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Leading Communities

Mr Patrick Moriarty

Director

Training and Development

www.ourcommunity.com.au

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Today’s ProgramFundraising - developing an annual fundraising plan

The componentsAddressing the issues

Building Community Partnerships Identification Partnerships Engagement

Grant Applications for schools Understanding the Australian grants landscape Identifying and searching out grantsDescribing your school in the best light Outlining a grant proposalMonitoring, Evaluating and Reporting Back

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The Annual Fundraising Strategy for Schools

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Why do we bother with fundraising?

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From the pilot project we found that

• 47% never submitted a grant to philanthropy (42% business)

• 42% 500 or more students vs 10% less than 100

• Commitment and enthusiasm (8% exc, 32% good)

Why do we bother with fundraising?

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Creating the Annual Fundraising Strategy

• Participative• Simple• Priorities for fundraising • Creative

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All Schools Need Funds

Fund Raising is Essential for establishing and

SUSTAININGSocial Capital

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The Annual Fundraising Strategy

Assign fundraising as a priority responsibility (Why are you fundraising?)

Develop an inclusive strategy

Work out the elements – what mix?

Gain School Council approval

Communicate widely and often

Keep fresh e.g. Akuna Long Lunch “as this was getting a bit stale changed to Akuna under the starts”

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Ambivalence about fundraising?

Is the fundraising function highly enough valued in the school and in the school

community?

What fees would result if fundraising did not occur?

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Who leads the Fundraising Plan and Action

Options

• A designated staff member (or part thereof)

• The parent body

• A specifically designated committee with parents, interested staff, students

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A simple fundraising mix

• Grants:• Affinity - members, friends, supporters,

alumni – business memberships• Individual donations leads to wills, bequests

and life insurance:• Community events:• Sponsorships: • Business opportunities:

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Annual Fundraising Strategy

• Grants - Gov, Corporate, Philanthropic

• Affinity - members, friends, supporters, alumni, business memberships

• Individuals - donations, wills, bequests, life insurance

• Community events: sausage sizzle, Annual School Concert

• Sponsorships: Major or minor

• Business Opportunities: Hiring Hall, Facilities, Catering for Tenders

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Grant making within a fundraising context

75% of all funds raised comefrom individuals – donations and bequests and not from grants

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Members, Friends and Alumni = More Funds

Relationship Building

•Establishing an expanding database -is there an opportunity for student involvement

•Communication – 4 newsletters a year-is there an opportunity for student involvement

•Ask for additional donations for special projects

• Invite affinity network to all events

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To Build Individual Donations

After relationships and initial donation start to flow from the affinity groups, schools

can start to lock away -

Wills, bequests and life insurance policies

67% rated donor data base as poor

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The OC Donations Online Facility: the Australian Giving Centre

www.ourcommunity.com.au/giving/main.jsp

• Younger donors

• Double the amount of the donation (average $125)

• Attracting donors to the hub as well as the organisations

• Adding to the data base

• Another source of marketing for donations

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Community events should be fun and if the aim is to make money, make

sure that they make money

……..and remember to invite everyone on the donor data base

( BUILDING RELATIONSHIPS IS NECESSARY TO ATTRACT

DONATIONS)

Community Events

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The community event business plan

$ Aim• Offset Costs (donated, in kind)• Minimise Expenditure (single pt of control)• Increasing NET profit every year

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Business opportunities

• Does the product/activity have to ‘fit’ the school?

• Is there a market where the issues of equity can be addressed?

• Should the business be a separate entity?

• Can students be involved?

• Are there ethical issues?

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The Business Plan

• When will the business break even?

• Will the real costs be covered?

• How much surplus will be reinvested in the business?

• Is there a business?

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Let’s try and answer some of these key questions

• Who is accountable for overall fundraising now – would you change this for any component?

• Who is in the fundraising group?

• Relationship to Parent Association

• What components of the fundraising strategy can you realistically expect to develop over the next 6 months?

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Values

In the next ten minutes discuss who you will or won’t deal with?

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Business as a Collection Point

Volunteering

In-kind Donations

Pro-bono or Discounted Services

Sponsorship

Skills and Knowledge

Mentoring

Sharing/Donation of premises and other Infrastructure

Employment/Work Experience

Community Involvement Programs

Monetary Donations

Scholarships & Awards

Community Partnerships: The Mix

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Forming Partnerships – The Benefits to Schools

• Projects and achievements

• Improved Morale

• Increased knowledge and skills

• Profile and Influence

• Opportunity to develop alternative paths

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Forming Partnerships – The Start

• What are your values?

