Fundraising For Dummies
, by Browning, Beverly A.- ISBN: 9781119912750 | 111991275X
- Cover: Paperback
- Copyright: 12/8/2022
Follow the mission and the money, even when it takes you online
Fundraising For Dummies is your guiding light and saving grace as you prepare and implement a fundraising plan. This updated edition will help you succeed at fundraising in the age of social media saturation. You’ll discover how to post, what to include, and where to interact to get the biggest return on your investment of time. And, as always, this trusted resource covers all the basics of being a fundraiser, soliciting the money an organization needs, and pitching the case statement for your organization. Use real-life examples to take your own fundraising skills to the next level and follow step-by-step processes for success in online fundraising.
- Learn what’s involved in the role of a nonprofit fundraiser
- Discover sources of funding for your organization—and learn how to secure that funding
- Use the latest online fundraising tools and social media techniques to reach out to audiences
- Make fundraising easy with examples and templates for donor letters and beyond
Fundraisers (including board members, volunteers, and staff members) in any nonprofit organization will love this easy-to-follow advice on getting creative about donations.
Dr. Beverly A. Browning, MPA, DBA, is the author of 47 grant-related publications, including seven editions of Grant Writing For Dummies. She holds degrees in organizational development, public administration, and business administration. Dr. Bev is a grant writing course developer and online facilitator for Ed2Go.com.
Introduction 1
About This Book 2
Foolish Assumptions 2
Icons Used in This Book 3
Beyond the Book 4
Where to Go from Here 4
Part 1: Getting Started with Fundraising 5
Chapter 1: Fundraising Continuously During Economic Fluctuations 7
Looking Ahead and Planning for Revenue Ups and Downs 8
Creating a contingency plan for the continuation of services 9
Preparing your board and staff for organizational survival 10
Coping with staff reductions and shrinking budgets 11
Finding partner organizations and revenue sources 12
Making Revenue-Producing Changes 12
Whittling down your mission 12
Paring your services (or pairing up to provide them!) 13
Nurturing the donor-organization relationship 14
Turning to cost-effective processes 14
Touting Your Successes and Building Supportive Relationships 15
Telling your story well 15
Engaging people who care 16
Developing relationships with key businesses and funders 16
Doing Your Best to Bring In the Dollars 17
Preparing Now for When Things Start Looking Up 18
Laying the groundwork to take advantage of an economic recovery 18
Moving forward with hope 19
Chapter 2: Embracing Fundraising with a Passion 21
Sparking Fundraising Action 22
Remembering why you signed on 23
Helping your donors catch the spark 24
Talking the fundraising talk 24
Building on Passion in the Nonprofit World 26
Competing for dollars 28
Keeping your organization going 28
Maximizing Social Media Visibility 31
Chapter 3: All About Attitude: Fundraising Issues and Ethics 33
Inspiring or Selling: The Fundraising Debate Continues 34
Living with the stigma 34
Combining sales and ideals 35
Adhering to the Ethics of Fundraising 36
Finding organizations with ethical standards 37
Familiarizing yourself with the fundraiser’s credo 39
Breaking Down Fundraising Myths 40
Myth 1: It’s all about the money 40
Myth 2: You lie to get what you want 41
Myth 3: Your donor owes the world something 42
Chapter 4: Winning with Words: Your Case Statement 45
Stating Your Case 46
Understanding what the case statement is and how you use it 46
Getting started with your case statement 46
Making the Case Compelling 48
Developing a Case Statement: A Step-by-Step Guide 50
Step 1: The mission: Why are you here? 51
Step 2: The goals: What do you want to accomplish? 53
Step 3: The SMART objectives: How will you reach your goals? 54
Step 4: Programs: What exactly do you provide? 55
Step 5: Governance: What’s the anatomy of your board? 55
Step 6: Staff: Who are the people behind your services? 56
Step 7: Location: Where do you live and work? 57
Step 8: Finances: Is your organization financially responsible? 57
Step 9: Development: What will you do in the future? 58
Step 10: History: What successes are you building on? 58
Giving Life to an Outdated Case Statement 60
Sharing Your Case Statement 61
Formatting your case 61
Putting the case statement to work: From paper to online posts 62
Chapter 5: Organizing Your Cheerleaders: Board Members and Volunteers 63
Seeing the Big Picture: How Boards and Fundraising Fit Together 64
Understanding the board’s duties 64
