Attending: Kitty Chick and Walter Wright.

 

Grant Writing with Prentice Zinn:

Addressing the current economic downturn and looming recession Zinn 'forwent' his original presentation to focus on funding -

1) Hold off on capital campaigns!

2) The best chance for funding is to approach individual donors directly.

3) Positioning will be critical

     a) Startups will have a rough time, "good luck!"

     b) Lowell is in a 'funding shadow.'

     c) Identify and emphasize immediate needs.

     d) Arts, in general, having a rough time following 911.

     e) Arts will not be on top of most funders agendas.

4) How does your organization get the attention of potential funders?

     a) Amp up the volume

         (i)   Send in proposals

         (ii)  Write letters

         (iii) Keep in touch

     b) Contact potential donors directly.

     c) Get organized, use spreadsheets.

     d) Follow up!

5) Bring current donors into play

     a) Who are they?

     b) Invite them to breakfast or lunch.

     c) Ask them for advice.

     d) Build one on one relationships.

6) Publicize your plan - get those letters out.

7) Don't 'cold call' a foundation. Establish a personal contact.

     Q: How do I identify this contact?

     A: Detective work.

8) Reinvent your organization.

    a) Propose something new, same old same old won't get anyone's attention

    b) Look for the 'tipping point' - can your organization, given a small investment create a large change for

        the better in your community?

9) Deus ex machina - 'build it and they will come' will not work in current economic climate. Fit your proposal

     to the context.

10) Multiple audiences equals multiple outcomes equals multiple products. Identify all the groups your

       organization serves and include them all in your proposal.

11) Avoid 'sequence fixation.' Things can be done 'out of order.' Get those proposals out.

 

Fundraising with Bill Weber:

Elements of successful fundraising -

1) Funding doesn't occur overnight or with a year. Plan on a three years between initial contact and

    obtaining funding.

2) Develop a persuasive, compelling mission statement. Turn the board and the staff into evangelists.

3) Donor base - identify 'quality' donors who are likely to give in support of your mission.

4) Communications - turn members into donors. Volunteers most likely to become donors.

5) Financial resources - manage your resources carefully given the current economic downturn.

6) Leadership - the individual and collective commitment of the board, staff and volunteers.

7) Management - effective, efficient collaboration between

    a) board and staff

    b) staff, volunteers and members

    c) finance and programming

    d) programming and communications

    e) communications and members

8) Culture - be ready for change, prepared to adapt.

9) Planning - develop the capacity to predict, implement and evaluate.

10) Programming - emphasize quality and impact.

11) Staffing - seek relevant skills and experience.

12) Technology - adopt tools and practices that reflect 'best practice,' and that move organization into the future.

 

From this list Bill and the attendees identified two basic needs -

1) Communications

2) Leadership

 

He asked us to identify our organizations strengths, i chose -

1) Culture

2) Programming

3) Technology

 

Bill went on. Grants will be 'dodgey' for the next year. In general funding organizations will remain stable. They will continue to fund non-profits but will tend to fund look term and look for 'less risky' investments.  And finally, capital campaigns will be tough, start cutting now!

 

Bill introduced the table of funding options. Relevant option include -

1) Major gifts & family foundations - 20% of donor will give 80% of the funds. Influential donors often leverage others.

    Amount raised often unstable year to year. Try for a long term commitment.

2) Planned giving - set up an agreement for log-term. Significant over time.

3) Direct mail & annual appeal - keep database current. multi-year benefit not a quick fix but can become a source of

     predictable, unrestricted income

4) Foundations - good for start-ups (under normal economic conditions). Often restricted, rarely support general

     operating needs. Will experience 'turn downs' before 'getting on the list.'

5) Government - can be multi-year source of operating funds but often restricted, requiring lots of paperwork.

6) Combined appeals ???

7) Corporate sponsors - may sacrifice independence and public image. Not likely given economic downturn.

8) Special events - make sure to collect zip codes. Volunteers are vital. Unrestricted dollars that can lead to major

     gifts. Lots of work. Often results in 'breaking even.'

9) Membership - need to offer benefits, appeal to members self-interests. Not fully tax deductible! May lead to

     members becoming volunteers and volunteers becoming donors.

10) E-philanthropy - serves impulse donors. Difficult to build a relationship.

 

With this table came the 'cycle of giving' -

1) Identify a potential individual or institution as a potential donor.

2) Communicate the mission, accomplishments and future plans of the organization to potential donors.

3) Cultivate a one on one relationship with the donor.

4) Involve the donor in the ongoing work of the gallery. Invite to volunteer, join a committee, or join the board.

5) Ask for a donation - 'the best cultivation is a successful solicitation.'

6) Stewardship - continue to communicate, involve and thank the donor.

     Repeat steps 2) through 6)

 

Top six reasons most likely to  motivate giving -

1) Belief in the mission as related to the donor's person experience.

2) Community responsibility and civic pride.

3) Fiscal stability of the organization.

4) Regard for organizations leadership.

5) Regard for organizations management.

6) Personal involvement as member of board or committee.

 

Top three reasons least likely to motivate giving -

1) Tax considerations.

2) Appeals, proposals and solicitations. It's the follow up that motivates the donor.

3) Guilt and obligation.

 

Bill summed up as follows - in order to fund raise successfully you need good prospects and effective leadership.