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  • Value-Driven Donor Development
    to both nonprofits and foundations Whether you are teaming with the right nonprofit to attract the interest of specific donors or offering a funding opportunity through fee for service activities you exist as an important intermediary in the funding process As an intermediary you are in a unique position to offer value to both nonprofits and foundations As an intermediary you are the hollow groove of the hourglass For nonprofit providers the bottom half of the hourglass your special access to foundations along with your experience developing donors and writing grants can connect them with funding opportunities For foundations the upper half of the hourglass your knowledge of who is doing innovative and effective work in the nonprofit sector along with your ability to design TTA plans targeted to their grantee s needs can connect them with effective nonprofits The value driven approach to donor development seeks to align what funders want with what you have to offer The value driven approach requires that you customize your pitch using language that the donor understands framing your work as an opportunity for the donor to fulfill their mission This lesson will walk you through a simple three step process to transform your development strategy CHAPTER 3 Listen Identify The first step to determining how best to approach a foundation is to do your research You need to seek out information regarding what foundations align with a program s area of expertise and learn how those foundations describe their missions Once you have identified these elements make a chart that includes The Funder s Name Its Funding Priorities Its Funding Region Areas of Alignment for the Service Provider and additional questions to ask the foundation Before you can figure out how to approach a foundation or potential donor you need to do your research When conducting research there are two basic questions that you need to answer Which foundations donors align with my program s areas of expertise For each foundation I m interested in how do they describe their mission and what are their concerns and priorities In answering these questions you are trying to figure out what value you can add so you can package what you offer in a way that is palatable and interesting to the funder There are a number of online resources that can help connect you with potential donors as well A good place to start is the Nonprofit Fundraising and Grantwriting Page of the Free Management Library located here Outlining the central elements of a funding opportunity helps structure fundraising efforts There are a number of aspects related to each potential funder that you should chart The first is the foundation s Funding Priorities This describes the types of work that most interests the funder As you identify these priorities make sure to document them using the same language as the funder Next identify the Areas of Alignment both in terms of services and region between the nonprofit and the potential funder Finally generate

    Original URL path: http://www.strengtheningnonprofits.org/resources/e-learning/online/vddd/Print.aspx (2016-02-12)
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  • Interactivites
    seems unfamiliar or if an activity is really tough to get through click the chapter title on the tabs above for additional instruction Overview None Reframing Your Approach The Problems With Fundraising Learn how your expertise aligns with the needs of the potential funder Learn how your expertise aligns with the needs of the potential funder Text version of audio here The Value Driven Donor Development Approach The hourglass concept describes how your efforts may vary The hourglass concept describes how your efforts may vary Text version of audio here The three steps of value driven donor development can transform your strategy The three steps of value driven donor development can transform your strategy Text version of audio here Listen Identify Use the funding propriety research template to chart aspects related to each potential funder Use the funding propriety research template to chart aspects related to each potential funder Please download this helpful template to begin creating your own Funder Priority Research Table Text version of audio here Understand Your Value Use this template to align funders needs with your strengths and create a value statement Use this template to align funders needs with your strengths and create a value

    Original URL path: http://www.strengtheningnonprofits.org/resources/e-learning/online/vddd/Interactivities.aspx?chp=99 (2016-02-12)
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  • Interactivites
    the overview and pause at any time by pressing the Pause button on the bottom left of the player The buttons at the bottom right of the player allow you to control the volume and shift the video to full screen On Screen Text Below the player you will find on screen text This includes the detailed information you will need to know in order to meet learning objectives for

    Original URL path: http://www.strengtheningnonprofits.org/resources/e-learning/online/vddd/Help.aspx?chp=99 (2016-02-12)
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  • Overview - Value-Driven Donor Development
    Adobe Flash Player to view some content on this site Audio Transcript Welcome to the Value Driven Donor Development e learning lesson At the end of this lesson you will be able to Recall the three steps of Value Driven Donor Development Outline a funder priority research plan create a matrix aligning funders needs and service providers strengths Translate your findings into a value statement and write a concept paper

