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					SCORE District 303: Fundraising

                               Lancaster
                       November 30, 2010




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Fundraising


“ A nonprofit who stops fundraising to
  save money is like a Man who stops a
  clock to save time ”




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Fundraising


       What is (should be) one of the chapter‟s most valuable
        asset ?



       How do you develop & maintain & utilize it for maximum
        financial benefit?




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Fundraising
       Chicken or Egg … where do we start ?



       Going Fishing

           Assessment …What do we need ?
                         What do we have ?
                         Why are we doing it ?

           Reality Check


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 Fundraising: State of ‘Financials’
Summary Annual Report 3                                                   District Totals      Per Cent of Total
Bank balances 9/30/2009                                                        $ 283,351

Workshop & Seminar Fees                                                        $ 60,575                16%
Dues & Volunteer Contributions                                                 $    8,640              2%

Sales of Publications                                                          $      878

Clerical Support Reimbursement                                                 $ 10,340                3%

Chapter Form 14 Reimbursements                                                 $ 56,113                14%

Gifts, Grants (private sector)                                                 $ 145,905               38%

Other (Golf, Community Action Committee)           FUNDRAISING                 $ 45,051               12%    50%

Interest on Bank Accounts                                                      $    1,716

In Kind Contributions (Rent, Services)                                         $ 58,402                15%

                                                Total Funds All Sources        $ 387,622

                                             Total Funds Used this year        $ 347,275

                                             Sources less Uses of Funds        $ 40,346

Bank Balance 9/30/2010 (adjustments)                                           $ 329,012

Funds Available (Bank Balances)/Funds Used (Exclude In-Kind)                       1.1 years
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Fundraising : Basics
       Analyze History & sources of funds
       Establish Chapter goals
       Identify Chapter needs… it‟s still about cash flow
       What will/would you do with these extra funds
       Develop annual report
       Develop your „Value proposition‟ or the „story‟
       Strengthen ties with existing „friends/partners‟
       Identify & seek our new „friends/partners‟

Bottom line: It’s still all about Relationships
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Relationship Process: Keep them informed & Engaged


       Know (Educate)
       Like (WIIFM alignment)
       Trial (Engagement)
                                                               Who, How

       Give (Public Exposure)
                                                               Key is sustainability
       Repeat (Partner/Family)                                Who, How
       Loyal (Advocates & Champions)


Facts: Every six new donors an organization acquires, it loses five existing donors.
       Every $6 raised, more than $6 is lost due to Donor attrition
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Lancaster : Fundraising
       2 Major Campaigns

           Golf Outing… April event … start in December (secure Venue
            & Date)

           Annual Score Drive…Fall event…start in July (example)


       Grant Writing (targeted)

       On-Going Engagement


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    Annual Fundraising: Time lines
   July Membership meeting
       Announce Theme
       Share general game plan, timeline, goals
       Ask for each member to submit a list of 5-10 potential friendly donors and Larry Merris will work with you

   August Membership meeting
       Review list of donors (friendly as well as business) with membership
       Identify an „SCORE owner‟ with each potential donor (Blue ink)
       Reviewed/Share the final drafts & wording of „customized letters‟ (membership, clients, potential corporate/Individual donors who can
        benefit directly & Potential corporate/Individual donors who can not directly benefit by selling a service to our clients, donor card, and a
        response Thank You)
   September Membership Meeting
       Finalize the mailing lists, which donors will get which „letters‟
       Blue ink period for membership & Temporary workers on mailing
       September 24… Launch the Mailers; Announcement Pieces (total cost was $
   September 27- Dec 14… Solicitation Period
       Mail campaign … 264 First class
       E mail campaign.. October 10 … 2,411 custom salutation emails (20% were opened or 475 & 522 were non-deliverable.
                           November 1… 2,005 custom salutation emails (17% were opened or 343 & 127 were non-deliverable.
       Membership follow up, and phone calls and emails
       Face to face visitations for „Targets‟

   December 15… Deadline & Goal is reached of $10,000.
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Fundraising Results…Nov 28
    Goals: Greater than 80% membership participation
             $10,429 raised

    E Mail campaign Averages
        Mailed 2208 (customized)
        Opened 409 ( 18.5% open rate)
        Actual donations 35
        Average donation rate is 1.6% ( 35/ 2208)
        Average gift was $178.00


    Need for Post audit analysis

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Four Troubling Statistics for Nonprofit Fundraisers
    First Year Donor Retention is 29.3%
         Target Analytics donorCentrics Index of National Fundraising Performance for 2009 report…if we
          ran a business could we survive if we lost 70% of our customers every year.
    Fundraising Email response Rate is 0.13%
         The 2010 eNonprofit Benchmarks study…means 99% of fundraising emails don‟t result in a
          donation, despite the hype and the many years of use by nonprofits.
    67% of donors plan to eliminate or reduce support for over-solicitation
         The 2010 Cygnus Donor Survey… today‟s donor is not yesterday‟s; they want more
          measurable results, best (better) management practices, and giving to less organizations.
    Only 26% of Nonprofits Rated their Websites Very Effective.
         The 2010 State of the Nonprofit Industry Survey… we can not continue to blame it on
          technology as the limiting factor & Talk is cheap; the website,…it must work




         Posted by Pamela Grow on her Grantwriting Blog, November 2, 1010

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Fundraising: Key Learning's
    It does take time, a committee, and the membership

    Step #1: Who will we ask ?
    Step #2: How will we ask ?
    Step #3: Thank them                                          Database
    Step #4: Donor Retention Process                             Management
              Keep them informed, engaged
              Share how their investment is being put to good use.
              Assign „owners‟




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