• What does your school community need/want?

• Who could help?

• How could they help?

• Why would they help?

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Values?

Would your school community want your school partnering with:

• Fast food?

• Alcohol?

• Gambling?

• Local Government?

• An environmental group?

It is important therefore to set some ground rules upfront with your school community - Is this a school debate?

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What do you want/need?Develop a “wish list” what are you trying to achieve through a partnership?

• Increased profile for school in community

• Motivate School Community

• Increase capacity or skills

• Helps establish Long-Term Fund Raising Strategy

• Demonstrate that school is part of community

• MORE THAN JUST MONEY OR GOODS – (although money is also very welcome)

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Who Are the Partners?

• Other Schools – a school cluster for bigger impact?

• Local Community Groups (sport? environment?)

• Local Government (programs, facilities)

• Major Corporations?

• Local businesses? What type? What do they bring?

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Business as a Collection Point

• The business having a collection “tin” or box in school colours for a nominated school on its front counter for donations from customers or visitors.

For example: Collecting on behalf of a School:

Paying an amount to a school on goods sold:

• The business providing a percentage of the sale price on an item/items to their community group partner.

• The business donating to their partner a 50c gift for every one of a specially marketed item (cakes, wine) sold.

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Volunteering

Individual volunteering:

• Could see individual business staff reading to children at library, or planting trees with school for an environment group in an area they are trying to rehabilitate.

Employee volunteering:

• Could see business staff working together to build or improve a school playground, or to act as marshals/guides for a special event held by the school.

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Partnerships can be one antidote to parent fatigue

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Volunteering – my favourite

Joining a school council or committee:

• Where business staff can provide expertise in a role on the school council or committee.

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In-kind Donations

Donations of goods:

• A restaurant/cafe donating food for a breakfast program.

Donations of services:

• Hairdressers providing free haircuts for children in need.

Donations of resources:

• Business allowing school partner to use your photocopier to print off flyers

Sharing key promotional vehicles:

• This could see a business advertise an upcoming school event or promote school enrolment in its newsletters or advertising and vice versa for the school.

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Scholarships & Awards

Creating a scholarship:

• Business and community group partners can work together to create a scholarship in a field of mutual interest – benefiting the scholarship winner and the community.

Creating an award:

• An award can be established which can again reflect the areas of interest of both business and the school.

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Marketing the message

Positioning the sponsor

The ethics of particular sponsors for schoolscorporates; government – local ……..and large NGO’s who want to take their programs to schools

56% rated their ability to identify and sell an opportunity as poor

36% of those that had sponsors rated the sponsors happiness with arrangement as poor

Sponsorship needs marketing

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Sponsorship - marketing

Make a list of all marketing vehicles

• Newsletter• Events• Conferences• Media - local newspaper - community broadcasting station• Signage (position, position, position)

Can you think of this valuation as a cluster/partnership ?

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Starting the relationship

One tactic - Principal for a day – – the CEO/ owner of business– President of Rotary/Lions/Probus– local government mayor/councilor– Larger NGO– Famous past student?

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Forming Partnerships – The Approach

• Don’t ask for your partner to solve the world – ask for them to tip their toe in the water (build the relationship)

• Develop a professional approach – tell them why you are a good fit for them?

• Don’t undersell the school community - value your assets – reputation

• Professional – research the organisation (annual reports, what else they have done in your community)

• If you know any staff (or better still have a parent who is a staff member or manager) talk with them and work out who to approach

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The Top 10 Tips for developing successful partnerships

1. Don’t ALWAYS start by asking for MONEY

2. Start by getting a clear view about what it is exactly you want the partnership to achieve – what does each party bring to the table

3. Express it simply – in a written format and also broken down into overheads (no more than 10)

4. A face to face meeting to present the vision (FIND THE DECISION MAKER)

5. An agreement drawn up with the details and questions resolved - sometimes takes a number of meetings.

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6. Establish regular meetings to discuss the progress and mutual satisfaction with the project

7. Gradual deepening of the relationship – This can be by broadening the relationship or by engaging the partner in other events

8. Internally think about planning for next steps in the relationship

9. Don’t assume the partnership is forever – plan for the separation (in advance – who keeps the dog)

10. Thank the partner – in writing, in meetings, in public

The Top 10 Tips for developing successful partnerships

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The 11th tip

If you want to end a partnership QUICKLY – – Walk across the road and invite a competitor to be

involved– Never thank a partner– Always expect something and never give in return– Let the relationship stagnate– Send a submission like these…..

