(Han Valk, Fundraising Consultancy) With more funding we can do more. The current funding level for Victim Support in Europe puts limitations to what work can be done. So what if we can mobilize more funding? What more can we do? In this workshop you will hear about the different fundraising methods that you can use. You will map out what possibilities fit your organisation best as there is no 'one size fits all' approach. Each organisation has unique possibilities and limitation that need to be taken in account. You will have to work yourself and learn from each other and the moderator. You will leave the session with a concrete action plan that will get you started to raise (more) funding to realize your dreams.

1. From theory to practice
Fundraising

2. Short introduction
• Name
• Organization
• Country
• What do you wish to get out of this
workshop?

3. Why fundraising?
Funding Gap

4. Two questions

5. What are the two most
urgent fundraising issues
for your organization?

6. Issues:
 not enough funding
 funding is not diverse enough
 not sure if funding will remain
 no idea where to find funding
opportunities
 organizing fundraising internally is a
problem
 no clear idea on strategy
 who to partner with?
 reporting is difficult
….

7. What is your best result?

8. 7. Growth
6. Financing
5. Request for funding
4. Visibility
3. Donor analysis
2. Donor mapping
1. Market research
Organizing

9. Organizing Fundraising
• Clear division of tasks and
responsibilities.
• Use team members strengths.
• Work structured and focussed.
• Make sure there is budget.
• Set milestones (not only € is a result).
• Be realistic.

10. Organizing tool
• Fundraising strategy. (there is no such thing as a
one size fits all approach…)
• Clear decision moments (e.g. go / no go).
• Skills matrix.

11. Tasks Explanation name Plan B # Days needed Additional costs Comments
Final responsible for proposal Leads bid team and is accountable to
the management
Coordination / planning Of the Bid-process
Methodology development /
creation
Responsible for content development
of the proposal
Review content Check quality of the work against
ToR; give comments and suggestions
Writing Putting the methodology / content on
paper in donor language
Editing / Lay Out / Visuals Language and the appearance of the
proposal
Budgetting Responsible for budget development
of the proposal
Review budget Looking at the budget; check &
comment
Consortia forming Negotiotion of a good deal with
partners
Composition of Bid and review
team
Get the best people on board to form
a winning proposal.
Compliance Practical tasks - matching the
proposal with the tresshold criteria
Find cases track record Finding cases that will support the
proposal - if needed rewrite them.
Donor expert Knows how to sell the proposal in the
best way to the donor.
Bid team composition

12. 1. Market Research
•Have a clear fundraising goal.
•How much funding is needed to support
what activities?
•What will happen if we do NOT get
funded?

13. What kind of funding?
•Grant (donation)
•Loan
•Investment
•Guarantee
•…

14. What kind of donors?
•Private donors
•Corporates
•Governments
•Lotteries
•…

15. Market
• What kind of donor would be interested in this
topic?
•Do they fund similar projects?
•Do they fund similar amounts?
•Would approaching them fits with our
believes and skills?
Decide what kind of approach to focus on.

16. 2. Donor mapping
• Within a focus area you explore where
most potential is.
Approach:
• 1) Start with current donors (perhaps
they are willing to fund more)
• 2) What donors used to fund us?
(perhaps they want to fund again)
• 3) Only then – start looking for new
donors.

17. Finding new donors
•Who is close to us (e.g. family, friends,
suppliers, beneficiaries, municipality…)?
•Who is funding an organization like
ours? (copy their approach).
• (Desk) research.
=> Make a shortlist of best opportunities.

18. 3. Donor Analysis
• Study the donors on the short list.
 How do they normally fund?
 What do they normally fund?
 Who else do they fund?
 What do they want to receive in
return?
 Who can I contact?
 What would the investment be to
make it work?
=> Make the short list even shorter.

19. 4. Visibility
•Make sure the potential donor gets
to know you and your work. Trust
needs to be build.
•Be clever – only your potential donor
needs to know about you.

20. Tools
•Think of advertisement, speaking at
conferences, free publicity, donor
meetings etc.
=> The goal is to build trust. This
means this step can take a long time.
Have patience, but also monitor
progress.

21. 5. Request for funding
• Ask for financial support. Don’t be shy.
• Trick – ask the right amount at the right
moment. (easier said than done…)
• Don’t promiss what you cannot deliver.
Underpromise and overdeliver!

22. 6. Financing
• This is the moment to show what you
can actually do. Make sure you deliver!
• Involve the donor in your
implementation – communication is the
key. Share successes, failures and
dilemma’s.
=> The goal is to involve them in the
heart of your organization.

23. 7. Growth
• Do not forget to ask again for support.
• Involve donors to find new donors.

24. Questions?
han@hanvalk.nl
+31 647 661 881