Knowing how your role fits with the board’s work 65
Teaming with the Board to Advance Your Cause 67
Helping the board help you in fundraising 67
Balancing the attraction of high-profile board members 68
Guiding Your Board through Tough Decisions 70
Slating and prioritizing your issues 71
Knowing when to use reserved funds 72
Figuring out when to launch into unchartered waters 73
Helping your organization find clarity in challenging times 74
Recognizing the True Value of Volunteers 76
Seeking volunteers 76
Establishing a relationship of mutual respect 78
Training your volunteers as fundraisers 79
Making use of baby boomers: Retirees as volunteers 80
Chapter 6: Creating a Fundraising Plan 81
Drafting the Perfect Fundraising Plan 81
Starting with the case statement 82
Identifying your goals 83
Building a needs statement 84
Assessing your existing resources 84
Determining what you need 85
Setting your financial targets 86
Putting the all-powerful giving pyramid to work 87
Getting started with the right methods 88
Discovering fundraising markets 90
Avoiding Plan Busters Like the Plague 92
Budgeting Your Fundraising Efforts 93
Making sure you include everything in your budget but don’t overbudget 94
Figuring out the cost of raising money 96
Turning Elsewhere for Assistance 96
Knowing when to outsource 96
Using affordable and functional fundraising software 97
Part 2: Identifying Potential Donors and Rallying for Their Support 99
Chapter 7: Mining for Donors 101
Finding Your Stakeholders 101
Recognizing Your Bread and Butter: Individual Donors 103
Understanding donor levels 103
Identifying potential donors 104
Doing Business with Corporate Donors 104
Finding Foundations That Care 105
Asking Your Board All the Right Questions 105
Where did you forget to expand your donor base? 106
Whom did you forget to ask? 106
Checking Out Potential Donors 107
Pursuing promising prospects 108
Finding the silver lining with unlikely prospects 108
Researching the Internet Way 109
Keeping Track of Your Organization’s Donors and Their Contributions 110
Creating an effective donor information form 111
Keeping good donor records 112
Maintaining Confidence: The Issues and Ethics of Handling Personal Data 112
Chapter 8: Meeting Your Donor with Grace and Grit 115
Evaluating the Importance of a Visit 116
Preparing to Meet Potential Donors 116
Examining the Giving Relationship between the Donor and the Organization 118
Showing donors the value of their gifts 118
Getting more than money from your donors 119
Checking out what motivates giving consistency 120
Considering Your Donor’s Context 122
Engaging potential donors with limited means (for now) 122
Connecting with affluent donors 123
Meeting reluctant retirees on their level 123
Cultivating the Initial Donor-Organization Relationship 124
Chapter 9: Cultivating Major Givers 127
Seeking a Major Gift Today for Tomorrow 127
Finding the Holy Grail of Fundraising: The Major Gift 129
Planning your way to major gifts 129
Cultivating new and existing donors who have a lot to give 131
Recognizing Major Donors for Their Contributions 136
Meeting your donors’ expectations 136
Providing donor recognition 137
Chapter 10: Making the Major Gift Ask 139
Pushing through the Fear by Focusing on the Greater Goal 140
Accepting that you have to talk about money 140
Understanding that no doesn’t equal failure 141
Remembering that you’re a donor, too 142
Checking Out Your Attitudes about Money 143
True or false: Money is an exchange mechanism 143
True or false: Money is the root of all evil 143
True or false: Money can’t buy happiness 144
True or false: Money talks 144
Choosing the Right People to Make the Ask 145
Teaming up for dollars 146
Flying solo 147
Developing the Mechanics of Asking 147
Recognizing the equitable exchange 147
Using the tools of the trade 148
Knowing the donor 149
Checking out each step of “the Ask” 149
Moving Beyond No 151
Rating Your Yes-Ability 152
Following Up after “the Ask” 153
Chapter 11: Writing Winning Grant Proposals to Reach Your Fundraising Goal 155
Getting a Grip on Grants 156
Identifying Different Grant Givers 157
Choosing the Right Project to Be Funded 157
Starting from the ground up: Seed money 158
Expanding your reach: Program funds 158
Building for the future: Capital campaigns 159
Laying the Groundwork for Grant Seeking 159
Turning to your board for support 160
Developing a grant proposal writing strategy 160
Finding the Right Funder 161
Starting your search for funders 161
Using local sources first 162
Working your way away from home 163
Digging deeper to find the right grantor 164
Inquiring about Letters of Inquiry and Grant Guidelines 165
Getting Down to Business: Writing the Proposal 166