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Forming Partnerships – Communication

Communicating with your partners regularly is critical if you want to build the relationship.

• Set up regular meetings

• Provide partner with information that they can use in their own communications (photo opportunities)

• Demonstrate what you have achieved (e.g. survey school community?)

• Tell them what you have done for them – and value it (who else is paying what – e.g. sporting clubs, charities)

• Thank them (regularly)

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Your table is the group

• Brainstorm as many partners as possible• Select the most likely strategic partner• List your marketing values• Outline the different ways in which you can partner• Select the starting point

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Homework - School Partnerships

• Identify 2 partners (NGO’s, business, local government)

• Spell out ways in which you intend to set up the partnership; e.g. collection points, volunteering, scholarships etc.

• Estimate the value of school – all assets and marketing vehicles – don’t undersell

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How Schools Can Win More Grants

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Grant Session Objectives

• Understanding the Australian grants landscape

• Identifying and searching out grants

• Describing your school in the best light

• Outlining a grant proposal

• The grant seeking golden rules

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How well do you fare?

• Sourcing grants - knowing where the $ are

• Process for applying

• Application itself

• Relationship management

SPAR

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An Overview of Grants in Australia

• Government - Federal - State - Local

• Philanthropy

• Corporate – grants vs sponsorship

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Government grants in a total grant context

Commonwealth

States

LocalCorporate Private philanthropy

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Philanthropic grants

• Family foundations (e.g. Myer Foundation)

• Master trusts (e.g. ANZ Charitable Trust)

• Corporate grant making (Telstra Foundation)

• Community Foundations

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Easy Grants Newsletter Information Every Month and support for grant seeking

• Comprehensive - every grant in Aust

• In time (approx 2 months ahead)

• Proactive

• Advice and Tips

1st step is knowing where, when and how

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A winning grant process

• Agenda item – bring up at meetings/ roles responsibilities

• Nominate a scout to search for grants

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Grant seeking

Easy Grants:• What’s the “problem” you need to solve• Look up the categories• Find the grants• Assess:

• for suitability• amount (ave, min,max)• guidelines

• Check the closing date

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List problems you want to solve through grants

What is the problem to be solved?

How will you solve it?

How Much will it cost?

How long will it take?

Large proportion of school is CALD and literacy is a major problem

Develop a visual storytelling program to assist in their literacy learning

$5,000 One year program

Accessibility in school needs to be improved to improve access

Ramps to classes

$32,000 Three months

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A winning grant process

•Develop a process for submission on time

• Different ways for each organisation• Volunteers/ Paid• Fulltime/ Part time/ Commission

•Save time through templates

•Phone to confirm suitability

•Research (statistics, relevant data, reference to similar successful projects)

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Finding the right fit to seek grants

• Select the topic for the issue or area for the grant

• Brainstorm every grants area possible

Draw a matrix

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Lateral thinking about grants

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Multicultural

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Education

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Health

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Youth

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Family DisabilityCommunityArts

√√√Potential Funding

For example – develop a school band

Are you doing anything innovative/inclusive?

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Looking Beyond the Narrow Category View

Think outside the square and think how else you contribute to the local community. • What is your constituency – who are your parents and what programs do you undertake?

• Are your activities encouraging healthy practices or an anti-drug, anti-alcohol, anti-smoking attitudes?

• Do you service a large multicultural or indigenous group? • Are you providing opportunities for youth to learn leadership skills?

• What is the school doing to promote harmony or community cohesion?

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The Grants Template

Vibrant Description of Your SchoolRe-use for most applications and for marketing and communication (e.g. sponsorship proposal,brochures) • Why is your school the best in the world?• What is school known for?• Who loves school and why?• Your school staff and parent committee• Your annual budget

(4 to 6 pages on your school = Who, What, Where, When, Why, How)

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How do you apply the template

• grant application applications/forms are unlikely to be exactly the same…However most if not all will want to know about you and your school

• You now have one document with many sections that can be cut and pasted (CAREFULLY) to save time BUT it still needs to be tailored to the grant (and priorities - DON’T just use one for all).

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You think that the grant suits your needs

• READ the Guidelines • READ AGAIN• Check upper and lower $ limits• When does it close (plan to meet it)• What is the average grant?• What groups/projects/programs have won the grant

previously?• What is the tone, type (i.e. hints) of the words

used…

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Saving time and creating relationships

• The phone call

• The meeting

• Resilience in the face of the arrogant brush-off

• Remember court orders apply to stalking (it may also heavily reduce your chance of grant success) – weigh up the relationship (yes/no answers sure warning sign)

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The Proposed Project

• Define the problem/need• Clearly defined and achievable objectives• Specific• Realistic• Achievable within timelines• Result in outcomes that can be measured• Who is involved (internal/external)?

