Fundraising 101

2. Fundraising 101

3. Agenda • Key Principles • Match requirements • Funding landscape • Basic fundraising steps • The Circle Exercise

4. Key Principles • People give to people • Fundraising is 90% networking and 10% grant writing • Market your services • Commitment, passion & expertise • Listen • Fundraising is not a science

5. Match Requirements • RWJF requires a 50% match of grant award dollars for CKF Part I • Grantees must begin using match funds no later than the beginning of the third year of the grant. • The match requirement is designed to identify new sources of funding for the CKF initiative.

6. Match Requirements • RWJF will not provide more than 50% of the total RWJF funds until the match support begins, if earlier than the third year. • Should no match funds be secured by the beginning of Year 3, no additional RWJF funds will be provided to the grantee.

7. Match Requirements Match Sources that do not qualify: • No federal funds • No in-kind contributions • RWJF has a strong preference that match sources do not come from entities that manufacture or distribute alcohol, tobacco and/or firearms

8. Match Requirements • Grantees are strongly encouraged to submit match commitment documentation to their regional coordinator as soon as it is received • If a project fails to secure previously committed match funds, contact your regional coordinator immediately • For more information regarding the match certification process, please refer to Section 6 of the CKF Program Management Handbook, and/or contact your regional coordinator

9. Where’s the Money?

10. Landscape for CKF Grantees

11. Why Do Corporations Give? • Increase profits • Improve image • Good corporate citizens

12. Why Do Foundations Give? • Issue focus • Geographic focus • Seed programs • Quality • Feasibility • Innovation

13. Why Do Government Agencies Give? • Politics • Community support • Budget issues

14. Step 1: Your Assets

15. Taking Stock of Your Assets • Projects • Passion, commitment, and expertise • Intuition • Network • Fundraising is 90% networking and 10% grant writing

16. Targeted Networking

17. Jump Start Your Networking • State hospital association • Chamber of Commerce • Foundation forums • Opinion pieces in local papers

18. Step 2: Develop a Plan

19. Prospect Research Compile broad list • Network • Corporations • Local hospitals • Insurers that manage SCHIP/Medicaid programs • Foundations • Government agencies

20. Prospect Research Resources • Annual reports • Local newspapers • Online resources • Prospect’s Web site • Hoover’s online, LexisNexis • Foundation center • Network • Prospect

21. Prospect Research

22. NO Prospect Research • Donor Criteria • Tobacco or alcohol companies • Gun manufacturers • Unethical business practices

23. Prospect Research Narrow Your Prospects

24. Prospect Research Identify top priorities • Focus on a few large prospects • Low-hanging fruit • Time considerations

25. Step 3: Prepare Approach

26. Understand Funder’s Point of View • Return on Investment • Feasibility • Sustainability • Community support • Politics • Acknowledgement opportunities

27. Rehearse • Avoid lingo • Use their terminology • Positive tone • Be succinct

28. Talking points • Overview of CKF • Description of issue as it relates to your community (and their interests) • Specific objectives • Plan of action • Track record • Amount of funds to be requested

29. Make the call • Goal is to get a face-to-face meeting or be invited to submit a proposal • Call time:10 a.m. and 2 p.m. • Listen and ask questions • Be persistent

30. Step 4: The “Ask”

31. The “Ask” • When? • How? • Verbally • Written proposal • How much? • What’s next?

32. Step 5: Follow up

33. Follow-up Follow Up Follow Up Follow Up

34. Step 6: Stewardship

35. Stewardship • Thank you • Progress reports • Spend money wisely

36. Covering Kids & FamiliesFundraising Materials • Fundraising 101 (from Covering Kids & Families Annual Meeting) • Meeting the Match: A Guide to Fundraising