#1 Fundraising Tool - Part IV - What to Do With the Case Statement

Would you like a guaranteed way to get MORE AND BIGGER RESULTS for your nonprofit, school or church - like financial contributions, engaged board members, new students, in-kind donations, volunteers and increased awareness?  

I noticed that some of my most popular blog postings were about the PROFESSIONAL CASE STATEMENT, the most basic AND most important fundraising tool for nonprofits, schools and churches.  But I never really told you exactly what to do with it when after you wrote it.  

I've decided that I am going to devote the next four weeks to sharing everything you need to know about how to use it and the results you can expect.


The Case Statement is About Sharing Your Story in a Way that Inspires People

How do you feel when you learn about the impact these students are having on their community?  It gives me goose bumps.  That's what you want.  

Did you know . . .

Highland Students are changing the world NOW!

Within two years, students have literally changed the landscape of Highland School District.  When rain runoff, threatened the school grounds and the school building’s infrastructure, students, staff, and experts worked together to implement a solution.

Multi-age teams of students and staff surveyed the land, worked with experts to identify a solution, and coordinated with the Buildings and Grounds committee to build a rain-garden that would safely transport rain away from the building.  This school-wide project not only educated the community on environmental solutions, but also provided generations of students with a garden full of hands on research opportunities in the future.

Review of How to Create the Professional Case Statement 

Before you go any further, you may want to go back and review the first three postings I wrote about how to create a case statement for your organization.

#1 Fundraising Tool - Part I - Did you Know section

#1 Fundraising Tool - Part II - Mission, Vision and Unique Approach sections

#1 Fundraising Tool - Part III - Success Stories, Goals, How You Can Help sections and Credibility Box



What to Do With Your New Case Statement 

It's not the case statement DOCUMENT that gets results for you.  Often, nonprofits, schools and churches look to MARKETING as the answer.  In fact, organizations spend WAY TOO MUCH ON MARKETING.  You don't need fancy materials.  The materials don't do anything for you.  It's ABOUT YOU AND WHAT YOU DO with the marketing materials.  It's your job to bring your story to life, and the case statement is just a tool to help you do that. 

So, here are two ways to use the case statement right away.   


Use the case statement as an introduction piece.  

Give it to anyone and everyone.  Keep a pile in the reception area of your organization's office.  Carry them with you.  Make sure your board members and staff people have an electronic version of the document.  Allow people to download the case statement from your website.  

A really good way to use the case statement is as a followup to a conversation with someone.  For example, you may have just returned from a luncheon where you had the opportunity to network or just have good conversation with several people.  When you get back to the office (I recommend setting aside an hour on Friday's to pull all those business cards out of your purse/wallet and send follow-up emails to those folks that include an attachment with your case statement), send a short email to the people you met, refer to something interesting they said and then tell them you were excited to share your organization's story and that you're attaching a document that tells them a little more.  That's it.  Don't expect a response - don't expect any outcome at all.  It's just an opportunity to share the story.  You JUST NEVER KNOW WHAT MIGHT HAPPEN.  

The case statement is a really useful tool for board members.  When I do workshops for board members of nonprofits, schools and churches, and I ask the question, "How many of your are comfortable sharing your organization's story," only ONE-THIRD of the hands go up.  It never fails to surprise me.  These are the most important ambassadors for the organization, and the majority of them do not feel comfortable sharing the organization's story.  The sad thing is though that they will never admit that to their fellow board members.  Anyway, I've been told by many board members that the case statement made it so much easier for them to talk about the organization. 

In my next posting, I'll be talking about how to verbally share the story in an elevator pitch - a more casual and natural way for especially volunteers to share the story of their nonprofit, school or church.  


Integrate the case statement language into all communications materials.  

Now that you've figured out how to share your amazing story in a more effective manner - compelling, concise and consistent - YOU MUST MAKE SURE ALL YOUR OTHER COMMUNICATIONS MATERIALS ARE IN ALIGNMENT WITH YOUR CASE STATEMENT.  In fact, the case statement is the starting point for all communications materials.  It's how you have discovered how to communicate the essence - YOUR SPECIAL SAUCE - of your organization to others in a way that will inspire them to want to help.  For example, be sure that you communicate you use the themes in the Did You Know section and communicate your mission the same way in all of your materials - brochures, fundraising materials, website, facebook page, etc.  

Building awareness is all about hearing things a million times.  While you may feel like you're being repetitive, that's exactly how you build a buzz about your organization.  People begin to think, "I just heard someone else talking about the Interfaith Neighborhood Outreach Program.  There must be doing exciting things."     


Now, It's Time to Try This

If you simply start doing these two things, you will notice new results.  In fact, please be sure to share your stories in the comments part of this posting.  It inspires people to try new things when others share that it wasn't has uncomfortable was they thought it would be.  Remember, NO NEW RESULTS WITHOUT TRYING SOMETHING NEW!  

