Looking Beyond the Usual Places for Funding

Habits are hard to break. Thus, it is not surprising that we often go back to the same comfortable sources for funding because we can count on them for support. While having great relationships with funding partners is good, always asking for help from the same friends can wear out the relationship. So now is a great time to step back and look for sources that may be closer to your organization than you think — but haven’t been asked recently to help. Let’s step into the “opportunity zone” and identify new potential sources beyond the usual places for funding.

Begin by looking at your donor list. You might say — that is the usual place. However, many donors who are steady supporters with a small gift every year may have the potential to give more or be connected to a foundation or corporation. When was the last time you looked at donors that have made a contribution every year for the last five years — even if it was a small gift? Pick a gift range. If you are small organization it might be $25 donors who have given for five years — a larger organization might pick $100. Then approach them by asking not for a gift, but for help.  

Send them a note or have board members give them a call asking for feedback on your organization. One organization sent a very short survey asking how these donors liked to be recognized. Many of the donors responded to the survey and sent a check — even though they weren’t asked! Another organization asked, “if you were to tell a friend why you support our organization, what would you say?” Not only did this provide some great quotes, but it opened the door for conversations with very passionate donors about a larger gift. Finally, these donors believe in you. Have you ever asked them if they know anyone else who might help your organization? Or possibly support one of your special projects or programs that need help? You might be surprised — two or three referrals could lead to your next grant, corporate gift, or large personal gift.

Small donors that are often neglected may have major resources. One organization received a $2.00 gift every year for more than 20 years. They faithfully sent a thank you note and the quarterly newsletter (which cost them MORE than the annual gift). They never called the donor or attempted to learn why she gave so faithfully. However, when she died, she left nearly 2 million dollars to the organization. So remember that the millionaire next door may already be in your donor base. Or they could be the neighbor of one of your current donors.

Another “looking beyond” idea is to review the list of firms with whom your organization does business. When was the last time your organization approached its top 20-25 vendors to discuss the important work you do? Using the same strategy as with small donors, ask your vendors for their help — through either a gift or a referral. After all, vendors have a vested interest in your success. You are a customer and they want to keep you as a customer. Your waste management or office supply firm may have a charitable giving fund. Your banker may have private trusts it manages. Perhaps, they could arrange for you to meet with a trust officer to talk about your project needs. Or they may be familiar with other trust officers who are managing funds. Ask them to refer you to their peers and open the door to a meeting. They know they will keep your business if they support your efforts. Your corporate attorney may also have a trust department or have colleagues that are providing trust services. Business networking is expected. Leverage your business relationships to connect with new funding resources.

“Spot opportunities” can be found in your local newspaper or television broadcast. Corporate change offers you the chance for new looking beyond ideas. As a savvy fund raiser — whether you are a doing annual giving, seeking sponsorships, writing grants, or developing major gifts — look for opportunities to match your mission with current interests.

Green technology is HOT right now. Do you teach kids environmental science, or do you have a building that could use some energy savings? If so, find out who in your community is working in this area. Look beyond the large engineering firm doing LEED Certified projects. (Yes, you have to get to know the jargon.) Would they support a demo project for your organization?

Did you know that Nascar is going green? They are recycling tires and oil. They are looking at emissions management during the races; and, they are planting a large number of trees to offset their environmental impact. Can you connect to Nascar or to its promotional partners? Can you make your mission and their actions benefit both of you?

A “spot opportunity” recognizes that connection you have to the world around you. It links the work you do to new efforts. In your role as a fund raiser, you need to provide leadership in identifying and thinking about community connections between your organization and people who want to make a difference.

One way of doing this is through your board of directors and staff. When was the last time you had conversation about their connections and how they can help you open doors? A board member may know a law firm or bank officer that oversees charitable trusts. Staff can be asked to think about the connections they have to resources and to serve as your eyes and ears in the news.

Getting people to look beyond the usual places requires using your leadership skills. You will need to guide their creative thought process by encouraging them to think of new ways for your organization to join community partners to make a difference.

Look at the crazy ways people raise money. Who would have thought that selling rubber ducks for a duck race would be a fund raiser? Or that the United Way could stuff a bus with school materials and create a branded campaign to support the community?

Think about all the connections that the community has to the good work you do. How you can leverage those relationships to acquire new resources?