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The Methods

• Activities – list them against a timeline

• Steering of the project

• Mobilisation and expansion of network

• Accountable person and CV

• Professional submission (back of envelope won’t usually cut it)

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The Methods

Activity Budget Timetable

Activity 1 $ June 3 – July 4

Activity 2 $ June 6 – July 13

Activity 3 $ July 14 – Aug 29

Activity 4 $ Aug 30 – Nov 30

Activity 5 $ Dec 1 – Feb 27

If template provided - USE IT

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Timeline

• Keep it realistic

• Budget in sync with timeline

• A milestone spreadsheet?

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Community Support

Evidence –• Letters-current and targeted to the project• Financial - can you do what you say• In kind - who is doing what for you• Local Newspaper Articles• Research (as before)

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Budget

• Match budget to activities• Match timelines to budget• All items of expenditure under headings• A percentage of overheads (check)• Contingency (check)• Cost in volunteer time (check)• What are you putting in?

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Budget Format - IncomeIncome $

Earned Income –

Ticket Sales, publication sales

Cash Contributions –

Green Family Foundation (committed)

Local Council (pending)

In Kind Contributions

Hammer Hardware (timber & building supplies)

Volunteers @ $25 per volunteer per hour

Campbell High School (free rent of school hall)

Amount Requested from Foundation for this grant

Income Total

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Expenditure $

Salaries and Wages – (Project Specific)

Administration – Postage

Telephones

Stationery and Office Supplies

Rental – Special facilities or equipment

Publications – Print & Electronic

Brochures, websites, booklets

Transport – Buses, Taxis

Equipment and other project materials

(Itemise all project specific items under broad headings)

Evaluation

Contingency – Keep to a maximum of 5% of total budget (if allowed)

Expenditure Total

Budget Format - Expenditure

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Future Sustainability

How will the project be sustained?

• Does this mean continuing past the life of the grant? How?

• Spell out the impact a one off project will have.

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Layout: Clean and Simple

• On time, by email (if allowed)• A summary on the front (if allowed)• An index• Within a numbered page limit - 4 to 6 max• Check spelling, grammar, facts and figures• Use bullet points• Active rather than passive voice• Check that the budget adds up• Check that you haven’t got another grant provider

named

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Monitoring

• Monitoring - systematic and regular updates

If in your project plan you have identified points of reporting – REPORT properly.

Even if you haven’t planned reporting points it is worth doing this as it can keep your project in track and also identify if you have hit a stumbling block.

If you have you are better off discussing it up front rather than waiting for the crisis to hit.

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Evaluation

• Assuming that you have kept your funder informed as to the project status it is worthwhile evaluating your project at several points.

AS you progress keep track of whatever you said you would achieve as OUTCOMES

• Keep checking – am I delivering what I said I would? How did I say I would evaluate this project?

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What are your outcome measurements?

• Qualitative – parent/child satisfaction, perceptions

• Quantitative - Increased membership, no of attendees

• Horses for courses - size, length, amount – if it’s a $200 grant for equipment don’t go overboard

Have you achieved what you set out to do _ LESSON DON’T OVERPROMISE

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Winning the grant – and more and more…

• Celebrate Internally – But first thing to do is say thanks

• Invite funders to any events, openings (if they attend acknowledge them in speech)

• Send regular reports and communications• Acknowledge funders on all materials (newsletters) and verbally

….THEN LET THEM KNOW WHAT ELSE YOU WANT TO DO

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Not winning is not losing in the future

• Murder is illegal

• Ask for a debrief

- Should more information have been provided?

- Was there one particular area (or many) where they could improve?

- Would they consider another application in future?

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Collaboration

Everyone is looking for efficiencies

• Consultation

• Joint submissions

• A Learning network

• DGR - ( tax deductibility) – Auspicing/partnering“it adds weight but we need to see evidence

of the support” e.g. a draft timetable of when groups will use facility)

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Our Community: Helping Schools

To become viable, sustainableDon’t forget if you think it’s bad now …..

‘When I look at the younger generation, I despair for the future of civilisation.’

(Aristotle, 300 BC)

You’re never alone

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Homework - Grants

• Develop your 4-6 page school template.

• Identify who in your school is going to receive Easy Grants and identify who will apply (send me their details)

• Apply for at least two grants in the next two months – I’m happy to provide feedback preferably send by email to patrickm@ourcommunity.com.au