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Funding Trends and Opportunities in this Tough Economy: How to Strategically Hustle for Dollars

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Title: Funding Trends and Opportunities in this Tough Economy: How to Strategically Hustle for Dollars


1
Funding Trends and Opportunities in this Tough
Economy How to Strategically Hustle for Dollars
  • Minority HIV/AIDS Initiative
  • Grantee Technical Assistance Training
  • Cohort 6
  • SAMHSA
  • Fort Lauderdale, Florida
  • Tuesday, September 16, 2008
  • 1030 1200

2
Agenda
  • Historic growth of HIV/AIDS funding
  • Key funding opportunities in the private sector
  • A look at domestic funding for HIV/AIDS
  • Funding trends opportunities
  • Advantages disadvantages of funding sources
  • Positioning your HIV/AIDS organization
  • Elements of a fundraising plan

3
Overview of History of US Government Funding for
HIV/AIDS 1984-2004
4
History of US Government Funding
  • US Government has invested 150 billion for
    domestic and international HIV/AIDS programs from
    1981-2004.

5
History of US Government Funding
  • Dollars for direct services and care has remained
    fairly steady at around 30. Mostly through
    Medicaid and Medicare entitlement programs and
    through the Ryan White CARE Act.

6
History of US Government Funding
  • Greater percentage of dollars have been going to
    research and international efforts during the
    past few years. Government funding likely to
    remain flat unless there is a strong political
    push.

7
Key Opportunities in the Private Sector for
HIV/AIDS
8
A Look At US Domestic Funding for HIV/AIDS
  • Private sector offers the best opportunity for
    new dollars for those who could create
    partnerships with community organizations,
    corporations business, labor, and private
    foundations.

9
Growth In Private Funding
  • Corporate growth in HIV/AIDS funding increased by
    43 between 2005 2006 to 103 million.

10
Growth In Private Funding
  • In 2006, 2/3 of funders devoted some or all of
    their giving addressing the international
    epidemic.

11
Growth In Private Funding
  • Founders Concerned About AIDS (FCAA) suggests
    that HIV/AIDS-related philanthropy will likely
    increase for the next few years.
  • FCAA http//www.fcaaids.org

12
Key Opportunities in the Private Sector for
HIV/AIDS
  • Private Foundations
  • Community foundations
  • Health care foundations
  • Donor-advised funds of Community Foundations
    investment houses
  • Corporations Business
  • Large public corporations
  • Small businesses that have a customer base
    interested in HIV/AIDS issues

13
Key Opportunities in the Private Sector for
HIV/AIDS
  • Philanthropic trusts
  • Mainstream faith-based congregations and national
    religious foundations
  • Special events that create high visability
  • Walks
  • Runs
  • Dinner
  • Individual donor programs

14
Why Do You Need to Diversify Your Funding Base?
  • Create organizational program sustainability
  • Ensure critical service delivery
  • Act as an insurance policy
  • Link to the broader community
  • Build up your Board leadership capacity
  • Assure your financial survival viability

15
Key Questions You Should Ask On Attaining
Sustainability
  • Is your Board well connected in the community?
  • Will your Board, friends, volunteers open up
    doors to the community?
  • Do you have a fundraising or development
    committee?
  • Do you have a resource development plan?

16
Key Questions You Should Ask On Attaining
Sustainability
  • Are you known by the general public, by
    corporations, by service clubs, by churches,
    etc.?
  • Do you have a track record of raising private
    dollars in your community?
  • Is your Executive Director willing to spend 25
    30 of her/his time in networking, promotion
    fundraising activities?

17
Annual Campaign Includes the Following
Components
  • Foundation Solicitation Program
  • Corporate Solicitation
  • Government Public Grants
  • Entrepreneurial earned-income
  • Individual Solicitation
  • Individual Major Gift Cultivation and
    Solicitation
  • Special Events
  • Board Member Solicitation
  • Staff Solicitation
  • Workplace Giving Programs
  • Religious Congregations and Religious
    Foundations
  • Planned Giving Programs
  • Annual Phone-a-thon or Tel-a-thon
  • E-mail/Web site Appeals

