

respond to the issueClick on View, Headers and Footer to change text footer.

The Proposal: The Background/ Introduction/Credibility Statement

Key questions to be answered:

Does the section:

• Clearly establish who you are?

• Describe organizational goals?

• Establish credibility in the project topic area?

• Lead logically to the opportunity statement?


The Proposal: Statement of Opportunity

• Reason behind the proposal

• Specifies conditions you wish to change

• Requires:

• Evidence from experts

• Statistics from authoritative voices

• Literature review

• Don’t assume everyone sees the problem as clearly as your organization does. Even if it’s a widely understood issue, there is still a need to state the issue clearly.Click on View, Headers and Footer to change text footer.

The Proposal: Statement of Opportunity

Key questions to be answered

• Does the section:

• Clearly convey the focus of your project early in the narrative?

• Indicate the relationship of your project to a larger set of issues and justify why your particular focus has been chosen?

• Establish the importance and significance of the project or initiative?


Statement of Opportunity: Key Questions to be answered,

cont.• Does the section:

• Justify why your project should be of special interest to the sponsor?

• Demonstrate that your goals and objectives are feasible to impact?

• Make the reviewer want to read further?

• Indicate how the project relates to your organizational goals?

• State the outputs in terms of human needs and societal benefits?


The Proposal: Program Goals and Objectives

Specify the outcome of the project/the end project• SIMPLE

• Specific – what you intend to change with the project• Immediate – indicate time frame in which the problem

will be changed• Measurable – indicate the measures by which you’ll

judge success or failure• Practical – indicate how each objective is a real

solution to a real problem• Logical – indicate how each objective systematically

contributes to achieving your overall goal(s)• Evaluable – indicate how much change has to occur

for success


The Proposal: Program Goals and Objectives

Each objective should meet at least two of the six categories of SIMPLE

For example, given the goal of improving the health care for low-income people with HIV/AIDS by creating an evening clinic. The objective might be to increase the number of people who receive early treatment (specific) (practical) (logical) during the next 24 months (immediate) by 15% (evaluable).


Program Goals and Objectives: Key Questions to Be Answered • Does the section:

• Clearly describe your project’s objectives, hypotheses, and/or research questions?

• Signal the project’s objectives without burying them in a morass of narrative?

• Demonstrate that your objectives are important, significant, and timely?

• Include objectives that comprehensively describe the intended outcomes of the project

• State your objective, hypotheses, or questions in a way that they can be evaluated or tested later?

• Demonstrate why your project’s outcome is appropriate and important to the sponsor? Click on View, Headers and Footer to change text footer.

The Proposal: Program Activities and Methods

• Begin with objectives

• Describe the precise steps you will follow to carry out each objective, including what will be done, who will do it, and when it will be done.

• First thing that you’ll do when the check arrives.


Grant Proposal: Evaluation

• Why?

• To pinpoint what is happening in your project to improve project efficiency

• To better allocate resources, improve services, and strengthen overall project performance

• To uncover needs to be served in your next proposal and assist in future funding efforts


Grant Proposal: Evaluation

• How to Evaluate – 4 step process• Identify precisely what will be evaluated.

If you wrote measurable objectives, you already know what to evaluate

• Determine the methods you will use to evaluate each objective. Describe the information you will need and how you propose to collect it

• Complete your evaluation design. Specify the analyses you plan to make and then carry out your evaluation by collecting and interpreting the data needed for each objective.

• Summarize the resulting data analyses and indicate its use.


Evaluation: Key Questions to Be Answered• Describe why evaluation is needed in the project

• Provide a definition of what is meant by evaluation• Clearly identify the purpose of your evaluation and

the audiences to be served by its results• Demonstrate that an appropriate evaluation

procedure is included for every project objective• Provide a general organizational plan or model for

your evaluation• Demonstrate that the scope of the evaluation is

appropriate to the project• Describe what information will be needed to

complete the evaluation, potential sources, and the instruments that will be used for its collection Click on View, Headers and Footer to change text footer.

Proposal: Dissemination

• Means by which you let others know about your project

• Generates publicity for you and grantor


Dissemination: Key questions to be answered

• Does the section show:

• Why dissemination activities are important to your project

• The intended outcome of the dissemination

• Include a feasible and appropriate dissemination plan


Proposal: Summary Budget Information

If funded How will you use this grant?

• Budget summary provides a brief description of the full budget

• Must be concise

• Must be accurate

The Budget Summary and the budget that you will include with your proposal is one method of letting the grant maker know that your project is realistic and well thought out.


What’s Next: Proposal Submission

• Before Submitting Any Proposal:

• Make certain that the contents are accurate

• Make certain that we have all required documentation

• Make certain that we have all appropriate approvals and signatures.


Steps in the Funding ProcessQuestions to Consider:• Step 1:

Identify a Need- What is the problem?- How does my plan address the problem?

• Step 2:Identify Funding Sources- Who should I approach for funding?- How do I obtain information about potential funders?

• Step 3:Develop Proposal- What are the goals and objectives of the program?- How will the program be carried out?- How will I budget the program?- What type of proposal format should be used? (e.g., forms or letters)

• Step 4:Submit Proposal- Am I consistent with the funder's application deadlines?- Am I sending the proposal to the appropriate contact?

• Step 5:Follow-up- Was the proposal accepted?- If not, why?- Should I submit a revised proposal?


Recognizing Your Funder. The Many Ways to Say

Thank You• Send a letter of acknowledgment regardless

of the outcome

• Mention the Donor’s Contribution via:• newsletters

• annual reports

• mentions at events

• Create a plaque or recognition wall

• Keep the Donor informed via:• News clippings that pertain to the project/organization

• Site visits

• Progress reports


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