    Original URL path: http://www.strengtheningnonprofits.org/resources/e-learning/online/vddd/default.aspx?chp=0 (2016-02-12)
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  • 1 - Reframing Your Approach: The Problems With Fundraising - Value-Driven Donor Development
    it can be to get a donor to adjust its course In addition nonprofits often standardize their language in a way that might not correspond with the language of a potential donor The two sides end up speaking different languages The moment a donor needs to translate a funding proposition into something it cares about is the moment a nonprofit has put all of its hard work at risk The problem with these two approaches is they center on asking donors for a handout rather than offering funders an opportunity Offering an opportunity requires learning what funders want to accomplish and articulating how those objectives align with your work Convincing a donor of your way of thinking is difficult to do Traditional fundraising focuses on changing minds to create believers Most nonprofits believe in what they do on the need that exists and the solutions offered When walking into a meeting with a potential funder the aim is to convince the donor of a particular way of thinking and to have them invest accordingly The problem with this approach is that it is difficult to lure someone away from the priorities beliefs and values they already subscribe to and are being paid to uphold When you build your case to a generic audience you end up speaking a different language than the donor The language used to describe a program tends to be generic in the sense that the same description is cut and pasted into every grant proposal and into every conversation The problem with this is that the terminology used to describe your mission values or outcomes may be significantly different from the terminology the donor uses to articulate its mission and priorities You end up speaking two different languages and relying on the donor to translate your

    Original URL path: http://www.strengtheningnonprofits.org/resources/e-learning/online/vddd/default.aspx?chp=1 (2016-02-12)
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  • 2 - The Value-Driven Donor Development Approach - Value-Driven Donor Development
    want with what you have to offer As an intermediary you are in a unique position to offer value to both nonprofits and foundations Whether you are teaming with the right nonprofit to attract the interest of specific donors or offering a funding opportunity through fee for service activities you exist as an important intermediary in the funding process As an intermediary you are in a unique position to offer value to both nonprofits and foundations As an intermediary you are the hollow groove of the hourglass For nonprofit providers the bottom half of the hourglass your special access to foundations along with your experience developing donors and writing grants can connect them with funding opportunities For foundations the upper half of the hourglass your knowledge of who is doing innovative and effective work in the nonprofit sector along with your ability to design TTA plans targeted to their grantee s needs can connect them with effective nonprofits The hourglass concept describes how your efforts may vary You need Adobe Flash Player to view some content on this site The value driven approach to donor development seeks to align what funders want with what you have to offer The value

    Original URL path: http://www.strengtheningnonprofits.org/resources/e-learning/online/vddd/default.aspx?chp=2 (2016-02-12)
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  • 3 - Listen, Identify - Value-Driven Donor Development
    elements make a chart that includes The Funder s Name Its Funding Priorities Its Funding Region Areas of Alignment for the Service Provider and additional questions to ask the foundation Before you can figure out how to approach a foundation or potential donor you need to do your research When conducting research there are two basic questions that you need to answer Which foundations donors align with my program s areas of expertise For each foundation I m interested in how do they describe their mission and what are their concerns and priorities In answering these questions you are trying to figure out what value you can add so you can package what you offer in a way that is palatable and interesting to the funder There are a number of online resources that can help connect you with potential donors as well A good place to start is the Nonprofit Fundraising and Grantwriting Page of the Free Management Library located here Outlining the central elements of a funding opportunity helps structure fundraising efforts There are a number of aspects related to each potential funder that you should chart The first is the foundation s Funding Priorities This describes the

    Original URL path: http://www.strengtheningnonprofits.org/resources/e-learning/online/vddd/default.aspx?chp=3 (2016-02-12)
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  • 4 - Understand Your Value - Value-Driven Donor Development
    using their language Describe the services you offer allowing yourself to be creative in what you are able to do and create a value statement that frames your value in a language the funder will connect with Finally be specific and realistic a funder will not respond well if you promise more than you can deliver After you understand your target foundation s priorities and concerns determine how to position your services as a value add that the funder wants to invest in You should be able to articulate why funding a particular set of services represents an opportunity for the funder As a purely practical matter funders are interested in hearing what you can do for them Be able to clearly answer that question in the form of a value statement Outline how your services match with the funder s priorities to create a value statement First identify the funder s priorities using their language and dig as deep into their philosophy as you can Describe the services you offer allowing yourself to be creative in how you slice and dice your work For instance include work you could offer if you teamed with the right partner Finally create

    Original URL path: http://www.strengtheningnonprofits.org/resources/e-learning/online/vddd/default.aspx?chp=4 (2016-02-12)
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