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RESOURCE DEVELOPMENT & CAPITAL CAMPAIGNS

SeqNo 15156  FLH 421 Sat 09:00-11:50AM Boca Raton

I'm Jay Mendell, professor of public administration at Florida Atlantic University. My various Internet pages are accessible by starting at GollyGrantsOnline.com. Don't fail to browse the pages.

PAD 6206, the graduate course in fundraising.

Required books.

1. Fundraising for Dummies  by Mutz and Murray.
2. Free on the Internet. Face to Face  
   (http://www.nald.ca/fulltext/heritage/ComPartnE/pdfdocs/Fac2fac2.PDF)
3. You Can Negotiate Anything by Herb Cohen.
4. Free on the Internet. Conducting a Successful Fundraising Program 
   (http://www.netlibrary.com/ebook_info.asp?product_id=56811). Available on the web --  for three hours at a time, one reader at a time -- from the FAU Library.

Recommended books.

1. Conducting a Successful Fundraising Program by Kent Dove.  
   Also available on the Web --  for three hours at a time, one reader at a time -- from the FAU Library, as shown above.
2. Selling 101 by Michael T. McGaulley.
   If you have never read a book on selling, buy this. It's great, and it's cheap.
3. Free on the Internet. Guide to Special Events Fundraising.  
   (http://www.pch.gc.ca/progs/pc-cp/pubs/e/Specev1.htm)

Readings

Wealth and Philanthropy

1. Free on the Internet. 21st Century Donor 
   (http://www.epsilon.com/rnhome.nsf/AttachmentsDisplay/Atts01/$File/21st_Century_Donor_Final_Report.pdf)
2. Free on the Internet. "Trends in Philanthropy" 
   (http://www.pngf.org/philanthropy/trends.htm)

Diversity

1. Free on the Internet. Cultures of Caring (read the introduction)
   (http://www.cof.org/files/Documents/Publications/Cultures_of_Caring/introduction.pdf?). Later, if you do fundraising, you can read the book (almost 300 pages) by starting at http://www.cof.org/Content/General/Display.cfm?contentID=235
2. Free on the Internet. Optionally, use your favorite search engines  to search for "african american philanthropy," "native american philanthropy," "jewish philanthropy," and so forth. For instance, I found http://www.usc.edu/schools/sppd/philanthropy/research-papers/RP6-tobin.pdf
3. Free on the Internet. "Applying the Rule of Seven" 
   (http://www.pgdc.com/USA/GA?v=GPD-20010905104509&k=4913). 
   

Prospect Research

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)

Gift Tables: How Much to Ask For

1. Free on the Internet. This will generate specimen gift tables 
   (http://www.developmentconsultant.com/standards.html)

Various Forms and Charts

1. Free on the Internet. Austin Greenlights (http://www.austingreenlights.org/)

Rules and Regs.

You come to class, arriving on time and staying until the end. 
Explain your absences in a brief typed note.

Every week I make up one or more assignments during class, 
you write them down and ask questions, then you go home, and you do them beautifully 
and bring them in the next week. Write your name lightly on the back of every page.

Dress professionally every week, because we will be doing impromptu role playing.

During every class, I will create an assignment for the next week, which may or may not be written. It is best if you bring me the assignment when it is due, since work turned in out of order is apt to be tossed out or misplaced. 

Additions

030906- I promised to show you how the case statement evolved for Stepping Stones. the women's program at House of Hope.

Here is the draft text that Jay initiated.

Here is the text as revised by public relations. And here is the same revised text with Jay's suggestions.

Here is the artist's rendering, which looks nothing like Jay's original text.

030906- When you do your assignment, answer the following. Bring the questions to class, so we may make the list grow by accretion. (Professor Caravella, please copy this list on the board. Allow room for additions.)

Did you establish rapport? How?
How long was the discussion? Was it too short? Too long?
How much did you ask for? How much did you get?
Should you have asked for more? Asked for less?
How did you decide how much to ask for?
How did you deal with rejection?

This list will grow. Here are some additional questions we will ask about your role plays on the third Saturday of class.

• Did the "asker" dress professionally, or at least appropriately?
• Was the  asker able to answer all the givers questions?
• Did the asker speak with conviction?
• Did the asker appear to have done prospect research on the giver?
• Did the asker request a second meeting?
• Did the asker show enthusiasm for his cause? Her organization? 
• Di you like the asker? 
• Did he make an emotional appeal? Did she make an informational appeal?
• Was the asker a donor himself?
• Did the asker request a specific amount or leave it up to the giver?
• Did the asker determine if the giver had ever donated to this nonprofit or to the cause?
  (More later. . .)

Added 030916 -- 

• Did the Asker give you a case statement in advance? 
• Bring a case statement?  Did the case statement create a distraction or did it add to the experience?
• If you said no to the Asker, did the Asker inquire why? Did the Asker request another appointment? Did the Asker request referrals to someone who might be more interested?
• If the Asker requested a specific amount, how did the Asker respond?
   

Here is an assignment on writng a case statement.
In Dummies, first study "The Case Statement: Your Agency's Who, What, Why, and How." 

Here is an algorithm for locating case statements of an organizations in a particular field. Go to the Google advanced search page. For "with the exact phrase," enter "spotlight". For "return results from the site or domain," enter "http://www.fdncenter.org/". Then for "with at least one of the words," enter your subject area, such as "addiction" or "homelessness". You will need to experiment until this works for you. Following these instructions  will let you find a large number of case statements.

Your homework for 9/20/2003 is to find the case statement for a local organization very much like the one you would like to role play on 9/20/2003 and then paraphrase it for your local organization. Never mind making it pretty: just write it out in abourt two pages. Bring two copies, so you can turn on in at the beginning of class and use the other in your role play.

