1. Brian J. Fair Associates
Fundraising, Marketing & Planning
for Museums & Non-Profits
(206) 446-8051 • bjfassociates@gmail.com • 330 W. Brambleton Ave., Ste. 608 • Norfolk, VA 23510

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Why
Choose
BJFA?
Holistic Approach – Non-Profits are
Greater than Their Parts
Non-profits often segment areas of planning:
fundraising, board development, marketing,
strategic planning and building or expansion
planning. Anyone who has worked in a 501(c)3
can say success is often dependent upon inte-
gration of these areas. All aspects of are con-
nected: the success of one area depends upon
the success of another. Each of these areas are
connected. And underlying everything should
be a robust, successful fundraising program.
Brian J. Fair Associates (BJFA) takes a holistic
approach to consulting, utilizing more than
a 15 years of experience in all aspects of the
industry, to provide the best possible outcome
for our clients.
By offering clients a “big picture” approach,
we seek to empower non-profits and museums
to efficiently achieve their mission, raise funds
or capital more effectively and unify future
plans with their core values. We want not
just to help you succeed, but to help you tell
unique story that you are passionate about.
BJFA offers fundraising, marketing
and strategic planning services from a
comprehensive framework of experience and
knowledge. We can provide a framework of
unified services that can save your organization
time, money, and produce an outcome closely
tied to your vision. We can create teams of
specialized non-profit professionals to work
with clients to better serve their needs.
Extensive Non-Profit and
Fundraising Experience
Before opening his firm, Brian served
for nearly six years as the Director of
Development of a campus of museums that
included a science museum, historic WWII
Battleship (the USS Wisconsin), Navy
museum, and special event venues. After
implementing a comprehensive fundraising
plan, the institution saw its donated income
grow more than 900 percent over 5 years.
From corporate donations, individual gifts,
grants and foundations, to memberships, BJFA
has experience in planning and implementing
successful fundraising strategies for all types
of donated income.
We have success securing gifts from national
corporations, such as Maersk Line Ltd.,
Lockheed-Martin, and Supervalu, Inc. We have
written successful six-figure grant proposals
to IMLS (Institute of Museum and Library
Sciences) and NOAA (National Oceanic and
Atmospheric Administration). Perhaps most
importantly, we have established a successful
track record for cultivating and receiving
commitments from individual donors of high
net worth.
We have served as counsel for many types
of non-profits,. Clients include organizations
focused on human services, the arts, education
and and the environment. We have experience
creating policies and procedures for start-
up organizations, performed fundraising
department audits for more established

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programs, and created strategic and fundraising
plans for non-profits of all sizes.
“Inside Out” Approach
To key aspects drive successful museums:
Planning and People. The basis of successful
fundraising and planning is forging beneficial
relationships with people, starting with
your closest and most committed group
of supporters on your Board of Directors.
Keeping this in mind, we help organizations
create and implement strategies to increase
public awareness and participation from
the “inside out,” beginning with a strong,
committed board. Once this is established,
public participation – and funding – will
increase.
We Don’t Just Plan, We Raise Money
and Implement Our Plans
After the planning is done, our job is not.
Many consultants consider their role to be
strictly advisory. While we train key museum
staff and Board on best–practices in personal
solicitation, we assist in the planning,
scripting and implementation of fundraising
presentations to donors. The ability to open
and close a meeting with a donor with a gift
commitment is the most important skill in
fundraising. We take part in solicitations if
desired, to ensure the best possible outcome for
the organization.
We are committed to providing detailed work
schedules to assist our clients in implementing
our Fundraising and Strategic Plans.
Comprehensive planning takes time and effort.
Why settle for a plan that “sits on the shelf”
when BJFA can provide you clear work plans
for implementation?
Knowledge of the Field
From solicitation, to Board training, to
program development, to planning for a new
facility or expansion, BJFA’s clients receive
a wide depth and breadth of experience in
planning and fundraising skills that sets us
apart from other consultants.
Through our experience, we can give clients
a sense of the benchmarks for professional
success employed by the leading institutions
in the U.S. We can offer data from comparable
institutions in terms of policy, fundraising
results, operations, staffing needs and budgets.
Small Firm, Personal Attention,
Competitive Fees
Our small size allows clients to get personal,
hands-on attention. Unlike a large firm,
your project will never be assigned to junior
associates.
Fundraising
Marketin
Strategic
Planning
Program
Above is a visual representation of how all aspects of a
non-profit are connected. Each area dependents on the
success of another and connected to create the whole.

