neumann
For Jay Mendell's book on
fundraising for stigmatized causes, please surf to http://black-sheep-library.com That's
Black Sheep Fundraising: Obtaining Dollars
Despite Stigma and Prejudice toward Abortion, AIDS, Alcoholism, Birth Control,
Child Abuse, Domestic Violence, Drug Abuse, Eating Disorders, Gambling,
Homelessness, Homosexuality, Mental Disorders, Partner Violence, Sex Education, Teenage Pregnancy, the
Unemployed, the Ex-Offenders, the Illegal Immigrants, the Juvenile Offenders,
the Elderly, and Other Outcast Causes .
The address of this page is
http://GollyGrantsOnline.com/4202-fnp-summer-2005.htm
PAD 4202, Funding for Nonprofits
Florida Atlantic University
Saturdays,
9:15 a. m. -- 12:50 p. m.
Davie Campus, LA 303D
Do you really want to be in this class?
Much of what you will learn in here is not written
down anywhere, at least not in a well organized way. You will have to show up
on time every time, having studied in advance the material below, and pay
attention; and you well have to ask questions, then go out and study the
additional materials that I direct you to. You can't
be passive. By the way, if you are late or skip class or let your attention
wander, you are sure to miss something important. And that's your tough
luck.
I do not try very hard to be well organized.
I launch into stream of consciousness lectures, and you get the point if you
pay attention and ask questions, or you don't. If you don't, that too is
your tough luck.
Bad things happen to people who do not
follow my advice.
There are deadlines for turning in projects,
and if you miss a deadline, there is no way to be sure what I will do with your
late submission. Possibly I will accept it, but possibly I will also misplace
it. (I'll try not to lose it; but I won't
try very hard.)
There are formats and instructions to follow,
and if you fail to comply with directions, there is no way to be sure your
paper will be recognized and credited to you. (I'll try to credit your work to
you, but I won't try very hard.)
How to reach me.
|
Jay S. Mendell, Ph. D.
Professor of Public
Administration
Florida Atlantic University, Davie
campus.
|
Gadget.
|
Address.
|
Where I’ll receive your
message.
|
When to use it.
|
Details.
|
|
Home phone.
|
954.755-8928, a local call
from phones between Ft. Lauderdale and Boca Raton.
|
Coral Springs.
|
7 am to 7 p.m., 7 days.
|
With voice mail.
|
|
Cell phone.
|
954.895-6364
|
Anywhere in Florida where the
Verizon signal is strong.
|
24/7
|
With voice mail. Leave
a phone number.
|
|
e-mail.
|
mendell@bellsouth.net
|
My home computer.
|
24 hr, 7 days.
|
Okay to use attachments up
to 1 meg. Please notice that the extension is .org, not .com and
not .edu.
|
On e-mail and Web updates.
Several times a week you will please have to check
this Web page for additions and clarifications.
To send me email, please use mendell@bellsouth.net.
In the subject line type "I am a student in PAD 4202." And when
you send me e-mail, be sure to include your name, not just your e-mail
address. It is helpful if you include your phone numbers at home and work
and your cell phone number.
Free materials.
My various Internet pages are accessible by starting at GollyGrantsOnline.com
Grading.
Your grade will principally be based on how well you complete the written
assignments that I will give each week and the short quizzes I will give whenever I feel the urge (and I will feel
the urge often).
Lame excuses.
If you come up to me and say, "I have
got to skip class next week to [insert your lame excuse here]," and I
reply, "Okay," this does not mean I have excused you. It just means I
have decided fume quietly. So, if you think that I have promised you an excused
absence, get it in writing or it doesn’t count. I have never given a written
excuse, by the way. (But I've only been a professor since
1973.)
Arriving late and leaving early.
Arriving late and leaving early are especially
infuriating variants of being absent. They will surely be tracked in the
attendance log. See "unannounced quizzes" below.
Unannounced quizzes.
I will administer an open book, open notes
quiz whenever I feel like it. (And I get the feeling often.) Favorite times are
at the start of class, after the break, and just before I send you home. Your
grade for a missed quiz will, of course, be a zero.
