FUND RAISING: TIPS AND GUIDELINES

HIV and AIDS Team Retreat

October 21, 2010

Kim Gerstman

© 2010 The Population Council, Inc.

Session Outline

• Basic fundraising pointers• Discuss and practice role play• Role play demonstrations • Donor cultivation ideas

Development Process

Donors and prospects:• Identify and qualify• Research • Cultivate• Ask• Thank and thank again (and again)

Qualify Donors

Be smart about qualifying your donors

• Identify your universe of donors• Build a list of prospects• Utilize your funders, staff, contacts• Determine level of interest (low to high)

“Jane Doe Foundation” + grants

Donor Profiling

• Biographical• Career• Financial• Family background• Philanthropic history• Personal interests

The“Ask”

Six Steps for a “Model” Solicitation• Build rapport• State the case for support• Encourage involvement• Summarize benefits and close• Be quiet• Respond appropriately

The “Ask:” Case for Support

• Stress importance of securing Council’s long-term future

• Focus on few key messages• Identify problem, why the Council is

qualified to address it, and benefits to population

The “Ask:” Encourage Involvement

• Open with casual talk• Show you know them• Ask open-ended questions• Focus on PC strengths• Use success stories• Sell the vision• Be enthusiastic• LISTEN!!!

The “Ask:” The Close

• Summarize case • Ask for contribution• Describe options to invest in future

The “Ask:” Be Quiet

Thank Donors

• Write thank you note• Call after gift received• 7 times a year• Thank again

ROLE PLAYING

INSTRUCTIONS: • Divide into five groups. • Using Scenarios #1-5, one person plays prospect, two

solicitors and the rest are observers. Each team will construct their scenario with input from observers. (15 minutes)

• The prospect and solicitors should practice their role play in front of the group of observers. (15 minutes)

• Each team will role play their scenario in front of the entire audience. (30 minutes)

ROLE PLAYING

As a prospective donor in each scenario, please evaluate:

• Strength of the case for request• Conviction to the cause by the solicitor• Solicitor’s ability to listen, answer

questions• What the solicitors did that made you

feel good about giving?

ROLE PLAYING

• What worked and what didn’t?• How would you change your approach?

Cultivation Ideas

• Social gatherings • Sending them publicity clippings • Special events • Asking them for advice • Asking them to volunteer • Asking them to be on a committee • Inviting them to a lecture • Inviting them to be on a panel • Calling them regularly to provide updates