Making king Your ur Case se for Sup uppo port June 7, 2019 Learn24 Network Conference www.FundEDStrategies.com
“Competition to be the best leads to imitation. Competition to be unique leads to innovation .” -- Michael Porter 2
Presentat esentation ion Age genda nda 1. Introductions (5 minutes) 2. About Us 3. Overview of Fundraising 4. What is a Case for Support? 5. Developing Your Case for Support 6. Questions & Answers 3
Intr trod oductions uctions 1. Name 2. Position 3. Organization 4. Do you have a Case for Support? 4
Presentat esentation ion Age genda nda 1. Introductions 2. About Us (2 minutes) 3. Overview of Fundraising 4. What is a Case for Support? 5. Developing Your Case for Support 6. Questions & Answers 5
Abo bout ut Us 10+ 0+ $10m $1 0m Years of Experience working The amount raised for as a nonprofit development organizations by diversifying leader revenue John Campbell, CFRE Principal We support schools, education focused organizations and small to mid-sized nonprofits start, scale, and sustain their fundraising and strategy operations. 6
Presentat esentation ion Age genda nda 1. Introductions 2. About Us 3. The Fundraising Landscape (5 minutes) 4. What is a Case for Support? 5. Developing Your Case for Support 6. Questions & Answers 7
The he Fundraising undraising Landscape andscape $4 $410B 0B 85% 85% $60B $60B The total amount Americans Percentage of charitable The amount raised gave to charitable giving that comes from specifically for education organizations in 2017 individuals, bequests, and (only surpassed by religion) small family foundations 8
The he Fundraising undraising Lif ife e Cycle cle Case for Identification Qualification Cultivation Solicitation Stewardship Support 9
Presentat esentation ion Age genda nda 1. Introductions 2. About Us 3. The Fundraising Landscape 4. What is a Case for Support? (5 minutes) 5. Developing Your Case for Support 6. Questions & Answers 10
What Wh t is a s a case se for or su supp ppor ort? t? Tells ls an inspiring piring stor ory. Explai plains ns why your work rk is impor ortan tant. t. Tells ls the funder r why they y should uld suppor port t your organization, anization, now. Should br bring a d a donor nor al along ng on a journey. 11
What Wh t is a s a case se for or su supp ppor ort? t? Annual Appeals Major Donor Newsletters Collateral The case for support is the Website Presentations set of messages you Case for communicate to prepare your support prospective donors to make a financial gift Social Media Speeches Donor Videos Conversations 12
Presentat esentation ion Age genda nda 1. Introductions 2. About Us 3. The Fundraising Landscape 4. What is a Case for Support? 5. Developing Your Case for Support (40 minutes) 6. Questions & Answers 13
Developing De eloping you our Case se for or Sup uppor port _______ ____ Tell l an n Step ep 1: As Ask Que uest stions ions – Inter ervie view Stakeho holders lders inspiring piring stor ory. • How did you become involved in the organization? • What do you love most about your involvement? • Tell me your fondest memory of the organization. • How do you see the impact of our work? Step ep 2: Ex Exami mine ne the e An Answers • Where is the energy coming from? • What are people really saying? • Are there consistencies from the interviews? • What are people note talking about? 14
Developing De eloping you our Case se for or Sup uppor port _______ ____ Six eleme ements nts of a case e for sup uppor ort Explain plain why your work rk is 1. Context (Where are we?) impor orta tant nt 2. Impetus (Why is this urgent?) 3. Vision (What will be different?) 4. Credential (Why us?) 5. Plan (What we will do with your gift?) 6. Appeal (What are we asking you to do?) 15
De Developing eloping you our Case se for or Sup uppor port t - CON ONTEXT TEXT _______ ____ Context xt crea eates es mea eanin ing Explain plain why your work rk is impor orta tant nt Nearly 10,000 With your support, we children in our will grow our program community don’t have to serve 500 kids in access to quality OST the years ahead programming 16