Does your organization buy gasoline for a large fleet of vehicles? One organization worked a deal with the regional grocery store that has gas stations to buy their fuel at wholesale prices. Or perhaps your vehicle fleet could be serviced for free by a local dealership or auto service company?

Perhaps you could collaborate with other nonprofits on a joint purchasing agreement for maintenance or paper supplies?

Have you asked your current large funders if they know of anyone else with whom you should share your story? Or have you shared your need with your own audience — those you serve. Sometimes a person who has been served by your organization is the most passionate. Don’t be afraid to ask, “Do you know anyone who could…?”

Building new relationships with current partners or old friends creates opportunity. By looking at your own donor base in a new way and engaging donors who have been passive or lapsed in their support, you can turn opportunity into funding result! Asking strategic partners — your vendors, other funders, key volunteers and community leaders — who else you should be talking to will invariably lead to new chances tell your story and a chance to ask. After all, everyone likes to help.

Being creative and flexible in how you approach your fundraising tasks can help you raise more money than you would even find in the usual places.

About the Author:
JEANNETTE ARCHER-SIMONS, Management and Fund Raising Consultant, formed her own firm as an expert in organizational assessment, strategic alignment, fund raising strategy and nonprofit leadership following the successful development and implementation of major restructuring or merger strategies for several regional nonprofit organizations. She has served as CEO of three large organizations. She was appointed as CEO of one of the first Girl Scout groups in the United States to complete the merger of four smaller councils in central and northeastern Pennsylvania. It served 49,000 members including 12,000 volunteers covering 30 counties with assets in excess of twenty-five (25) million dollars. She also served as CEO at Girl Scouts, Connecticut Trails Council for eight years, the 8th largest Girl Scout council in the country. She was a leader in the merger planning and implementation strategy to create Girl Scouts of Connecticut from five councils including her own organization. She also served as CEO for five years at Girl Scouts of Broward County, Inc., in Ft. Lauderdale, Florida completing a successful restructure and growth strategy.

In addition to her 17 years of experience in nonprofit leadership and fund development, she has worked in the for-profit sector and has experience in financial and estate planning, insurance and in advertising and marketing. She has a Bachelors Degree in Economics from the University of Iowa and a Masters in Business Administration (MBA) from St. Ambrose University. She is currently working on a Ph.D. in Higher Education. She is a Certified Fund Raising Executive (CFRE) and is a Certified Girl Scout CEO (CGCEO). She also has certificates in Executive Education in Nonprofit Management from Case Western Reserve University, Mandel Center and has completed the Management Training Institute from Yale University and Conflict Resolution Training from Nova Southeastern University. She also is a graduate of the Women’s Campaign School at Yale University.

She has served in numerous community leadership positions from Board Chair/President to various officer, board and committee positions. Some of the executive leadership positions include the boards of Junior League (Connecticut and Florida), Association of Fund Raising Professionals (Connecticut and Florida), Women’s Campaign School at Yale, Broward Women’s Alliance, United Way of Broward County, Family Central, and Mississippi Valley Girl Scout Council as well as the Executive Steering Committee for United Way of the Capital Area (Connecticut) and Teen Pregnancy Prevention Coalition (Florida). She currently serves on the Board of Pennsylvania Family Support Alliance. She also is an active leader with Rotary and various other leadership and community organizations. She is a graduate and member of Leadership America, a national women’s executive leadership program. She has been recognized with a Frances Hesselbein Scholarship award, as a Woman of Distinction by the March of Dimes and as a Woman of Note, by the New Haven Business Times. She is also the recipient of the highest national awards in Girl Scouting, the Thanks Badge (1992) and the Thanks Badge II (2007).

She is also a national speaker and trainer, having presented at meetings such as the National Sheriff’s Association, the National Parole and Probation Officer’s Conference, Big Brother, Big Sister Conferences, Association of Fund Raising Professional’s conferences and survey courses, Association of Girl Scout Executive Staff and national Girl Scout Conferences as well as State and local conferences and training events. She is an instructor for the Nonprofit Resource Network at Millersville University, an affiliated consultant for Third Sector New England and an adjunct professor for Central Pennsylvania College.

You may reach Jeannette at:
Jeannette Archer-Simons, CFRE
Archer-Simons Consulting
6280 Withers Court
Harrisburg, Pennsylvania 17111
(717) 635-8354
http://www.linkedin.com/in/jeannetteas
jeannetteas@comcast.net

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