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Brian is the only consultant, and is involved on
a daily basis with every client and project. In
a world full of rushed service and consultants
who bill by the hour, a daily approach allows
for the development of a long-term, successful
relationship between advisor and client.

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Services Available
Our services are divided into four key areas:
• Fundraising
• Marketing
• Strategic Planning
• Building Expansion/New Museum Planning.
We customize our solutions to your needs in a variety of formats and fee structures. Many of the
following options will result in a formal report done for a fixed cost. Others are more suitable for
working on an ad-hoc consultation basis, billing per diem.
By offering these interconnected services, we can help you with your needs, be it big or small.
Our goal is to offer a big picture approach, and keep an open mind when responding to your
needs.
Fundraising Services
By providing ongoing assistance in planning, implementing, and evaluating your fundraising
efforts, BJFA seeks to increase a non-profits fundraising capacity and results, while organizing
your internal structure to support current and future success. The organization is the driving
force behind our guidance; there are no “cookie cutter” approaches. Based upon our more than
15 years of experience raising funds for non-profit organizations of various sizes and scopes, we
provide:
On-Site Development Counsel (weekly or monthly)
Development Office Audit
Fundraising Feasibility Study
Grant Writing and Research
Board Development and Training
Formats can be customized for hour, half-day, or full-day trainings. All training sessions include
the development of specialized curricula for your non-profit to accompany the training. The most
popular topics include:
Fundraising Has Nothing to Do With Money. Yes, you read that correctly! This training explores
the fascinating world of donor psychology and how institutions can use proven techniques to
gain a prospect’s commitment – be it emotional, social, or financial. Boards will come away with

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a clearer understanding of the process of “development” and why relationship-building is the key
to funding success.
• The Art of “The Ask.” BJFA uses role-playing exercises and examples to demystify
the process of making “the ask” of your prospects. By understanding how to overcome
objections, script donor appointments, and use the power of influence, participants will
come away with a set of skills they can put to use immediately in raising funds.
• It’s Not About You, It’s About Them. Learn about the importance of creating a “donor
focused” organization to create long-lasting relationships that will benefit your museum
for years to come. Examples of donor development plans are given, along with an
in-depth discussion of what is “development” compared to “fundraising.” Includes
brainstorming sessions about how your museum can capitalize on its unique set of
opportunities to further connect with donors.
Marketing Services
Legendary marketing expert Peter Drucker once wrote, “Because the purpose of business is to
create a customer, the business enterprise has two — and only two — basic functions: marketing
and innovation.” Replace “customer” with “donor” and this translates into an effective rule for
museums and non-profits.
Marketing Audit
Media Relations Planning and Outreach utilizes our years of experience in public relations to
obtain positive press coverage for your organization and its programs. We have achieved positive
press coverage for clients in high-profile media outlets such as CNN, MsNBC, the Associated
Press, Good Morning America, and local television stations across the country. BJFA can help
your group plan a media outreach calendar, write “journalist-friendly” press releases, and follow
up aggressively with the media.
Fundraising Materials and Case Statement Creation
Community Engagement and Outreach Programs
Strategic Planning
An Organizational Strategic Plan provides a clear roadmap for an institution. Every organization
is unique, with special areas that need strategic focus. Our initial role is as an information
gatherer, through questionnaires, interviews and focus groups. We come with no preconceived
solutions and seek to create these in collaboration with the client
Our most comprehensive planning service, strategic planning is critical for any new or planned
non-profit and a catalyst for positive change for any established institution. Strategic Plans
create energy and clarity for a non-profit from “the inside out.” With a BJFA Organizational
Strategic Plan, you will be able to increase Board commitment, unify Staff, and excite donors

