Developing Your Case for Support

by Seiler, Timothy L.

• ISBN13: 9780787952457
• ISBN10: 0787952451
• Edition: 1st
• Format: Paperback
• Copyright: 2001-08-16
• Publisher: Jossey-Bass

Summary

Learn step by step how to craft a winning case statement!This tool in the Excellence in Fund Raising Workbook Series offers you a practical, hands-on guide to creating the cornerstone of any successful fund raising program--an effective case for support. Written by Tim Seiler--a leader in the field of fund raising and a disciple of master fund raiser Hank Rosso--Developing Your Case for Support provides you with a complete framework for bringing together all the reasons nonprofits know they are worthy of support, and shows you how to develop a case that makes those reasons concrete and real for donors. Filled with helpful worksheets and examples, the workbook features a step-by-step methodology for gathering, organizing, and using the information essential for developing a compelling case statement.

Author Biography

Timothy L. Seiler is director of Public Service and The Fund Raising School and assistant professor of philanthropic studies at the Center on Philanthropy at Indiana University. Formerly, he was vice president of Indiana University Foundation. He is the editor-in-chief of the Excellence in Fund Raising Workbook Series from Jossey-Bass and coeditor of New Directions for Philanthropic Fundraising.

Table of Contents

Exercises and Worksheets	xiii
Preface	xv
The Author	xix
Part One: Introducing the Case for Support	1	(16)
Key Terms	3	(4)
The Case and the Cause	3	(1)
Case Statement	4	(1)
Case Expression	4	(1)
Case Resources	5	(1)
External and Internal Cases	5	(1)
Mission, Goals, and Objectives	5	(2)
The Case and the Fund Raising Cycle	7	(10)
The Fund Raising Cycle	7	(1)
Examine the Case in Step 1	8	(1)
Make the Case the Cycle Bedrock	9	(1)
Determine Who Develops and Reviews the Case	10	(7)
Part Two: Case Components	17	(72)
Mission Statement	21	(10)
Examples of Mission Statements	21	(3)
Identifying Organizational Values	24	(3)
Reviewing Your Mission Statement	27	(4)
Goals	31	(6)
Examples of Goals	31	(1)
Goals Compared to Mission	31	(1)
Program-Related Goals	32	(1)
Fund Raising Goals	32	(1)
Writing and Reviewing Goals	33	(4)
Objectives	37	(6)
Examples of Objectives	37	(1)
Objectives Compared to Goals	38	(1)
Examples of Goals with Objectives	38	(1)
Writing and Reviewing Objectives	39	(4)
Programs and Services	43	(6)
Using Stories	43	(1)
Identifying Who Benefits	43	(1)
Collecting Testimonials	44	(1)
Enhancing and Reviewing Program Descriptions	45	(4)
Finances	49	(10)
Showing the Costs of Mission Fulfillment	49	(1)
Presenting the Information	50	(1)
Justifying the Need	50	(1)
Examples of Financial Presentations	50	(4)
Preparing and Reviewing Presentations	54	(5)
Governance	59	(8)
Selection of Board Members	59	(1)
Board Representation	60	(1)
Board Member Strengths	60	(1)
Board Functioning and Structure	61	(1)
Board Evaluation	62	(1)
Information About Members and Advisers	63	(1)
Reviewing Governance Information	64	(3)
Staffing	67	(4)
Credentials and Qualifications	67	(1)
The Organization Chart	68	(1)
Identifying and Reviewing Staffing Information	68	(3)
Service Delivery	71	(4)
Providing Basic Access	71	(1)
Offering Superior Service	72	(1)
Describing and Reviewing Service Delivery	72	(3)
Planning and Evaluation	75	(6)
Short-Term Fund Raising Plans	75	(1)
Long-Term Fund Raising Plans	76	(1)
Evaluation	76	(1)
Reviewing Fund Raising Plans and Evaluation Processes	77	(4)
History	81	(4)
The Place of History in the Case	81	(1)
A Focus on People	81	(1)
Writing and Reviewing a History	82	(3)
Component Checklist	85	(4)
Part Three: Putting the Case to Work	89	(24)
Testing the Completed Case	91	(8)
From Internal Case to External Case	91	(2)
Case Qualities That Stimulate Donors	93	(1)
Matching Case Expressions to Donors	94	(1)
Reviewing Your Case Expressions	95	(4)
Annual Review of the Case	99	(8)
Answering Critical Questions Every Year	99	(3)
Identifying Why Donors Should Give	102	(2)
Conducting an Annual Review	104	(3)
Moving Forward with the Case	107	(6)
Leading the Effort	107	(1)
Assembling the Case Resources File	108	(1)
Developing and Testing the Case	109	(1)
Recognizing All the Case Functions	109	(1)
Reviewing and Revalidating the Case	110	(3)
Part Four: Resources	113	(2)
SAMPLE CASE FILE	115	(8)
Our Neighborhood Development Corporation	116	(7)
SAMPLE CASE EXPRESSIONS	123	(43)
The Case for Renovating the Abbey Church	124	(15)
Letter Sent to ``Insiders'' During Renovation	139	(2)
Text of Regional Benefactors Dinner Talk	141	(4)
Newsletter Article Detailing Renovation Plans	145	(5)
Appeal Letter Sent to Summer Session Alumni	150	(1)
Appeal Letter Sent to Friends	151	(2)
Brochure Included with Appeal Letters	153	(4)
Press Release Announcing a Large Gift by an Individual	157	(2)
Appeal Letter to Donor Recognition Group	159	(2)
Mailing Describing Changes in Donor Recognition Group	161	(5)
Honor Roll of Donors	166