Turning in HW on time.
If I don't like your HW, but you have brought
it in on the day it was due and personally placed it in my hands within two
minutes of the scheduled time for start of the class, I'll have you do it over
for a higher grade. But late HW will not be accepted.
Required Materials
Free on the Internet. [PWSC] Proposal Writing Short Course from the Foundation Center.
(http://fdncenter.org/learn/shortcourse/prop1.html)
Free on the Internet. [FFA] Introduction to Fundraising for Archives.
(http://www.ncaonline.org.uk/materials/fundraising.pdf)
Free on the Internet. [FTK] Fundraising Toolkit.
(http://www.ehtf.ca/fundraisetk.pdf)
Free on the Internet. [FIGG]. Fundraising Ideas.
(http://www.pch.gc.ca/progs/pc-cp/pubs/e/fr4gras1.htm)
A book I use in my
graduate course
Free on the Internet. [FTF]
Face to Face.
(http://www.pch.gc.ca/progs/pc-cp/pubs/e/Fac2Fac1.htm)
Where grants and gifts money is to be
found.
Chapter Four of FIGG,
"The Four Types of Fundraising"
Posted
2005-05-22.
This HW is due at the start
of class (9:15 a. m.) on Saturday, 28 May 2005. Please be sure to word-process
it and then write your name clearly in the upper right of each page.
If you have questions about
this assignment, don't be bashful about calling or emailing me. But please
don't wait until the last minute.
First, give me one or two
sentences about your current job and future career. Then browse through this
Web page and its links and give me one or two paragraphs of reflection on how the
course content might advance your career. Don't comment on how convenient the
Saturday class is or how you feel about the professor. Try to zero in on the
course content (grantwriting and fundraising).
Also, pay attention to
grammar, spelling, and editing.
Remember, if you bring the HW
to me on time, I will let you do it over if it is less than A
work.
Grantwriting
I have written a mock
solicitation of a letter of inquiry (http://GollyGrantsOnline.com/download/RWF-Mock-request-for-proposal.PDF)
and a responsive letter of inquiry (http://GollyGrantsOnline.com/download/SSS-Center-mock.PDF).
Posted 2005-05-28
Remember, please, to download
and print the Proposal Writing Short
Course from the Foundation
Center. (http://fdncenter.org/learn/shortcourse/prop1.html).
Notice the model of the parts of a proposal. You don't have to submit anything
in writing, but I wish you would reflect on why the Foundation Center
model does not include "objectives" between need and program/project.
Now here
is HW due at the start of class (9:15 a. m.) on Saturday, 4 June 2005. Write
your name clearly in the upper right of each page you turn in.
Go to the Foundation Center
web site (http://atgdata.fdncenter.org/990search/search.php)
and download the tax form 990 of the House of Hope in Fort Lauderdale. (Be sure to get the HoH in Fort Lauderdale. Any year
will do.) Print the first page and put your name in the upper right.)
Go to the Foundation Center
web site (http://lnp.fdncenter.org/finder_990.html)
and download the tax form 990PF (any year) of the Abraham Foundation of Miami. Somewhere in there
is a list of the charities the foundation funded .
Print the list and put your name on each sheet.
There is
nothing to write except your name on each page.
The parts of a proposal
PWSC complete
To condense an existing
proposal as a concept paper (http://gollygrantsonline.com/grants-central-station.htm#Examples%20of%20grant%20proposals)
Posted 2005-06-05 around
6:30 p. m.
Remember, please, if you have not done so (where have
you been?) to download and print the Proposal Writing Short Course from the Foundation Center . (http://fdncenter.org/learn/shortcourse/prop1.html).
Go to http://gollygrantsonline.com/download/YMCA%20Broward%20Children's%20Services%20Board%20%202000-2001%20Proposal.PDF
(best is to right click on it, download it to your harddrive ("Save Target
As ..."), then open it using Adobe Acrobat), a rather long proposal. Skip
to "II. Statement of Need," and chop it down to 100-120 carefully
chosen words. It might help if you read more than "Statement of
Need," the better to understand the context. (Let's see how well you do
before I tell you how to do it.) Be sure to write your name in the upper right,
and also right the number of words you used.