18
Funding Diversification
  • Funding sources
  • SAMSHA
  • Foundations
  • Corporations
  • Individual Donors
  • Special Events
  • Faith-based
  • Earned-income
  • Internet Donations
  • 2009 2010 2011
  • x x x
  • x x x
  • x x x
  • x x x
  • x x x
  • x x x
  • x x x
  • x x x

19
Why Do Donors Give?
  • Believe in your cause or mission
  • Personal or family experience
  • Want to make a difference
  • Want to be associated with your issue
  • Someone asked

20
Controllable vs. Uncontrollable Income
  • Controllable
  • Fee for Service / Contracts
  • Memberships
  • Small Donors under 100
  • Large Donors over 100
  • Special events
  • Uncontrollable
  • Foundation Grants
  • National Religious grants
  • Corporate Donations

21
Controllable vs. Uncontrollable Income
  • Controllable
  • Endowment / Wills / Bequests
  • Partnerships with Corporations
  • Earned Income Entrepreneurial Ventures
  • Uncontrollable
  • United Way organizations
  • Governments through RFPs
  • Service clubs

22
A Look At US Domestic Funding for HIV/AIDS
23
Top US HIV/AIDS Funders With A Primary Domestic
Focus - 2006
  • Broadway Cares / Equity Fights AIDS
  • Irene Diamond Fund
  • The Annenberg Foundation
  • The Robin Hood Foundation
  • National AIDS Fund
  • The Pfizer Foundation
  • The California Endowment
  • AIDS Foundation of Chicago
  • Altria Group
  • Conrad N. Hilton Foundation
  • The Wells Fargo Foundation
  • The New York Community Trust
  • H. van Ameringen Foundation
  • Washington AIDS Partnership
  • Houston Endowment
  • The Design Industries Foundation Fighting AIDS
  • Richard and Rhoda Goldman Fund
  • Until Theres A Cure Foundation
  • The Comer Foundation
  • Kate B. Reynolds Charitable Trust
  • The Campbell Foundation
  • The Prudential Foundation
  • Evelyn and Walter Haas, Jr. Fund
  • Atlanta AIDS Partnership Fund
  • The Gill Foundation
  • The Community Foundation for the National Capital
    Region
  • AIDS Funding Collaborative
  • Indiana AIDS Fund
  • Dade Community Foundation
  • New York Foundation
  • The Health Foundation of Greater Indianapolis

24
A Look At US Domestic Funding for HIV/AIDS
  • While the federal government continues to
    increase spending to combat HIV/AIDS, the pace of
    growth has slowed tremendously and has not kept
    up to growing demand for service.

25
A Look At US Domestic Funding for HIV/AIDS
  • The future government funding picture does not
    look optimistic given the
  • War in Iraq
  • Domestic security issues
  • Recessionary economy
  • Budgetary pressures
  • Tax cuts

26
A Look At US Domestic Funding for HIV/AIDS
  • President Bush unveiled his 3.1 trillion budget
    for the 2009 fiscal year which cuts Medicare and
    Medicaid, health care and social service dollars,
    and blocks grants that pay for anti-poverty
    programs, health care, social service.

27
A Look At US Domestic Funding for HIV/AIDS
  • Historically, states have contributed a large
    amount of money through Medicaid.
  • State are experiencing deficits
  • States are looking for ways to cut budgets
  • Unlike the Federal budgets, most states are
    required to balance their budgets

28
A Look At US Domestic Funding for HIV/AIDS
  • Government and private donors have cut back
    domestic support for HIV/AIDS issues to help deal
    with the crisis internationally.

29
A Look At US Domestic Funding for HIV/AIDS
  • The only answer for increasing government support
    is not to agonized, but to organize.

30
Growth In Private Funding
  • The following are the private funders that have
    historically played a catalytic role in
    responding to HIV/AIDS
  • Family Foundations
  • Community Foundations
  • Corporate Funders, donors
  • Private Foundations