Creating a comprehensive cover letter 167
Providing an overview with the executive summary 167
Introducing your idea 168
Sharing your organization’s history 168
Stating your program’s needs 169
Outlining program goals, objectives, and evaluations 169
Detailing the program budget and budget narrative 170
Explaining your leadership, staffing, and location 170
Including the necessary extras 171
Following Up on Your Proposal 171
Putting a Positive Spin on No 172
Seeing Your Grant as a Relationship 173
Part 3: Sharing the Organization’s Story and Building Its Brand 175
Chapter 12: Connecting for Potential Donor Awareness: Sharing Your Story 177
Thinking through Your Communications Strategy 178
Evaluating your communications costs 178
Considering your communications options 179
Crafting a communications approach 181
The list! The list! Pull out your donor list! 181
Printing Only What You Need 182
Showing progress with an annual report 183
Taking the Direct (Mail) Approach 184
When direct mail works: Asking current donors to give again 185
When the most direct mail is email 185
Figuring out what to send 186
To Call or Not to Call 187
Making your callers the good guys 188
Knowing your no-call responsibilities 189
Working the phones with a positive attitude 189
Chapter 13: Projecting Your Organization’s Image in the Media 191
Getting Positive Media Exposure for Your Organization 192
Realizing what the media can do for you 192
Making the first contact 194
Coming up with story ideas for the media 194
Working in Sound Bites: PSAs 196
Looking Good on Television 196
Seeking airtime on the small screen 197
Preparing for a television interview 197
Remembering on-air cues 198
Taking Advantage of Print Opportunities 199
Making yourself quotable 199
Fixing mistakes in print 200
Leveraging Online Coverage 200
Posting your story everywhere 201
Filling a need for news with blogs and articles 201
Crisis Control: When Media Attention Is Unwanted 202
Getting the crisis under control fast 203
Drafting a disaster control plan for board approval 204
Chapter 14: Social Media Networking to Build Potential Donor Awareness 205
Getting Started with Social Media 206
Surveying the basics of social media 206
Identifying who uses social media and what they can do
for your organization 207
Building a Community of Stakeholders Who Care 208
Feeling all a-Twitter 208
Connecting to past, present, and potential stakeholders on LinkedIn 209
Sharing the love on Facebook 210
Maximizing branding with Instagram 211
Understanding What Your Social Media Users Want 211
Visibility and voice: Here we are! 212
Engagement and opportunity: Let me help 212
The freedom to choose: I want it my way 213
Taking the Plunge into Social Media 213
Making sure your messages work together 213
Tracking and evaluating results 214
Creating credibility and security in social media 215
The Big Dilemma: To Ask or Not to Ask? 216
Chapter 15: Perfecting Electronic Communications 217
Making the Case for Email 217
Being Smart about Email Campaigns 219
Figuring out who should receive your emails 219
Knowing what to say 220
Writing an email that gets the results you’re looking for 223
Avoiding Email Mistakes 224
Don’t use email to spam 224
Don’t be a sloppy emailer 225
Understanding the Power of E-Newsletters 225
Catering to your donors’ interests 226
Creating your e-newsletter 226
Adding multimedia pizzazz 227
Automating e-newsletter delivery 227
Keeping your readers mesmerized and engaged 228
Chapter 16: Ramping Up Your Website 229
Seeing How a Website Helps with Fundraising 230
Putting Your Website to Work for Your Organization 231
Evaluating your website 231
Building credibility for your organization 232
Adding Content and Keeping It Fresh 233
Putting your contact information front and center 234
Including information that saves time 234
Spreading the work around 234
Using existing resources 235
Linking to content on other websites 235
Considering the value of online media 236
Attracting Visitors to Your Site 236
Showing up in search engine results 237
Getting linked by other sites 238
Collecting Donations Online 239
Chapter 17: Spotlighting Your Brand Online 241
Knowing Your Branding Basics 242
Assessing Your Brand 243
Tweaking your brand 244
Developing brand strategies 244
Blogging Your Way to Funds 245
Figuring the cost of blogs 245
Building your brand with an effective blog 246
Publishing Online to Boost Your Branding and Credibility 247
Getting published 247
Creating good online content 248
Joining Online Communities: Discussion Groups 248
Checking out nonprofit discussion groups 249
Promoting yourself through discussion groups 250
Partnering Online through Affinity Programs 250
Connecting with People through Association and Special-Interest Sites 251
