News from Michelle Whiting & Associates

The Fundraising Landscape in 2011
While many nonprofits have retrenched in the past two and a half years - finding new and more conservative budget models - others have seen some small growth and others have simply closed their doors. MW & A has noticed a few trends, particularly in the third quarter of 2010 that seem to foretell a coming year of slightly increased giving from individuals and institutions, but not close to the peaks of 2004-2006. According to a recent Foundation Center survey, foundations will only be increasing the size of their disbursement slightly. Knowing the funders, how the economy has impacted their grant-making policies and what they're really looking for nonprofits to provide, is crucial. With that in mind, we have developed some tips on fundraising in an economic recovery...

Maintain and strengthen ongoing connections with individual and institutional donors and communities. Say thank you and continue to update them on what their gifts have done/are doing for the cause or the community.
Have a Development Plan supporting your strategic plan to share with potential funders. Ideally, this is a quarterly detailed breakdown of the fundraising strategies for the coming fiscal year. Include anticipated revenues from the board, foundations, individual donors, and annual appeals. While it is tempting to be overly optimistic, in these times funders are looking to see realistic goals, often based on the previous year's actual numbers.
Focus on current donors - and don't ignore those who have stopped giving. As the economy improves, donors are more likely to resume giving to organizations with which they have had an uninterrupted relationship. Keep communicating strategically with all donors.
Tie your work to the value you provide for your community. Remind people of your place in the community. If you don't have a coherent, concise, and compelling mission statement, re-develop one and make sure the organization uses it - often!
Now more than ever, board members must set the example. Nonprofits with budgets comprised or large federal and state grants often have not required board members to actively seek or give financial gifts in the past. 100% financial participation by your board is crucial - others want to know if the board supports the organization. If you have board members who simply do not participate in giving and getting gifts, ask them to consider volunteering in another capacity. Make 2011 the year where each board member establishes an individual service plan - a contract outlining what and when they will make contributions throughout the year.
Everyone on your staff should be a fundraiser. The onus of fundraising does not rest on the shoulders of the Executive Director and the development staff. From receptionist to program staff to the operations department - everyone should be strategically involved in identifying and pursuing in-kind donations, fee-for-service opportunities, high level volunteer services, sponsorships, grants, and free trainings. During tough times, some of the most productive meetings can be a weekly one hour 'all staff meeting' where fundraising ideas are discussed and assigned.