Posted 2005-06-11
Please remember to print a
copy of the YMCA proposal (http://gollygrantsonline.com/download/YMCA%20Broward%20Children's%20Services%20Board%20%202000-2001%20Proposal.PDF)
and bring it to class. (If you are a procrastinator, please print it now. If
you are absent-minded, please put a copy in the glove compartment of your car
or in the pocket of whatever you plan to wear on Saturday. Focus,
focus, focus, please.)
Here is the HW due on
Saturday, 18 June 2005.
Imagine that you are on the
review panel which has to decide who will receive funding for their proposal.
Read the YMCA proposal skeptically and decide what you wish the YMCA had not
written. Give me 400-600 words, please, on what should have been left out and
why leaving it out would have improved your willingness to fund the proposal.
(I may read your HW out loud in class.)
------------------------------------------------------------------------
To identify
potential funders.
For state
grants, Florida
Resources Directory.
The Florida
Resource Directory is a searchable database which can be searched by Agency,
Category of Assistance, Program or Keyword as shown below. Once you have found
a program in which you are interested, you can print the page or access the
associated website and/or link to the program's contact for more detailed
information and/or an application.
State grants and benefits State grants offices
Corporate
grants to nonprofits (keyword searches) Visit http://fdncenter.org/funders/grantmaker/gws_corp/corp1.html
Private
foundations and charities (keyword searches) Visit http://fdncenter.org/funders/grantmaker/gws_priv/priv1.html,
then http://fdncenter.org/funders/grantmaker/gws_pubch/pubch1.html
Prospecting for gifts from generous people. Visit http://gollygrantsonline.com/prospecting-for-grants-and-gifts.htm
Private foundations and charities (keyword searches)
The Foundation Center's
complete database may be consulted at four locations in the Miami-Dade,
Broward, and Palm Beach
counties. In WPB, go to the Community Foundation for Palm Beach and Martin Counties.
In Boca Raton, a few blocks east of FAU is the Junior League of Boca Raton. In Fort Lauderdale, Nova University is the archive, and in Miami, the United Way.
Posted
2005-06-19
First let me
remind you to visit Introduction to Fundraising for Archives.
Free on
the Internet.(http://www.ncaonline.org.uk/materials/fundraising.pdf)
and print and read Ch 3 and also let me strongly suggest you visit Fundraising
Ideas.
Free on
the Internet. (http://www.pch.gc.ca/progs/pc-cp/pubs/e/fr4gras1.htm)
and print and read
Ch. 8,
"Institutional grantors," and Ch. 9, "Major individual
donors"
Here is some
material that we will use in the next few weeks. You do not have to deal with
it now. It is for future use.
- Free on the
Internet. Select sites on prospect research
(http://GollyGrantsOnline.com/prospect-research-links.htm)
- Free on the
Internet. Tutorial on prospect research
(http://www.lambresearch.com/)
- Free on the Internet. Comprehensive
list for prospect research (http://www.executivelibrary.com/Prospect.asp)
- Free on the
Internet. Combined tutorial and select list
(http://www.zimmerman-lehman.com/internet.htm)
- Free on the
Internet. Power structure research (http://www.uoregon.edu/~vburris/whorules/)
- Free on the
Internet Search Engine Watch
(http://www.searchenginewatch.com/links/index.php)
7.
Free on the Internet Here is Sun-Sentinel's list of
power brokers in Palm Beach
county (http://www.sun-sentinel.com/news/custom/htmlpage/sfl-brokerspalmgallery630.story).
Okay. for HW, I please want you to review the YMCA proposal and
write 600 words on their program/project.
----------------------------------------------
Posted
2005-06-26
Here is Hw for next Saturday.
Chapter 3 of Fundraising for Archives lists several
components of a case statement, including "Interest." Here are links
to several case statements. Please read them carefully and give me 100 words on
how each case statement was likely to be effective in reaching prospects. Did
they rouse your interest? That's 100 words on each case statement.