Part 4: Engaging Donors with the Right Campaigns 253
Chapter 18: Organizing, Implementing, and Celebrating Your Annual Fund 255
Understanding the Basics of Annual Funds 256
Designing Your Annual Campaign 257
Setting your goals 258
Timing your annual fund 259
Assembling your team 260
Choosing your fundraising tools 261
Rating your organization 265
Putting the Plan in Place 266
Understanding your approach: Donor research and planning 266
Choosing your materials 266
Recognizing the five signs your plan is falling flat (and what to do about it) 268
Evaluating (And Celebrating) Your Annual Fund Drive 269
Planning for the Next Annual Campaign 270
Chapter 19: Planning a Successful Special Event 271
Seeing How a Special Event Benefits Your Organization 272
Planning, Planning, Planning! 272
Putting together the best team 273
Selecting an event 274
Deciding the when and where 274
Setting expectations 276
Budgeting for the special event 276
Setting a timeline 277
Organizing an Online Event 278
Using webinars to inform and persuade 278
Chatting online with celebrities 279
Following Up after the Big Event 279
Measuring goodwill 280
Evaluating the event’s outcomes 280
Saying “Thank you!” 281
Gathering event lessons for next time 282
Chapter 20: Asking for the Big Bucks: The Capital Campaign 283
Gearing Up for the Big Campaign 284
Exploring Capital Campaign Types 285
Building bricks-and-mortar campaigns 285
Checking out endowment campaigns 286
Putting together project campaigns 286
Running combined campaigns 287
Selecting a Champion 287
Staging the Campaign 288
Testing the waters: Campaign feasibility 289
Setting your goal 291
Identifying lead gifts and challenge gifts 292
Going public 293
Following up with your capital campaign 294
Debriefing everybody 295
Chapter 21: Securing the Big Three: Major Gifts, Planned Gifts, and Challenge Grants 297
Making a Perfect Match 298
Deciding on the major gift amounts for your organization 299
Getting to the heart of the major giver 300
Valuing the relationship: Stewardship in action 301
Creating a major gift strategy 302
Preparing for Planned Gifts 304
Getting the gift that keeps on giving 304
Differentiating planned giving from other types of giving 305
Timing is key: Knowing when to start 306
Gearing up for planned giving 307
Making Money Go the Extra Mile: Challenge Grants 312
Understanding how challenge grants work 314
Managing a challenge grant 314
Chapter 22: Tapping into Corporate Givers 317
Understanding the Attitudes behind Corporate Giving 318
Making a difference in the community 318
You scratch my back, I’ll scratch yours: Cause-related marketing 319
Finding the Right Corporations for Your Organization 320
Using the local community hook 320
Focusing on where the CEO’s heart lies 321
Finding out what serves the company’s interests 322
Approaching a Corporate Donor 322
Researching the corporation ahead of time 323
Knowing your value to the donor 323
Putting together your presentation 324
Following up in a businesslike way 325
Chapter 23: Building and Growing an Endowment 327
Endowing the Future 328
Understanding what an endowment is 328
Deciding whether you can (and should) build an endowment 329
Building an Endowment 330
Getting your board to buy in 330
Explaining the value to donors 331
Making an endowment part of your overall fundraising effort 332
Managing an Endowment 332
Providing oversight and establishing policies 332
Seeking professional help to manage endowment dollars 333
Part 5: The Part of Tens 335
Chapter 24: Ten Fundraising Resources for New Nonprofit Organizations 337
Association of Fundraising Professionals (AFP) 338
BoardSource 338
Donorbox 339
Qgiv 340
Springly 341
DonorPerfect 342
Bloomerang 342
Personify WildApricot 343
Double the Donation 344
Grant Writing For Dummies 344
Chapter 25: Ten Snippets of Powerful Fundraising Communications 347
“How about a little good news?” 348
“Would you like to watch the birth of a baby panda?” 348
“Hi, Ms Scott I just left a meeting where we were discussing ” 348
“I recently visited the program you sponsored Very inspiring! Can I show it to you when you’re available?” 349
“Now, how can I help you?” 349
“Research shows that giving is good for your longevity.” 349
“You have no idea how much impact your last gift made for our organization and the clients we serve!” 349
“More people go to zoos today than go to all sports activities combined.” 350
“Seven out of ten of our city’s families use our organization’s services in their lifetime.” 350
“Hey, I just received this great sculpture! The new wing of the Eric Moss Historical Museum is finished!” 350
“Cute cat!” 351
Index 353
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