Welcome, Introductions, Logistics Review Agenda Review

Welcome, introductions and logistics review; trainers introduce themselves and go over the GIFT description, agenda and GIFT political framework.

Political Framework for Fundraising

This section provides the political framework for the training by demonstrating how the bulk of money given away in the US comes from working and middle class individuals (not foundations or corporations) and introduces the concept that fundraising IS political and needs to be integrated into the rest of the organization’s programs to be successful.

Discussion of taboos about money, the “baggage” we bring to fundraising, what gets in the way of asking for money and how to overcome it. This is lecture/discussion format, with participants encouraged to ask questions and share their ideas/experiences.

Principles of Fundraising- Part 1

As we continue the political and philosophical framework for the training we look at the first two “pillars” of a strong fundraising program. A discussion on the importance of mission-driven fundraising and developing ongoing relationships with your donors which raising money and creating a constituency that supports the “cause”.

I. The Case Statement: In order to be “mission driven” an organization must have a concrete understanding of where it’s been, where it’s going, and why. The case statement is a document that lays this foundation.

II.Purpose of Fundraising: Building relationships. Developing a donor base by asking people to give repeatedly, and to increase their giving is a way for people to participate in the work of the organization, donors help build power for the work through their involvement in the issues, etc.

Principles of Fundraising- Part II

III.Effective Use of Strategies: Not all fundraising strategies are right at all times for all groups; how to choose the ones that work for who you are and what you're trying to do.

IV.Diversity in Fundraising: The importance of diverse sources of money for your organization, and a diverse group of people involved in fundraising; building a team of people doing the work, including board, staff, volunteers.

Using Mail to Build Your Base

This session covers four types of fundraising mail: direct mail, fundraising appeals/personal mail, thank yous, and email. The difference between a direct mail and fundraising appeal, components of a strong letter, and what to include in your mailing will all be discussed.

Day 2 9:00 am to 5:00pm

Individual Donor Campaigns                        

I. Outline: understanding an individual donor campaign and the steps to do one.

II.Prospect Identification: identifying donors to ask by their ability, belief, and contact.

III. The Process of Asking: the steps involved in completing an “ask”, asking by phone vs. asking in person, role-playing, and do’s and don’ts.   

IV. Putting together a Gift Range Chart for your campaign.

Special Events

This session will focus on maximizing the fundraising potential of events, the pros and cons of special events, and how your organization can plan and pull off a successful event.

Creating a Development Plan

This section covers various fundraising strategies, the average length of time to raise money, the components of a strong fundraising plan, and the steps of putting one together.  Participants work on their own fundraising plan and integrate new fundraising strategies from the training.

 Taking it all Home                                                    

Participants identify next steps when they return to their offices.  What will they do on Monday; what will they do over the next couple of weeks to integrate what they've learned into their work.