De Developing eloping you our Case se for or Sup uppor port t - CON ONTEXT TEXT _______ ____ Context xt crea eates es mea eanin ing Explain plain why your work rk is impor orta tant nt Over the last five years, we’ve built the city’s most exciting OST program – With your support, we will delivering measurable grow our program to serve impact for every child as 500 kids in the years ahead we’ve grown to reach 100 children every year 17
De Developing eloping you our Case se for or Sup uppor port t - IMP MPETUS ETUS _______ ____ Why is Wh is t this is urge gent now? Explain plain why your work rk is impor orta tant nt Threa reat t – “unless we take action today…” Opportu tunity nity – “Imagine what we could do it…” Respon ponsibility ibility – “The solution depends on us…” 18
De Developing eloping you our Case se for or Sup uppor port t - Vi Visi sion on _______ ____ What’s it all about? Explain plain why your work rk is impor orta tant nt “This campaign is all about ….” “If you only remember one thing…” What’s going to be different? “We believe….” 19
De Developing eloping you our Case se for or Sup uppor port t - Credential edential Why are y Wh e you u the e rig ight orga ganiz ization ation for r the jo e job? b? _______ ____ Explain plain why Uniquen Uni eness ess – “No one else has the capacity to solve this..” “The world your work rk is needs us.” impor orta tant nt Effic icac acy – “ The proof is in our outcomes.” “We never stop rethinking our program/strategy.” Int nteg egrity rity - ”We take on the cases others run away from.” “Everything we do begins from our mission.” Stren rengt gth – “The school we love is stronger than ever.” “We’re building on success.” 20
De Developing eloping you our Case se for or Sup uppor port t - Plan an _______ ____ Be a e as concret crete e as y you u can about t your r pl plans. Explain plain why your work rk is impor orta tant nt Identify what the top five benefits of your program, school, plans for the future. What do you plan to do with the money you raise? • Scale, Support general operating, • • Develop a new program, etc. 21
De Developing eloping you our Case se for or Sup uppor port t - App ppeal eal _______ ____ Wh What are w e we as e askin ing a do g a donor to do do? Explain plain why your work rk is Are we asking a donor to something? Be something? Take on a specific impor orta tant nt role? “Be the fuel” Give back Leave a legacy Lead the community forward through your philanthropy Be part of the solution. Join us 22
Developing De eloping you our Case se for or Sup uppor port _______ ____ Thin ink ah ahea ead. d. Tell l the fun under er why they y should uld What will donors need to know? suppor ort t your organization anization, , What objections will we face? now What questions will donors ask? 23
Developing De eloping you our Case se for or Sup uppor port _______ ____ Def efin inin ing g the Ga e Gap p – EdF dFuel el Example mple Remo move Obst stacles cles Our schools and students can’t afford to lose great people. The consequences are too great. That’s why we need you, today more than ever. Standing shoulder-to-shoulder to build the capacity of a school is expensive. Designing inclusive and equitable talent systems takes intentionality and financial resources. Serving as a thought leader and undertaking comprehensive research requires investment of both time and money. But the risk of not investing in people is catastrophic. 24
Developing De eloping you our Case se for or Sup uppor port _______ ____ Remo move Obst stacles cles The revenue we take in from schools, districts, and government funding combined pays for nearly eighty percent of these ongoing expenses. We rely on donors like you to make up the difference. We ur urgently ently need eed your r help p to crea eate e the e conditions nditions for every y studen udent t to achie ieve e at the e highe hest st level els. s. 25
Presentat esentation ion Age genda nda 1. Introductions 2. About Us 3. The Fundraising Landscape 4. What is a Case for Support? 5. Developing Your Case for Support 6. Questions & Answers (20 minutes) 26
1200 18 th Street, Suite 700 Washington DC, 20036 717.919.3220 John@FundEDStrategies.com www.Fund undEDS EDStrat trategies. egies.com om
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