31
Top Private Foundations Supporting HIV/AIDS
2005-06
32
Top Private Foundations Supporting HIV/AIDS
2005-06
  • Bill Melinda Gates Foundation
  • Abbott Laboratories Fund
  • The Ford Foundation
  • The Rockefeller Foundation
  • The Henry J. Kaiser Family Foundation
  • The Bristol-Myers Squibb Foundation
  • M?A?C AIDS Fund Merck Company Foundation
  • Merck Company Foundation
  • Broadway Cares / Equity Fights AIDS
  • Johnson Johnson
  • Irene Diamond Fund
  • Bickerstaff Family Foundation
  • The Atlantic Philanthropies
  • Missouri Foundation for Health
  • Doris Duke Charitable Foundation
  • Tides Foundation
  • Elton John AIDS Foundation
  • The Childrens Investment Fund Foundation
  • The Elizabeth Glaser Pediatric AIDS Foundation
  • The Robin Hood Foundation
  • National AIDS Fund
  • Levi Strauss Foundation
  • The California Endowment
  • The Starr Foundation
  • The Pfizer Foundation

33
Top Private Foundations Supporting HIV/AIDS
2005-06
  • Rockefeller Brothers Fund
  • The Foundation for AIDS Research
  • Alphawood Foundation
  • Altria Group
  • ExxonMobil Foundation
  • United Nations Foundation
  • The William and Flora Hewlett Foundation
  • The Wells Fargo Foundation
  • AIDS Foundation of Chicago
  • John D. Catherine T. MacArthur Foundation
  • Firelight Foundation
  • The Global Fund for Women
  • Public Welfare Foundation
  • Gilead Foundation
  • Washington AIDS Partnership
  • W.K. Kellogg Foundation
  • The New York Community Trust
  • The Pew Charitable Trusts
  • The Susan Thompson Buffett Foundation
  • H. van Ameringen Foundation
  • The McKnight Foundation
  • The California Wellness Foundation
  • The Design Industries Foundation Fighting AIDS
  • International Fund for Health Family Planning
  • Children Affected by AIDS Foundation

34
Top US Corporate HIV/AIDS Funders in 2006
  • The Bristol-Myers Squibb Foundation
  • Abbott Laboratories
  • M?A?C AIDS Fund
  • Merck Company Foundation
  • Johnson Johnson
  • Levi Strauss Foundation
  • The Pfizer Foundation
  • Coca-Cola Africa Foundation
  • Altria Group
  • The Wells Fargo Foundation
  • Becton, Dickinson and Company
  • The Prudential Foundation

35
Key Websites
  • Funders Concerned About AIDS
  • http//www.fcaaids.org/
  • Guidestar
  • http//www.guidestar.org/
  • The Foundation Center
  • http//www.foundationcenter.org/

36
Key Websites
  • Council on Foundations
  • http//www.cof.org/
  • Chronicle of Philanthropy
  • http//www.philanthropy.com/
  • ZoomInfo
  • http//www.zoominfo.com

37
Funding Trends / OpportunitiesAcross America
38
The Flow of Charitable Gifts 2005 Where the
Money Came From
Bequests 8
248.5 Billion
Corps 5
Foundations 12
Individuals 76
Source The Chronicle of Philanthropy
39
The Flow of Charitable Gifts 2005 Where the
Money Went
Education 14
Other 34
Health 9
Human Services 8
Religious 36
Source The Chronicle of Philanthropy
40
Types of Foundations
  • Private Foundations Staffed
  • Private Foundations Un staffed,
    Family/Independent foundations. Key to funding
    are the trustees.

41
Types of Foundations
  • Operating Foundations
  • Corporate Foundations
  • Community Foundations

42
8 Steps of Highly Successful Political Grant
Seekers
  • Set clear organizational goals and determine
    funding needs
  • Write summary page
  • Research potential funders by population groups,
    geographic focus, trustees, types of support,
    amount needed

43
8 Steps of Highly Successful Political Grant
Seekers
  • Letter of introduction / interview
  • The interview the schmoozing
  • Proposal the marketing document
  • Follow up / politics
  • Life after the decision

44
New Corporate Philanthropy
Memberships
Philanthropy
  • Product
  • Endorsement

Service Endorsement
Marketing
Sponsorships/ Events
  • In-Kind
  • Volunteers
  • Product/Services
  • Tech. Assistance
  • Matching Gifts
  • Two Vehicles of Giving
  • Corporate Giving Programs
  • Corporate Foundations/Trusts

45
Product Donations by Major Corporations in 2001
46
Five Pockets of Corporate Philanthropy
  • Corporate contributions office or corporate
    foundation
  • Marketing/Advertising budget
  • Local branch management in community
  • Research and development
  • Board of Directors

