FriendsraisingFinding donors in region where

hardly anyone believes it is possible

Jitka NesrstováWorkshop for watchdog organizations

Warsaw, October 17-18

About myself…

Private giving in CZ Ministry of Finance: tax deductions in billions of CZK

Main myths about FR in CEE countries

1. Fundraising is begging and harrassment of people

2. Just after we hire fundraiser, we will be flooded with money

3. It will never work here / we tried it and it didn’t work

4. Donors need to know hard facts, focusing on emotion is so unethical

5. We don’t have to cooperate with our fundraiser (in fact we are embarrassed for what s/he is doing).

Last time I donated because…

Why people give?

They:

• WERE ASKED!!!

•care about the topic

•feel it as their duty

•have personal experience with the issue

•know person/NGO who is asking them

•believe their gift can change something

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And why companies give?

Companies

• Want to be „good neighbors“

• Need to have better image

• See gift as marketing/PR opportunity

• Are connected with the topic

• Director/owner is interested

• Tax benefits

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What you can get?• Donation • Sponsoring• Cause related marketing • Gifts/services in kind • Volunteers• Information, skills and experiences• Many useful contacts• Discounts

Why is fundraising important?

• Survival

• Limiting dependence on public budgets and current governmental policies

• Building support and social capital

• Long term sustainability of your organization

Main principles of fundraising

• YOU HAVE TO ASK!!!

• Your goal is to sell your project!

• Never forget to say thank you!

• People give to people

• Credibility and accountability

• Donors engagement

What you need to succeed?• Motivated fundraiser

• Strategy

• Support from your team

• Active work with your contacts

• Willingness to learn constantly

• Patience

• Good PR

How does it work?

• Get people on board• Keep them informed and engaged• Ask for (regular) support• Test, measure results and think how

to do it better

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How to communicate with donors?

• Explain the problem in brief, clearly and use human language

• Show them how you can achieve change together

• Never promise what you are not able to achieve

• By accepting the gift you take responsibility to use it in meaningfulll and effective way

PEOPLE GIVE TO WINNERS NOT TO LOSERS

Peer to peer fundraising in Nadace VIA

Steps for success

1. What exactly are you trying to accomplish?

2. Describe in detail your target group – whom and why are you going to approach?

3. What is desired action you want from them?

4. How are you going to reach them?

What will be your message?

Greenpeace thanks its supportershttp://www.youtube.com/watch?v=dFcePzHcPQg

Reconstruction of the statehttp://www.youtube.com/watch?v=BNsdmZ9XCI8

And few more resources

www.fundraising123.org

www.sofii.org

6 shortcuts to persuassion http://bit.ly/UknOct