webinar: practical fundraising strategies in economic development
TRANSCRIPT
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Practical Fundraising Strategies & Current Trends
forEconomic Development
Webinar presented Nov. 17th, 2015.
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Agenda
1. Brief History of ED Fundraising2. Practical Fundraising Strategies
– Return on Investment– How to use ROI to raise the money
3. ED Fundraising Trends– Biz Retention / Expansion– Workforce Development– Closing Funds & 501c3’s
4. Q&A
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History of Econ Dev Fundraising
• Over 10,000 EDOs across the country• Most are only publicly funded• In some cases, funding is adequate• In many cases, there’s not enough money
• In mid-80s, progressive communities started raising private $ to become more competitive• Started as Committees of 100 or 1,000• Eventually funded multi-year initiatives (3 to 5 years)• Most initiatives housed in local Chambers, but soon
spun off into their own 501c6 or c3 orgs
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Location Pop. 5-Yr Goal RaisedIthaca, NY * * 102,000 $1,400,000 $1,709,450Burlington, NC * 115,000 $1,600,000 $1,700,000Elmira, NY * 90,000 $1,400,000 $1,683,900Henderson, KY 90,000 $2,600,000 $2,815,000Gainesville, FL * * 253,000 $6,000,000 $6,038,232Roanoke, VA * 93,000 $2,600,000 $2,738,000Burlington, IA * 35,000 $1,800,000 $2,010,200 Vermillion, SD 10,000 $1,500,000 $1,640,000 Wayne County, OH 15,000 $2,300,000 $2,417,480 Chattanooga, TN 349,000 $8,800,000 $10,000,000Greenwood, SC * * 70,000 $4,500,000 $3,880,000
History of Econ Dev Fundraising
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Donations
Gifts
Contributions
It’s aboutReturn on Investment,
&“What’s in it for
Me?”
Practical Strategies - ROI
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Practical Strategies - ROI
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Expected Annual Results• $1,769,766 in new car & truck sales• $2,341,629 in grocery store revenue• $1,205,126 in electricity revenues• $421,373 in natural gas revenues• $3,669,555 in restaurant sales• $3,557,590 in medical revenue• $3,363,759 in apartment rents• $6,245,272 in new financial deposits
Marketing Budgets > Philanthropic Budgets
Practical Strategies - ROI
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Practical Strategies – Test the Plan
1. Identify your community’s challenges and/or opportunities.
2. Draft your multi-year proposed solution• Include multi-year costs & goals
3. Test your proposed solution• Board of Directors & Major Biz Leaders
4. Refine your plan based on feedback (if they help write it, they’ll help underwrite it)
5. Raise the money
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Practical Strategies – Raise the Money
1. Approach largest investors/beneficiaries first• If $1 million goal…• $100k --> 75k --> $50k --> $25k --> $10k
2. Remember the metrics• Lead commitment => 10% of goal• Top 10 +> 50% of goal
3. Broaden the base / grassroots
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What can you fund?• Operations• Marketing• Site Selector Tours• Facilities
Hottest trends right now• Business Retention & Expansion• Workforce• Closing funds and 501c3’s
Econ Dev Fundraising Trends
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Existing Industry HQ Visits• Coordinate with local GM/Plant Manager• Meet w/ top brass at HQ
1. Thank you for doing business in our community
2. What can we do to help you?3. What new product lines are in your pipeline?4. And how do we win that expansion here
versus your plants elsewhere?
Econ Dev Fundraising Trends
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Supplier Recruitment• Compile community-wide list of suppliers
• Get contact information from local industry• Utilize 3rd party database (Datamyne)
• Identify commonalities (suppliers or materials)• Develop contact strategy (in-house or 3rd party)• Utilize local industry to open doors / close deals
Econ Dev Fundraising Trends
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Workforce Development/Retention• Most job openings since 2000 (5.8M in July)
• $35k/each = $203 billion in potential payroll• EDOs are facilitating discussions – industry, high
schools & higher education• Industry tours – students, teachers, parents, and
guidance counselors• Awareness – income/career opportunities of
two-year education• Promise Initiatives
Econ Dev Fundraising Trends
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Opportunity & Deal Closing Funds• Mostly in smaller communities• $100k to $250k => grants of $25k to $50k
501 (c) (3) Foundations• Necessary for corporate/philanthropic
foundations and families/individuals• Six-month approval timeline• ~$10k cost
Econ Dev Fundraising Trends