- Kidney Dialysis Center (http://www.medcenterone.com/PDF/Case%20Statement.pdf)
- Oakland University (http://www2.oakland.edu/oakland/ouportal/file_repository/campaign/Casestatement.pdf)
- Tradeswomen
Now and Then (http://www.tradeswomennow.org/resources/publications/CaseStatement.pdf)
- Miami Museum (http://www.miamisci.org/www/mediadocs/MMOS_New_Case_Statement.PDF)
- United
Way (http://www.mankatounitedway.org/Display/40/124/pdfs/2004_UW_CASE_STATEMENT.pdf)
- - -
Posted
2005-07-02
This is HW
for 2005-07-09.
Many urban
persons in Broward own farmland elsewhere and receive agricultural subsidies (http://www.answers.com/farm%20subsidies).
One of Broward's lowest income neighborhoods is in postal code 33311. Visit the
Nation's Farm Subsidy Database (http://www.ewg.org/farm/)and
discover if anyone in this supposedly impoverished area (33311) is receiving an
agricultural subsidy.
Posted 050607 and reposted 050710
Should a hurricane strike any of FAU's campuses this
year,
information will be accessible through multiple telephone hotlines, on the FAU
homepage on the web and through the news media. The hotline numbers are as
follows:
Boca Raton Campus: 561-297-2020
Broward Campuses: 954-236-1800
Jupiter Campus: 561-799-8020
Treasure Coast Campus:772-873-3330
ust prior to,
during and in the aftermath of a hurricane, the FAU homepage will automatically
contain information about campus closings and re-openings. New
information will be posted on the hotlines and website as frequently as
required by changing conditions and twice a day on a daily basis during a
crisis situation
Fundraising
,
FFA, Ch.
3, "The Funding Cycle"
Prospect research (newspaper
archives, Google, property appraiser, etc.)
FIGG. Ch. 8,
"Institutional grantors"
Ch. 9,
"Major individual donors"
FTK . Section I,
"Case for Support" p5,. p27
"Donor Prospects" p.29
Section III all
Posted
2005-07-10.
There is no written assignment for next Saturday. We
will do more role plays, except this time students will role play with each
other, taking turns being the prospect and the fundraiser.
This would be a good time to thumb through the book
FIGG and see wehat it has to say about face to face fundraising.
Posted 2005-07-15
Face to face
fundraising has quite a lot in common with face to face sales. It is useful to
stop here and review some of the models of persuasive selling. These models all
assume that the salesperson has reach a decision maker – someone who has the
responsibility for solving programs and the authority to authorize a purchase.
(Sales texts devote considerable time to how to get to the decision maker. We
will just assume here that it can be done.)
What these
models (except One) have in common is the assumption that before, during, or
after the presentation, there is going to be dialog and probing to bring to the
surface what the prospect has not chose to reveal or does not realize exists.
So, let’s
talk about establishing rapport and then probing through active listening.
Rapport is
one of those “I know it when I see it” situations. But it runs along
these lines: before you make a presentation or request, you have to try to
connect with the prospect by following few procedures.
1.
You
have to slow down and not get to the point of the meeting (the Presentation,
then the Ask) until you have made the connection. (This is contraindicated if
the prospect let’s you know that you have only five minutes or continually
looks at his/her watch.)
2.
You
keep your focus on the prospect and not on yourself, your needs, and what you
are eager to present and ask for.
Listen carefully, and let the
prospect know that you are listening. (See the section below on active
listening.)
3.
You
might begin by making “small talk” about something you suspect interests the
both of you (though nothing inane). This you might have inferred from the
artifacts visible on the walls.
Or you might ask an
open-ended question.
The assumption here is that
the prospect is aware that you are establishing rapports and also wants rapport
(for instance because he/she is polite or is nervous or wants to size you up.
4.
You
have reviewed all your research on this prospect and perhaps have a grasp of
their on-the-job and off-the-job interests.
5.
Establish
a comfortable distance and posture.
6.
