Fundraising and advocacy kimklein presentation

Fundraising and Advocacy ANE Conference Hawai’i Community Foundation With Kim Klein

KLEIN & ROTH CONSULTING Real money. Real people. Real change.

Kim Klein is the author of five books, including the classic text, Fundraising for Social Change, recently released in a SEVENTH edition. She also wrote Reliable Fundraising in Unreliable Times, which won the McAdam Book Award in 2010.

She has provided training and consultation in all 50 United States, five Canadian provinces and 21 other countries.

She is a lecturer at the School of Social Welfare at the University of California, Berkeley. She has consulted for a wide variety of nonprofit organizations in Hawai’i for over 30 years.

In this workshop you will learn: 

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why focusing on individuals builds power as well as income how to use fundraising to build your advocacy work how to build a team of people willing to ask

www.kleinandroth.com

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What kind and their results remain to be seen.

What kind of tax cuts?

What kind of service cuts? www.kleinandroth.com

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Most people: 70% of adults give away $$ People who give also vote, volunteer and engage Give to 5-10 organizations each year, most of which are fairly similar. # 1 reason people make a donation: someone asked them. #1 reason people don’t give: they say they were not asked.

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TOTAL GIVING 2016: $390.05 billion Individuals: $281.86  Bequests: 30.36  Foundations 59.28  Corporations 18.55 

72% 8% 15% 5%

Source: Giving USA

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Advocacy: organized effort to bring the reality of “what is” closer to “what ought to be.”

Fundraising: Mobilizing people to give (and raise) the money needed to support the work Community Organizing: the capacity to mobilize a critical mass of people to challenge and change political priorities and structures

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Go from this: “Please, please,

please…”

To this:

“I think you would be interested….”

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Invite the donor to give thoughtfully: (personal calls, visits, personal asking) Invite deeper engagement Invite the donor to engage over and over: donations, petitions, surveys, showing up somewhere Invite the first gift from your list. (On-line appeal describing a piece of work)

Invite everyone to a simple action: petition, join the email list, like us on FB, re-tweet, etc. Build your list. www.kleinandroth.com

1. We invite people to make their first gift through: (ie events, direct mail, door to

door, on-line)

2. We invite people to give a second, third, fourth gift by: (ie thank you notes,

newsletter, fall appeal, gala)

3. We ask people to consider increasing their gift by: (ie upgrading campaigns)

If I found out about your organization from --your website, --your e-newsletter --a friend --a special event --dropping by your office

Would I know that you want me to donate?

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“This is one of the organizations I support” (Reads materials, glad you exist, has many other priorities)

“I like this organization a lot” (Responds to calls to action, believes you need to exist)

“This is one of my top three giving priorities” (Volunteers, takes action regularly,

donates significantly,wants you to thrive) kleinandroth.com

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Goal: $50,000 # of gifts 2 4 10 20 40 76 gifts X

$5000 $2500 $1000 $500 $250 2

size

# of prospects* 8 16 30 40 80

= 152 prospects

*You will need 2 times the number of prospects as the

number of gifts

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#s of new donors % of retention % of response to call to action #s of people signing a petition #s of “likes” or other social media benchmarks

What happens when goals are only financial? www.kleinandroth.com

Leading an Action Being part of a speaker’s bureau Soliciting large gifts as part of a team Asking donors likely to say yes; working on an event Meaningful but not scary fundraising or organizing tasks

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State a one sentence, easy to remember mission or vision statement Name three important accomplishments from the previous year Name three goals for the current year Know the total budget and some budget detail Talk about how the organization raises $.

Access: Prospect knows you or someone who knows you.

Ability: Gives away money

Affinity: Cares about this cause or something similar

Sounds great. I think it is fantastic.

I want to be part of this.

Here is my gift.

I wish you well

I will give money www.kleinandroth.com

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Believe in the power of movements to make lasting change; Believe in the power of legislation and government action; Are OK with how long this will take; Know that compromise may be necessary; Not deterred by setbacks

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Focus on asking

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1. Success is asking

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2. Be OK with no

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3. Focus on what you believe, not what you fear.

4. Don’t have to ask everyone

Steps in asking:

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Have ready:  Stories  Statistics, including comparisons  Questions to ask the prospect  Responses to common objections and questions  Budget and fundraising success so far

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What steps can we take to integrate fundraising and advocacy?

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Magazine and e-newsletter

Grassroots Fundraising Journal www.grassrootsfundraising.org Books by Kim Klein

Fundraising for Social Change, Seventh Edition Reliable Fundraising in Unreliable Times http://www.wiley.com/buy/1119209773 Sign up for our free e-newsletter: http://www.kleinandroth.com/newsletter-sign-up