47
Corporate Giving - Dont Just Think of Money
  • There are THREE primary ways in which
    corporations can help your organization
  • 1. Financial
  • Gifts-Traditional Philanthropy (Corporate
    Foundations)
  • Memberships
  • Marketing (Corporate Giving Programs)
  • Products
  • Sponsorships (special events)
  • Endorsement of Services
  • Matching Gifts

48
Corporate Giving - Dont Just Think of Money
  • 2. In-Kind Gifts / Product Contributions
  • Office Equipment
  • Computers
  • Furniture
  • Consumer Goods
  • Printing

49
Corporate Giving - Dont Just Think of Money
  • 2. In-Kind Gifts / Product Contributions
  • Use of Facilities
  • Donations for Raffles (products or services)
  • Advertising (newspapers, TV in-house/external
    corporate publications)

50
Corporate Giving - Dont Just Think of Money
  • 3. Employee Involvement
  • Computers/Technical
  • Marketing/Public Relations/Media/Design
  • Legal (incorporation, bylaws, personnel policies,
    tax questions)

51
Corporate Giving - Dont Just Think of Money
  • 3. Employee Involvement (cont)
  • Financial (budgeting, financial planning)
  • Board of Directors
  • Committees (standing committees/committee
    assignments)

52
The Corporate Triangle
Customer
Community
Employee
53
Company and The Community
Your Company should view nonprofits and the
community as the intermediary (credibility)
between the Company and the customer.
Customers
54
Philanthropic TrustsThe Hidden Pockets of Money
  • Managed by trust departments at Financial
    Institutions
  • Use banking relationships to gain access
  • Smaller Grants Under 10,000
  • Use your economic clout to raise trust revenue

55
Religious / Faith-based Funding
56
Strategies For Religious Funding
National Denomination / Religious Foundations
Judicatory / Diocese
Local / Regional Congregation
57
Strategies For Religious Funding
  • Lay involvement
  • Meet with Minister, Priest, Rabbi
  • Get support from local congregation
  • Build support among the lay volunteers

58
Strategies For Religious Funding
  • Advertise in congregation bulletin and
    newsletter
  • Network through your constituency
  • Be visible with a congregation

59
Religious Funders
  • 1. Congregational Level
  • Mission Fund of the Congregation
  • Womens Group
  • Youth Group
  • Seniors
  • Prayer Breakfast (Men)
  • 2. Diocese/Regional/Judicatory

60
Religious Funders
  • 3. National Denominations
  • Special Population
  • Targeted Funds - Housing, etc.
  • Womens Fund
  • Emergency/Relief
  • General Fund
  • 4. Religious-Based Foundations

61
Advantages and Disadvantages of Funders
62
Advantages Disadvantages of Funders
  • Foundations
  • Advantages
  • Larger Sums of Money
  • Not much paper work
  • Will fund special projects, programs, capital
  • Disadvantages
  • Takes a long time
  • Good for only 3 years with exceptions
  • Over dependence on large grants
  • Usually does not fund admin expenses, except
    small family foundations

63
Advantages Disadvantages of Funders
  • Corporations
  • Advantages
  • Self interest
  • Receive money over long periods of time
  • Good to leverage other private money
  • In-kind donations and product donations
  • Involvement of employees
  • Disadvantages
  • Can be nickled and dimed to death
  • Small amounts-if given through the giving
    program
  • Not always responsive to new and controversial
    issues

64
Advantages Disadvantages of Funders
  • Churches
  • Advantages
  • Long term sources of income
  • Involvement of membership
  • Donated services
  • High leverage-good potential with other church
    money (national)
  • Access to key people
  • Moral credibility
  • Disadvantages
  • Long time to receive money
  • Must have support locally from religious leaders
  • Generally small amounts

65
Advantages Disadvantages of Funders
  • Grassroots / Special Events
  • Advantages
  • Involves membership
  • Recruits new people
  • Demonstrates involvement when approaching
    corporations, foundations and churches
  • Spotlights your issues to your community
  • Disadvantages
  • Takes staff / volunteers
  • If not planned well cost benefit ratio to low

66
Advantages Disadvantages of Funders
  • Donors-Small and Large
  • Advantages
  • Reliable over long run
  • Introductions to friends-increase network
  • Short timetable
  • 80 of donations come from individuals
  • Basis of planned giving, endowment and large
    gifts
  • Disadvantages
  • Direct mail can be expensive long term
  • No obvious disadvantages with donors

