Developing your fundraising playbook through corporate sponsorships, state contracts, foundation...

Developing your fundraising playbook

through corporate sponsorships, state contracts, foundation grants and donations.

Presented by

Eric Bonaparte, Ph.D.

ASBDC Annual Conference, September 10, 2014 Dallas, Texas.

Budget Woes

• Loss of staff• Increasing demand• Increasing deliverables• Ballooning expenses• Competition• Limited capacity• Increasing stakeholder expectations

How do you continue to do more with less?

Defense Wins the Battles Right!

$1,362,000

.

* Numbers does not include local office dollars or web donations

You miss 100% of the shots you don't take. -Wayne Gretzky

Workshop Overview

• Overview of financial environment.• What is Fundraising• Developing your Fundraising Playbook• Components of the fundraising process• Sources for funding• The Four Ps of fundraising • Renewals, extensions and new deals.• Playbook Planning Activity (20 minutes)• Executing you’re your SBDC Financing Playbook.• Question and answer.• Wrap up and summary.

In good times and bad, we know that people give because you meet needs, not because you have needs.

-Kay Sprinkel Grace

Fundraising The organized activity or an instance of soliciting money or pledges, as for charitable organizations or political campaigns.

Fundraising can be defined as:

the right person properly asking

the right prospect for the right amount at the right time

on behalf of the right

organization.

Rational for Giving or Not.

Why People/Organizations Give.

• Personal Concern• Belief in the institution• Confidence in leadership• They asked• Tax considerations• Legacy leaving/Giving back

Why People/Organizations don’t

• Don’t value mission• Don’t know organization• Belief that sound management

is lacking• Wrong person asked.• Inadequate cultivation.• Failure to ask for specific

amount.

Developing your PlayBook

What are some ways in which you might raise funds for

your organization?

Funding Sources

•Individuals•Corporations•Foundations•Government(Non-SBA)•Quasi Government Sources•Other

Biggest Givers in 2013

• 3-Michael Bloomberg, $350 million.

• 2-Philip and Penelope Knight, $550 million.

• 1-Mark Zuckerberg and Priscilla Chan $990 million.

-Forbes Magazine 2014

Sources of Funding-Individuals

•Individuals are always your first,

•best source of support!

• What percent of charitable gifts nationwide come from individuals?

Friends of the Georgia SBDC

Funding Sources-Corporations

Building relationships with businesses can yield a variety of support:

•In-kind donations of products or services•Volunteer support•Matching gifts to their employees’ charitable contributions•Grants for a particular program or project•Sponsorship/underwriting of an event or fundraiser

Corporate Sponsorships at the Georgia SBDC

What can be sponsored?

• . Seminars, publications, award dinners, receptions, featured speaker, cocktail receptions, ad books ,trade fairs, booth space, event printing, food, prizes, awards, facility rental, web design etc.

Assessing the sponsorship deal

Name recognition.  

Exclusivity.  

Audience appeal.  

Simplicity of involvement.  

Track record.  

Media draw.  

Identity and imagery.  

Solid management.

Sample Benefits

• Naming rights to an event• Speaking slot• Table for brochures• Logo on newsletter• Plaque/Certificate• Mention in press releases and PSAs• Logo items in participant “goodie bag”• Mention on event banners etc.

Funding Sources-Foundations

Foundations vary in size and scope, but most:

•Have specific funding areas and guidelines•Prefer to fund specific programs and projects•Have a formal proposal process•Expect the grantees to report back to them on the outputs and outcomes of their grant

Types of Foundations

There are many different types of charitable grant-

making foundations:

•Family Foundations•Private Foundations•Community Foundations•Corporate Foundations

$19.95 per month subscriptionor find a library or institution with a subscription.

www.foundationcenter.org

www.fundingonline.org

We are focused on helping underserved young adults and adults succeed academically, develop and hone job skills, learn better money habits, and obtain and keep livable wage jobs. Through our funding, we connect individuals to the training and education they need in order to succeed.  In 2014, the Bank of America Charitable Foundation will issue a workforce development and education request for proposals (RFP) on January 21 and will accept applications through February 14.

Jobs: Workforce development and education funding priorities: 

Examples:  · Community and vocational college opportunities: Traditional or accelerated degree, credential or certification programs leading to employment

· Skill development: Job training and retraining programs with comprehensive supportive services for individuals facing challenges entering or reentering the labor force. Support services include personal financial management skills, career counseling, interview skills, resume-building, case management, etc.

