The Economy Isn’t Rosy: Survival Tips for Strategic Non-Profit Development

Did you know that there are over 50,000 foundations located in the United States and that there are 436 located in the District of Columbia? Chances are there is a foundation out there that may support your program. By approaching foundations as you would any major donor and building relationships, they may become funders of your organization.

There are a number of reasons to seek foundation funding for your program:

· Foundation funding can strengthen your organization by diversifying support especially, if your organization relies too heavily on individual donors or corporate support.

· Foundation grants can be sizeable. One grant equals many small contributions.

· Grants can be multi-year, offering your organization the opportunity to finance long-term financial goals or obtain support to start up a new project.

· Foundations must give away their money.

· Foundations are frequently willing

to take risks on new projects or provide seed money for non-profits just getting off the ground.

The steps to secure foundation funding are similar to building a major donor program – conducting research, developing relationships, writing a compelling case for support (proposal) and showing appreciation. If these steps are taken, foundation funding may become part of your funding mix for your organization.

Have you been dreaming of what it would be like to be on the receiving end of a $100,000 gift for your annual fund?

Tantalized by newspaper reports of mega-gifts? These donors do not drop from the sky, nor are they only to be found in the database files of “big name” organizations. The likelihood is very high that right now among your constituents and supporters is a major donor in the making. What separates those organizations that “get” from those that “wish?” A vision, a solid plan, and love, respect and common courtesy for your donors. It is surprising to discover these basic elements missing from many development programs:

“The vision thing.” What is that elusive thing called vision? A vision is the power of the imagination to dream or project something beyond the ordinary. For an organization, it is the driving force that informs and propels all programs and services. For a donor or constituent is a key motivating factor for their investment. Your vision is presented in the case for support. If your organization does not have a case that presents a clear rationale for why you need a donor’s investment, or major gift support, the likelihood is high that you will not receive it. Philanthropic fund raising is built around the case for support and it forms the basis for all written and verbal communications.

“If you don’t know where you are going, any road will do.” – Scarecrow, Wizard of Oz

Solid Planning provides the road map to your destination. If that destination is a journey towards increased support from your donors, you want the path to be as efficient and smooth and free of obstacles and …...continued surprises as possible. There is no mystery toward obtaining a major gift. Decades of experience have produced a set of best practices and procedures that are well documented and widely acknowledged. And there are no shortcuts through the field to greener pastures! Love, respect and common courtesy for your donors. Much of poor fund raising can be traced to just bad manners and lack of courtesy. Would you ever consider not thanking Aunt Jane or Uncle Bob for their annual birthday gift or taking the time to tell them what you have been up to, what you plan to do with their gift or how appreciative you are?

Your donors deserve the same!

Nancy Fifield McConnell, CFRE, President has twenty-five years experience in the nonprofit sector including positions in senior management, government relations and program development. In addition to her professional experience with the Child Welfare League of America, the Population Resource Center, and the Population Association of America, Nan has worked with organizations on long range planning, strategic fund development planning, and is called upon to serve as an organizational facilitator. She has managed capital campaigns, conducted feasibility studies and development assessments, written foundation proposals, prepared strategic fund development plans, and has secured millions in gifts from diverse sources. Board training workshops and on-site development management are also services offered by the group. Nan lectures, teaches, writes, and serves in leadership capacities on local boards including the Consultants Consortium and the Bar Association of DC Foundation.

She has a CFRE, the Certified Fundraising Executive Certificate Award from the Association of Fundraising Professionals.

Deborah Peeples, CFRE, Senior Consultant has devoted the last fifteen years of her career to developing the financial base and organizational viability of not-for –profit organizations. Deborah’s breadth of experience in capital campaigns planning and management, major gifts planning and annual fund management, and her broad knowledge of the philanthropic sector has proven to be a valuable resource to the organizations she has served. As the Director of Major and Planned Giving for WETA TV/FM, in Arlington, Virginia, Deborah was responsible for significant growth in Board support, annual giving and new special event income. Deborah has held senior positions with the National Hospice Foundation and the American Red Cross-Northeast Florida Chapter.

She was partner at Funding Resources, Jacksonville, Florida and serves as senior development counsel with The Funding Center, Alexandria, Virginia. Her board service includes work with Association of Fundraising Professionals (AFP), Temple Rodef Shalom, Falls Church and community not-for-profit organizations. She lectures and teaches on a broad range of development and fund raising topics.

Deborah has a CFRE, the Certified Fundraising Executive Certificate Award issued by the Association of Fund Raising Professionals.

Fall 2001, Issue No. 1

This is this first in a series of occasional newsletters. As not-for-profits face uncertainty in the next year, building and sustaining relationships with donors becomes even more critical. These articles focus on relationship building with diverse donors.

Foundations as Major Donors

By Nancy F. McConnell

By Deborah Peeples

The McConnell Consulting Group offers fund development consulting services to not- for- profits through a personalized partnership approach. These articles are excepted from longer resources that can be found on the Group’s website @ www.mcconnellconsultinggroup.com