Tell
a few stories with human interest, if you are any good at that. If you are not,
work on your story-telling skills. Be careful that not every story is about
you.
Let’s talk about listening skills
1 You
will be not too close and not too far. Dealing with U. S. Americans, you
probably will intuitively sense when you are invading their side of the desk,
their chunk of the sofa, or standing or sitting too close.
2 You need to make continual eye-contact. Notice that
I said continual not continuous. You can break eye contact when you are taking,
but look the prospect in the eye when he/she is taking to you.
3 When you are taking, you are not listening.
Reinforce the prospect with n occasional “Uh, huh,” “Yes,” or “Can you tell me
more?”
Good
body language, distance, eye contact, and occasional verbal but minimal
expressions of interest go a long way in allowing you to be quite and listen.
4. Now and then ask an open-ended question to keep
their talking.
5. Sooner or later you will have to summarize what
they are saying. Be careful. “I can see you are as concerned as I am by the
prevalence of smoking among teenagers” may be an appropriate inference. “I can
tell that you are the parent of an intractable teenager who defies you at every
opportunity” is almost certainly a disastrous overstepping of the bounds of
inference.
Once you have establish
rapport, it is time to commence probing. You will not be probing for
organizational problems but for two issues
1. What
can an NPO – and your in particular -- offer the prospect in return for a
donation? This question refers to what the prospect many or may not be ware of,
but which you may surface.
2. What attitudes does the prospect hold that are
particularly pertinent to a stigmatized population?
It is difficult to ask for funds, if you are not
clear on the range of perks
that you can offer. There are two dimensions to the difficulty.
1. If you are new to asking for gifts, you might feel
awkward if you feel you are taking but not offering something in return.
Actually, your object is an exchange of their money of something you have.
2. Whether it is put to you explicitly out loud, most
people ask themselves WIIFM? That’s What’s in it for
me? If you can explicitly or implicitly answer the question, you remove it from
the table.
Does the prospect need to alleviate feelings of
guilt? You can’t come right out and ask, and probably you should not even
nibble around the outside of this one. But you can be alert for the following:
Whether or not the prospect feels guilty or should
feel guilty, does the prospect crave respectability?
Does the prospect crave to mix with prestigious
members of your board of trustees (if you have any)?
Does the prospect want recognition? As a generous donor? (Not likely for certain black sheep
causes.) As a public-spirited member of the community?
As a semi-expert in your field? As a
member of your board of trustees? Does he/she want the name of a family
member on a building for a room in the building?
Does he or she want a tax break?
Is the prospect an early adopter of innovations who
would be interested in something innovative that you intend to pursue, given
funding.
Is the prospect angry with his or her current
charitable recipient and reaqdy to switch?
Does the prospect have particular problem for which they need
your advicve.
Unless you have been referred by a close mutual
friend and praised to high heaven, the prospect has very good reason to be
uncomfortable. Your appearance raises the following questions.
1) Is this FR going to
waste my time? (Sales persons often arouse this suspicion. It’s not peculiar to
FR or BS FR in particular.)
2) Is this FR going to
talk about matters I do not understand, or use language I do not understand?
(This is where politically correct or overly sensitive jargon will trip you up.
The fine distinction between a “person with chemical dependency” and an “ddict” may be unnecessarily baffling.)
3) Is this FR going to
make demands that I can decline only by making socially unacceptable answers?
(“I really don’t care about dwarfism.”)
4) Has this FR done so
little research on me that I am going to be confronted with a discussion of
something I am not a5t all interested in or involved with?
5) Is this FR
sophisticated enough to understand that there has to be something in this for
my organization before I part with corporate money.
6) Will the FR turn out
to be deformed or intoxicated when he or she arrives? (Such a fear is not
altogether unfounded. Many NPOs of every sort is able to hire recovering
clients at a very favorable compensation, because the employees want to “give
back” or because they are unemployable by any other institution.
Let’s deal with these in order.
Stay
focused on the prospect, his or her needs, and his or her potential interest in
your cause.
1) Show up on time or reasonably early.