Next Post - How to Create and Use an Elevator Pitch

In my next posting, I'll be talking about how to verbally share the story in an elevator pitch - a more casual and natural way for especially volunteers to share the story of their nonprofit, school or church.

I'd love to hear what happens when you try this.  Feel free to share your success story or let me know if you have questions in the comment section of my blog posting or send me an email by via this link.  


Deb

alinea, LLC

P.S.  Click here if you are interested in purchasing my workbook - complete instructions on how to apply alinea's formula of Story + Direction + Relationships.  Let me know you're interested in purchasing the workbook for $7.95 and I'll follow up with you.

5 Biggest Foundation Fundraising Mistakes

Are you focusing on the right things when it comes to foundation fundraising? Here are some common mistakes:

Submitting a grant application without a relationship with the foundation. Did you know that only 1-2% of grant applications get funded? If the foundation can afford to fund 25 grants, 75 will not get funded. So if you were the decision maker how would you choose which organizations to fund? Well, if it was me, I would start with the organizations that I know something about or have some sort of relationship with rather than one I’ve never heard of. What it all comes down to is that you should never send a grant in without having some sort of relationship with the foundation you are applying to.

What to do: Before submitting an application, visit the foundation’s website and find out who the staff people and board members are. Ask your own staff and volunteers if anyone has a connection to any of those people. Even a call from a volunteer to the foundation asking for clarification on whether you would be a match followed by an invitation to tour your organization or other opportunity to meet with someone from the foundation is a great first step.

2. Hiring a grant writer. Most organizations begin foundation fundraising by hiring a grant writer. But that’s focusing on the wrong thing. But honestly, it’s not the writing of the grant that makes a difference, it’s the mission and effectiveness of the organization, as well as a compelling picture of what the future looks like because of the organization’s work. And how do you help a foundation experience the power of your mission? By inviting them in to hear your story, see your mission in action, having the people you serve share how your programs have changed their lives, and share your plans for the future. Relationships come first, then writing.

What to do: If you’re in the position to hire someone, don’t hire a grant writer. Hire someone who can help you identify and prioritize prospective foundations and then work with your staff and board to reach out to those people and foundations and invite them to tour your organization. The goal here is to inspire them with your story and share your future plans.

3. Not following up. If you’ve been lucky enough to have a staff person or board member from a foundation visit your organization or school, and they invite you to submit a letter of intent, then you better do that right away! Ideally, you want to be invited to apply for a grant, and when you get the opportunity, this is your chance to impress the foundation.

What to do: Once you’ve submitted the letter or application, you will want to follow up to make sure they received your documents, ask if there is anything else they need or if anyone else would be interested in a tour of your organization. Many organizations require a follow-up report to show how their grant made a difference. Every interaction is an opportunity to show your gratitude and continue to build your relationship with the foundation. Get this done on time!

4. Not learning from rejection. Many organizations get rejected because they haven’t done their homework; they may not have been a match. If they had developed a relationship with the foundation ahead of time, they would have received feedback on whether or not they were a good match for the foundation. Others may have a great application, but because the foundation cannot fund every great application, in the end they will probably fund those they have some experience with.

Either way, if you get a rejection letter, this is also an opportunity to build a relationship with the foundation, and it’s a learning opportunity too. Whether the foundation is able to fund you one time or many times, your relationship could lead to many other connections or resources. For example, while the foundation may have decided not to fund your grant application, one of the foundation officers or board members may have really been inspired and may decide to support you as an individual.

What to do: When you get a rejection letter, make a call to the person who sent the letter and tell them you would like to learn from the experience and see if you can get some feedback on how you could do a better job on your next application. Ask if it would make sense to apply in the future, and then see if it would be possible to invite someone from the foundation to tour your organization. Ask what they think your weaknesses are and even if they could connect you to resources to help you improve in those areas.

5. Not continuing to cultivate the relationship once a gift is received. Many organizations think their job is done once they receive a grant from a foundation. Really, your job has only just begun when it comes to building a long-term relationship. This foundation could lead you to many other individuals who could find your story to be very inspirational. Rejection is a message to you that you need to do something different.

What to do: First, make sure you put staff and board members of the foundation on your mailing lists to receive newsletters, event invitations and annual reports. If you have any major events, make sure one of your board members personally invites people from the foundation to attend. If you have a fantastic success story, send a quick email off to someone at the foundation sharing how their donation has made a difference in your ability to deliver on your mission. Invite them in for another tour and be sure to ask them, “Who else needs to know about us?” This is one of the most powerful questions you can ask a supporter. One supporter could lead you to one or even ten prospective supporters.

Let us know what you think!