030913 -- Optionally, read what some of your classmates did on their first "ask" outside the classroom.

030915 -- My tentative schedule for spring 2004 has me teaching graduate grantwriting in Boca Raton on Saturday afternoons and undergraduate funding for nonprofits (fundraising and grantwriting) in Boca Raton on Tuesdays and Thursdays sometime during the say.

030916 -- Here is, Beaucoup, a terrific resource for a quick and dirty prospect research.

030920 -- Here is your HW for 030927. You have been soliciting funds for your favorite nonprofit. Now if your conscience allows you to, you are going to poach for the donors to  another nonprofit in the same or a related field. If you are interested in the protection of bats, say, look for a nonprofit in the protection of trees, birds, etc. 

Okay. 

Phase One. Now go to Guidestar (http://www.guidestar.org/sitemap.jsp), then its search page (http://www.guidestar.org/search/index.jsp). See if you can find the 990 form for that NPO you just selected. If yoiu find it, print the first page and the contributors page, if there is one. (Print the contributors page even if it is blank.) If you find a list of contributors, great. 

Phase Two. If you don't find a list of contributors, don't be too disappointed. See if the nonprofit has a Web site (use google.com), then see if they list any foundation donors you can poach on. If they do , go to Phase Three. If they don't, repeat Phase Two with another competitive or related NPO, but don't go all they way back to Phase One. Sooner or later, you will find a foundation that funds someone in your field of interest. Print the donor list for the NPO that lists its donors.

Phase Three. Now that you have a foundation, go to the Foundation Center (www.fdncenter.org) and use their  search engine (http://lnp.fdncenter.org/finder.html) to lead you to their PDF recent IRS filing. See whom else they have funded and for how much, and print at least one page of the recipients list. If you have no luck, see if they have a Web page that gives the information, and print at least one page of the recipients list.

Happy hunting!

030927 -- Here is Sun-Sentinel's list of power brokers in Broward county (http://www.sun-sentinel.com/news/custom/htmlpage/sfl-brokersgallery630.story).

Here is Sun-Sentinel's list of power brokers in Palm Beach county (http://www.sun-sentinel.com/news/custom/htmlpage/sfl-brokerspalmgallery630.story).

As , pick someone from either list and tell me how you would manage to meet him (or her).

031004 -- Free on the Internet. Guide to Special Events Fundraising.  
(http://www.pch.gc.ca/progs/pc-cp/pubs/e/Specev1.htm)

031011 -- Here is a sense of our general direction.

Ch 2. Right donor.
Ch 3. Right amount.
Ch 5. Right project.
Ch 6. Right approach.

Highlights of Selling 101 and Negotiate Anything.
Diversity.
Prospect research, again.
Wealth and philanthropy.

031011 -- Homework
Two weeks ago I asked you to select a prominent person (power broker) to approach. Do some prospect research on that person and decide what you would ask for. If it is money, how much? and how did you arrive at the figure? If it is influence you want, what will you ask for? and how did you decide on it? (I'd much rather have you ask for money.)

031018 -- If you turned up late this morning and couldn't find the class, it's because the elevator break down forced us to move. I waited five minutes for latecomers and moved the bunch. (Call me crazy, but I believe in running the class for those who manage to turn up on time, not those who come late.

Here is the HW. Go to the Internet and find an article that expalains how to acknowledge the receipt of a used computer donation. Be sure it includes info on the tax break the donor may take.

Here is where you must go to search for corporate donors in the fdncenter.org site --- go to http://fdncenter.org/funders/grantmaker/gws_corp/corp1.html

for class on 031024 -- Unless you are are one of the very few to whom I gave a HP on the paper about how much you would ask your power broker for, you are going to have to resubmit the HW.  The re-do should be turned in on 031101. I want to know what research you did to arrive at an amount to ask for.

Here are a few (http://GollyGrantsOnline.com/download/how-much-papers.pdf)that I already like enough to give a HP.

If your decision was not to ask for money but to ask for political influence in your fundraising or for introductions, be very specific about what you want. For ideas, you might wish to visit  Power structure research (http://www.uoregon.edu/~vburris/whorules/)

added 031101 -- Here is some HW for next time (031108) -- Go through either the book on selling or the book on negotiating, and make a list of the ideas that you believe believe are appropriate and those that are inappropriate in fundraising. Expect to be called on in class.

031108 --

Here is the end-of-term schedule for Jay's classes, in reverse chronological order.

Monday, December 15. Grades are due at 9 a. m.

Saturday, December 13, No class in Capital Campaigns and Resource Development.

Friday, December 12. Commencement.

Thursday, December 11. No class in Computer Applications. But Jay sits in his office, LA 470 in case anyone turns up with a question or comment or urgent issue.

Saturday, December 6. Last class in CC&RD.

Wednesday, December 3. No classes.

Thursday, November 27. Last class in VCM.

Wednesday, November 26. Last class in Computer Applications.

Added 031110 -- South Florida Multicultural Directory

Added 031116  -- 

On board members

Go to Greenlights for Nonprofits and download some of the following:

• Sample Board Member Agreement (requires MS Word)

• Sample Board Profile Worksheet (requires MS Excel)

• Sample Meeting Notes

• Strategic Planning Outline

• Individual Development Plan: Board Member Fundraising

• Circle of Influence Worksheet

On volunteers

• Volunteer Broward
• Points of Light

Added 031116 -- CIA World Factbook

For Jay Mendell's FREE book on overcoming stigma in fund raising, please surf to http://black-sheep-library.com/  . To reach a portal to my syllabi, visit http://gollygrantsonline.com/indexold.htm.