Be prepared to wait. Yet, once your meeting commences, unless the prospect
expresses orally or through body language (staring at his or her wristwatch, accep-ting several
phone calls without saying the are urgent and unavoidble) that his or her time is in very short supply,
the FR needs to resist the temptation to plunge into a presentation. Slow down
and make a connection.
2) See above and below where I discuss
cirtcircumlocutions like “persons with chemical dependence.”
Avoid cryptic buttons, armbands,
ande, need I say, do not show up wearing a message tee shirt.
3) As we have advised directly above,
you are supposed to do enough prospect research to avoid asking for something
completely “off the wall.”
Sooner or later, however, you are
going to have to ask for a gift. Don’t dwell on their discomfort – make their
discomfort go away.
4) You don’t have to let all your research show, just enough to
prove that you have
not inappropriately requested a meeting. “Our mutual friend Mr.
John Smith at the local meeting of the Gay task force, and he said that you
support his cause.” “We understand that you are a scout leader, so I know that
you are interested in youth programs.”
5) You don’t want to rush too quickly to
a discussion of a gift. But do be careful to avoid slurs again business, and
mention what a public spirited organization, etc.
6) Generally, you do not want to set
yourself apart from the prospect by your clothing, manner of speaking, or eccentricity.
In order to set up a time to see the
potential donor, you need to get past his or her Gatekeeper, otherwise known as
a secretary.
When making the initial call,
establish rapport with the secretary; take advantage of whatever you have in
common, without being smarmy or solicitous.
Bring up your connection with the
potential donor (i.e., that you had attended a function together and the
prospect gave you her business card with an invitation to call for an
appointment; or else you knew the prospect’s wife, and she told you to call to
see her husband).
Realize that the secretary is
motivated by an obligation to protect the boss, and is not necessarily
concerned with accommodating you.
If the secretary says there is no
time available to see the donor, be persistent, in a non-objectionable way, so
as to get into the appointment book.
Once You Have the
Appointment
While you, as the Fundraiser, may be
nervous and uncomfortable about asking for money, realize that the potential
donor may also be nervous and worried about:
-
Lunatics
-
Wasting time
-
Not being interested in your
program or cause
-
Not understanding the cause
-
Being uncomfortable in the
presence of the asker (does the asker stutter, have a disease related to their
cause?)
Take your time and establish rapport (to help dispose of
the fears mentioned above). Perhaps you have mutual friends, or belong to the
same organization, which gives you something in common. On the other hand, if
you notice that the prospect seems rushed or keeps looking at his watch,
realize that you can speed up the process.
We briefly touched on the actual Ask.
When it is finally time to get to discuss your reason for your visit, you will
talk about your program. While describing your organization’s work, focus on
the impact your program will make, not the mechanics (Outcomes vs. Outputs
and/or Administration).
Finally, keep your
wits about you;
1. Remember to ask for
a specific gift (and know why you are asking for it)
2. If a gift is
offered, remember to ask for the check before you leave.
In concluding these
notes from our class, I would be suggest looking at Chapter 6 of “Face-to-Face”
for more on the Ask.
Posted Sunday, 17 July 2005
Funding for
Nonprofits, End of Term
Saturday, 30 July 2005. Last day of
required attendance.
Saturday, 6 August 2005. Optional
student-professor meetings.
Posted Sunday, 17 July 2005
There is no written assignment for this coming
Saturday. But it is very important that you read "3. The Right
Amount" in FtF (http://www.pch.gc.ca/progs/pc-cp/pubs/e/Fac2Fac1.htm)
Posted Sunday, 24
June 2005
By using
salary.com, you can discover the prevailing salary levels in this area for a
grant proposal writer and a higher education annual gift coordinator. Print the
page that shows the salary range for each position. Also print the job's
description and in two or three sentences (for each position) tell me if you
would be qualified to hold the position after graduation.
Watch
this spot for additional material when we have covered all of the above.
Working
from a criterion sheet, assign a score to a proposal
(http://winslo.state.oh.us/publib/fullscor.html)
Posted 2005-05022. Here is the logo for my coming book on Black
Sheep Philanthropysm