67
Advantages Disadvantages of Funders
  • Entrepreneurial Opportunities
  • Advantages
  • Long-term sustainable income
  • Contact with new markets
  • Can raise private dollars to cover start-up
    costs
  • Can fit into the mission
  • Disadvantages
  • 2 3 year business model
  • Requires business plan start-up costs
  • High mortality rate
  • Requires marketing business savvy

68
Affinity Group Websites From www.cof.org
  • Grantmakers for Children, Youth Families 
  • http//www.gcyf.org/
  • Asian Americans/Pacific Islanders in
    Philanthropy
  • http//www.aapip.org/
  • Disability Funders Network
  • http//www.disabilityfunders.org/
  • Grantmakers Concerned with Immigrants Refugees
  • http//www.gcir.org/

69
Affinity Group Websites From www.cof.org
  • Grantmakers in Health
  • http//www.gih.org/
  • Jewish Funders Network
  • http//www.jfunders.org/
  • National Network of Grantmakers
  • http//www.nng.org/

70
Corporate Websites and Research
  • Edgar
  • www.freeedgar.com (free)
  • www.edgar-online.com
  • Foundation Center
  • www.fdncenter.com
  • Hoovers
  • http//hoovers.com

71
Positioning Of Nonprofit Organization
72
Why do nonprofit organizations need to be
positioned?
  • Added credibility
  • Market to key stakeholders funders
  • Visibility
  • Raise funds
  • Recruit board members volunteers

73
Power Structure Analysis
  • Understanding who has the power, connections and
    influence in a community is critical in
    developing winning strategies for positioning
    your organization.

74
Power Structure Analysis
  • Essential elements in a community power
    analysis
  • Examination of the established community
  • City government
  • Churches
  • Corporations
  • Civic groups especially Rotary
  • Banks
  • Chambers Of Commerce
  • School boards
  • Universities

75
Power Structure Analysis
  • Essential elements in a community power
    analysis
  • Examination of the formal groups
  • Ministerial alliances
  • City council / county commissions
  • Nonprofit associations
  • Neighborhood coalitions / groups
  • Media
  • Unions
  • Symphony Boards
  • Art Councils

76
Power Structure Analysis
  • Essential elements in a community power
    analysis
  • Examination of individuals with power,
    gate-keepers influence, family history
  • People of wealth
  • Established families
  • Celebrities
  • Grassroots philanthropists
  • Trustees of foundations
  • Staff or gatekeepers to people and institutions
    of wealth

77
Power Structure Analysis
Formal / Informal Power In Your Community
78
Position Partners
Nonprofit Organization
79
Key Questions For Positioning For Your Nonprofit
  • Identification of target audiences?
  • Profile of the audiences
  • What do they read?
  • Where do they go to church / synagogue?
  • Do they belong to a certain country club?
  • Where do they live?
  • Where do they shop?

80
10 Key Principles to Successful Fund Raising
  • The proposal is only 10 of the grantseeking
    process
  • People give to other people-relationship is key
  • People give because of self interest
  • Find the key person
  • Money follows people

81
10 Key Principles to Successful Fund Raising
  • Be specific , purpose and timeline
  • Plan ahead, raising money takes time
  • Diversify
  • Market and sell your organization
  • Fund raising is an everyday art

82
Elements of a Fundraising Plan By Richard Male
83
Purpose of Resource Development Plan
  • Design a fundraising road map
  • Develop the Overall Approach
  • Identify Funding Needs
  • Research Appropriate Funding Sources
  • Develop Strategic Approaches
  • Explore Controllable Funding Streams
  • Increase Revenue from Diversified Funding

84
Elements of a Fundraising Plan
  • Background
  • Case Statement
  • Demographic Information/External Analysis
  • SWOT Analysis
  • Organizational Development Dynamics
  • Funding History
  • Funding Opportunities
  • The Funding Strategy
  • Implementing/Managing the Resource Development
    Plan
  • Resource Development Calendar
  • Tracking of the Fundraising Strategy

85
Thank you!
  • Richard Male Associates
  • 303.355.2919
  • rich_at_richardmale.com
  • Sign up for the FREE Rich Tips Newsletter
  • http//www.richardmale.com
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