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with a cohesive vision for your institution. Working with high-level Board, staff, and constituent
committees, we create the dialogue and “buy in” a 501(c)3 needs to gain community support to
achieve its goals outlined in the plan.
Our Strategic Plans not only include measurable goals and objectives for the next five to ten
years, but provide implementation and work plans. They are designed to be acted on when
complete, and we provide the tools to begin working, and tracking progress, immediately. We are
committed to providing work plans to our clients. If a Strategic Plan isn’t acted upon, and is so
complicated Staff can’t begin implementing its recommendations, why go through all the effort?
Sometimes groups need only part of a Strategic Plan. These can be customized to your need.
Typical components of an Organizational Strategic Plan can include:
• Mission, Vision, and Core Values
• Measurable Goals and Objectives for each key Area (i.e. Programs, Fundraising etc.)
• Staffing Plan
• Business Plan
• Strategic Plan Concept (summary to share with donors and constituents)
• Implementation Plan with Timeline (s), Organizational Impact and Responsibilities
New Museum or Expansion Planning
To keep up with internal needs, or to meet public demand for new and refreshed visitor
experiences, many organizations will build an expansion or new facility in their life cycle.
Before an institution embarks on a capital campaign to complete facility changes, planning must
be done. A museum or non-profit should know what the expansion, renovation,or new facility
needs to accomplish, and how it will achieve the desired goals. Any new building or expansion
should support the program objectives of the museum, and tie back into the goals of any existing
strategic plan. This is called architectural programming.
BJFA’s broad knowledge of museum design, architects and exhibit designers and current trends
in facility development can help your museum begin to translate its needs in plain language.
This document, called the Building Program Snapshot, is useful when the time comes to
approach architects and designers. It is a chance for you to begin to document and organize your
goals, objectives and requirements for any new building.

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Select Client and Employment Experience
The California Museum of Art, Thousand Oaks
Thousand Oaks, CA
(2012)
Monthly Fundraising
Counsel, Board Development
and Training, Fundraising
Materials Creation
BJFA created training for the
Board and Staff for a new
museum in the process of a
capital campaign to build a
new facility. The curriculum
reviewed fundraising theory,
best practices, and outlined
the initial steps in creating a
capital campaign work plan.
We also provided one-on-one
fundraising counsel to the Executive Director and
Board members involved in donor cultivation and
solicitation, and assisted in creation of fundraising
materials for the capital campaign.
Washington Water Trails Association
Seattle, WA (2011-2013)
Organizational Strategic Plan, Development Office Audit, Monthly
Fundraising Counsel, Grant Writing and Research
WWTA first retained BJFA to conduct an audit of this environmental
non-profit organization’s development efforts with a Development
Office Audit. We conducted extensive qualitative and quantitative
research related to all aspects of the organization’s fundraising
efforts, and analyzed areas such as donor communications,
marketing, and governance. BJFA was then retained as Monthly
Fundraising Counsel to assist with implementation of the Audit
recommendations and provide fund development guidance,
including Grant Writing and Research. We also facilitated WWTA’s
first-ever comprehensive Organizational Strategic Plan, which
resulted in a new mission and vision for the organization, along with measurable internal and
external goals and objectives.

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Go For Broke National Education Center
Los Angeles, CA (2011)
Fundraising and
Membership Policies and
Procedures, Preliminary
Fundraising Plan
with M. Goodwin
Associates, Inc.
BJFA was contracted to
create fundraising and
membership policies and
procedures for the Go For
Broke National Education
Foundation in Los Angeles.
GFBNEC was completing a
strategic planning process,
and needed policies to
assist the increase in
fundraising required to raise funds to create a new visitor center honoring the Japanese-American
World War II military experience. We created a Gift Policy, membership levels and benefits, and
a donor recognition policy, and a preliminary fundraising plan.
Wisconsin Forest Exploration Center (2010)
Milwaukee, WI
501(c)3 Policies and Procedures,
Fundraising and Case Statement
Materials, Board Development and
Training
with M. Goodwin Associates, Inc.
BJFA wrote and developed
fundraising, governance, and
board training materials for a new
forestry museum planned in greater
Milwaukee. We drafted board policies
and procedures for the creation of a
new 501(c)3 organization, and created
Fundraising and Case Statement
Materials to increase public interest of the planned museum and launch the capital campaign.

