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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.

  1. Free on the Internet. Select sites on prospect research 
    (
    http://GollyGrantsOnline.com/prospect-research-links.htm)
  2. Free on the Internet. Tutorial on prospect research
    (http://www.lambresearch.com/)
  3. Free on the Internet. Comprehensive list for prospect research (http://www.executivelibrary.com/Prospect.asp)
  4. Free on the Internet. Combined tutorial and select list   
    (http://www.zimmerman-lehman.com/internet.htm)
  5. Free on the Internet. Power structure research (http://www.uoregon.edu/~vburris/whorules/)
  6. 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.

 

  1. Kidney Dialysis Center (http://www.medcenterone.com/PDF/Case%20Statement.pdf)
  2. Oakland University (http://www2.oakland.edu/oakland/ouportal/file_repository/campaign/Casestatement.pdf)
  3. Tradeswomen Now and Then (http://www.tradeswomennow.org/resources/publications/CaseStatement.pdf)
  4. Miami Museum (http://www.miamisci.org/www/mediadocs/MMOS_New_Case_Statement.PDF)
  5. 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