· Better money habits: Programs providing ongoing financial education and coaching to empower adults to make healthy financial choices that will lead them to economic success

· Supporting social enterprise and small business: Providing technical assistance to create, expand, and sustain social enterprises and small businesses, which in turn builds their capacity to create and retain jobs

Recipient Name Recipient City Recipient State/Country Year Authorized Grant Amount

Accion USA-Atlanta Atlanta GA 2005 $ 100,000.00

Accion USA-Atlanta Atlanta GA 2010 $ 100,000.00

Accion USA-Atlanta Atlanta GA 2011 $ 100,000.00

Albany Community Together Albany GA 2008 $ 30,000.00

Hispanic American Center for Economic Development Atlanta GA 2008 $ 25,000.00

Chamber Foundation, Greater Atlanta Atlanta GA 2007 $ 25,000.00

Hispanic American Center for Economic Development Atlanta GA 2007 $ 25,000.00

Accion USA-Atlanta Atlanta GA 2010 $ 25,000.00

Hispanic American Center for Economic Development Atlanta GA 2005 $ 23,500.00

Hispanic Chamber of Commerce, Georgia Atlanta GA 2004 $ 23,500.00

Hispanic American Center for Economic Development Atlanta GA 2006 $ 23,500.00

Hispanic Chamber of Commerce, Georgia Atlanta GA 2003 $ 23,500.00

Atlanta Business League Atlanta GA 2008 $ 15,000.00

Atlanta Business League Atlanta GA 2007 $ 15,000.00

Atlanta Business League Foundation Atlanta GA 2009 $ 15,000.00

Atlanta Business League Foundation Atlanta GA 2010 $ 15,000.00

Atlanta Business League Foundation Atlanta GA 2011 $ 15,000.00

Atlanta Business League Atlanta GA 2006 $ 13,800.00

Atlanta Business League Atlanta GA 2005 $ 13,500.00

Atlanta Business League Atlanta GA 2004 $ 13,500.00

Atlanta Business League Atlanta GA 2003 $ 13,500.00

Chamber of Commerce Foundation, Savannah Area Savannah GA 2004 $ 10,000.00

Minority Entrepreneurship Education Atlanta GA 2005 $ 10,000.00

Chamber of Commerce Foundation, Savannah Area Savannah GA 2005 $ 10,000.00

Urban League of Greater Atlanta Atlanta GA 2006 $ 10,000.00

Chamber of Commerce Foundation, Savannah Area Savannah GA 2006 $ 10,000.00

Minority Entrepreneurship Education Atlanta GA 2007 $ 10,000.00

Chamber of Commerce Foundation, Savannah Area Savannah GA 2003 $ 10,000.00

Albany Community Together Albany GA 2007 $ 7,500.00

Greater Hall Chamber Foundation Gainesville GA 2005 $ 5,000.00

Kingdom Advisors Atlanta GA 2011 $ 5,000.00

Albany Community Together Albany GA

Evaluating Grants:

•The funder will evaluate your proposal based on: •What you are proposing to do•How you plan to do it•When you plan to do it•How much it will cost

Fundraising Sources-State and Local Governments and other Quasi Government Organizations• Departments of Economic Development• Downtown Authorities• Special Authorities (One Georgia, GTA}• Communities• Chambers, CVBs

Fundraising

What types of “organizations” might give to an SBDC?

Components of the Fundraising Process

R e co rd s/S ys te m s

N e tw o rk in g

L is t C o m p ila t ionIn d iv id u a ls

F o u n da tio nsC o rp o ra tio ns

P R O S P E C TID E N T IF IC A T IO NA N D R E S E A R C H

H o lid a ysC o m m itte es

B ithd a ysP ro m o tion

N e w s le tte rsIn v ite to a p rog ram

G u e st S p ea kerV is it he a d q ua rte rs

C U L T IV A T IO N

P la n n ed G iv ing

T e le m a rke ting

S p e c ia l E ve n ts

D ire c t M a ilM a rke ting

P e rson to P e rson

S O L IC IT A T IO N

S ta tus R ep o rts

A ckn ow le d g em e n ts

"T h e A sk"...

F O L L O W -U P

P e rio d ic V is its

A n n u a l R e p o rts

S im ila r to cu lt iva tiono n ly ta ke s p la ce

a fte r g ift is re ce ived

S T E W A R D S H IP

The Four “P’s” of the Fundraising Playbook

•PROCESS: “Fundraising is not an event; it is a process”. - Edgar D. Powell

•PARTICIPATION: Who is involved in identifying and engaging potential supporters in your mission?

•PEOPLE: Fundraising is all about people and building relationships.

•PLAN: Your organization needs a good fundraising plan in place in order to succeed.

What other “P’s” of fundraising can you think of?

Fundraising Playbook Questions1. Have you developed your fundraising goals.

2. Have you begun your research.

3. Have you estimated the cost of your fundraising program.

4. Have you developed a timeline for your plan.

5. Have identified funding sources.

6. Have you selected your point person.

Playbook

Source $ Goal % of Total

Individual Donations

$ %

Foundation Grants

$ %

State Contracts

$ %

Corporate Sponsorship

$ %

Remember what momma used to say

• Don’t count your eggs before they are hatched• People will try to get something for nothing• Sometimes it is best to see the forest before the trees• Have to shoot in order to score, the more you shoot the more you

have a chance to score.• There is no free lunch and nothing in life is for free• People forget the words they speak so put it in writing

Individuals, foundations and companies don’t give to institutions. They invest in ideas, projects and people in whom they believe. -Eric Stanley Bonaparte ‘12 ASBDC conference

ebonaparte@georgiasbdc.org