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World’s Fair Historical Society
Seattle, WA (2011 - 2013)
Organizational Strategic Plan, Fundraising and Case
Statement Materials, Building Program Schedule and
Preliminary Snapshot, Monthly Fundraising Counsel
BJFA assisted the World’s Fair Historical Society in Seattle
to grow and expand its scope. We provided the growing
non-profit with assistance in clarification of mission, vision,
and core value statements with Organizational Strategic
Planning services, case study creation, and preliminary
fundraising training. Planning scenarios were created with
WFHS for a possible new museum dedicated to the World’s
Fair experience, and we drafted a five-year preliminary
plan to coordinate fundraising, marketing, expansion, and
construction. Additionally, BJFA facilitated meeting with
key partners in the Seattle area, such as the Seattle Center
and MOHAI (Museum of History and Industry), and created
presentations, and initial exhibit programming to promote the
concept of a world’s fair museum and traveling exhibit.
The DoVE Project
Vashon Island, WA (2012 – 2013)
Development Office Audit, Monthly Fundraising
Counsel, Fundraising Materials and Case Statement
Creation, Grant Writing and Research, Board
Development and Training
The DoVE Project is a start-up non-profit on Vashon,
WA. that serves as the sole resource for domestic
violence survivors on the rural island adjacent to
Seattle. BJFA was hired to evaluate its development
program with a Development Office Audit and create
a fundraising plan based on initial recommendations.
After completion of the study, we were contracted
to implement the recommendations, providing
Monthly Fundraising Counsel and Grant Writing and
Research on a monthly basis. We created multi-media
fundraising materials to increase interest, provided
ongoing Board Training and Development, prospect
identification and rating, and creation of policies and
procedures for this new non-profit.

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Nauticus, The National Maritime Center
Norfolk, VA (2005-2010)
Director of Development and Fundraising Marketing, Master Plan Pre-Design Manager
Brian served a five-year tenure as
the Director of Development for
Nauticus, The National Maritime
Center, in Norfolk, VA. Nauticus
is a maritime-themed campus of
museums and attractions that includes
a science museum, historic Iowa-class
battleship, and cruise ship terminal.
Located on a historic waterfront site,
the organization lacked a cohesive
identity to support its non-profit
organization to raise money for
programs, exhibits, and community
outreach, including the renovation of
the USS Wisconsin.
In 2005, working closely with the
Board, he created a comprehensive fundraising program for the institution, planning short- and
long-term solicitation strategies for major donors and corporations. He also supervised the
Grants and Foundations program, Membership, and served as the staff
manager for the institution’s planned capital campaign, and master and
strategic plans. Because of his work, Nauticus received many prestigious
foundation awards, including grants from the Institute for Museum and
Library Sciences and the Department of Homeland Security.
After implementing his plan, Annual Fund
revenues at Nauticus increased more than
900 percent, from $59,251 in 2005 to just
over $600,000 in 2009-10. Among his
accomplishments at Nauticus was creating a
new corporate membership program that saw 38
companies join in its initial year. This established
relationships and secured financial commitments
from key funders in the defense, environmental,
and maritime industries, including the Navy
League of the United States, Lockheed-Martin,
NOAA, BAE Systems, and Maersk-Line, Ltd.
Other responsibilities included the management
of two annual fundraising events, a gala and a
golf tournament, and outreach to the USS Wisconsin Association, the group of veterans who
served on the ship at Nauticus.
Courtesy of Nauticus, The National Maritime Center

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Old Dominion University
Norfolk, VA (2009)
Staff Training, Fundraising
Materials Creation
The Director of the Dominion
Fund (Old Dominion
University’s Annual Fund program) hired BJFA
to conduct a day-long staff training session to
teach basics of personal solicitation. Role-playing
exercises were conducted with employees who had
little experience with face-to-face fundraising, and
we assisted in creating fundraising materials to use
during donor vists An in-depth training of the scripting
and structure of personal “ask” was the highlight.
BEST (Brain Energy Support Team)
Tacoma, WA (2011-2012)
Monthly Fundraising Counsel, Fundraising
Materials Creation
BJFA served as Monthly Fundraising
Counsel, working with staff and volunteers
to create the organization’s first Annual Fund plan, with goals and budgets for specific programs.
This resulted in a list of prospective donors and foundations, and we helped with donor cultivation
and appointment setting. We were responsible for the creation of the BEST’s first-ever Case for
Support, and provided multi-media Fundraising Materials Creation to assist with marketing and
donor visits. Comprehensive training was provided to the Executive Director to prepare her and the
Board for cultivating and soliciting major donors.

13. Brian J. Fair Associates
Fundraising, Marketing & Planning
for Museums & Non-Profits
(206) 446-8051 • bjfassociates@gmail.com • 330 W. Brambleton Ave., Ste. 608 • Norfolk, VA 23510