How to Write a Case Statement
Transcription
How to Write a Case Statement
Volume 1, Issue 1 October 2011 On the Inside… Client Story: CARE for Kids. ........ 2 Speaking Engagements.......... 2 From our Question Café: Funding Endowments. ... 4 How to Write a Case Statement A nonprofit organization’s mission is to help others. As a fundraising professional, it is your responsibility to raise the funds necessary to implement your organization’s programs. To do that, you need to convince donors to give. You know why your organization will make a difference. But does everyone else? Donors need a reason to believe. A case statement—a compelling articulation of why a donor should give to your organization—will give that to them. A good case statement will answer five basic questions: • What is the need? • What evidence is there that this is a pressing need? • How is your organization uniquely qualified to tackle this need? • What will be the benefits of your action? • What are the negative consequences if you fail?1 Getting Your Fundraising Case in Order Begin by assembling an internal case statement—a collection of materials that in some cases could fill a file folder or binder. Information you pull out of this compre- hensive repository will become the meat of your fundraising case. Gather all the data you can find as to why someone should give to your organization. Find specific details, facts and figures that not only support the need for what you do, but also demonstrate how it is working. Pull financial records to demonstrate your solvency. Pull background material— everything from your mission statement to press clippings to past annual fund letters. Gather testimonials from people you have helped and statistics about the demographic you serve. Interview donors and find out what compelled them to give. Collect any information you can find that will paint a picture of the future without your solution. Writing Your External Case Statement Once you have collected all the necessary material, it is time to write the case the rest of the world will see—the forcible, hearttugging “reason to believe” that a donor can read and say, “I need to support that organization.” Go through the material you assembled for your internal statement, pull out the most compelling information and then begin to write it, section by section. If possible, make it personal. Include specific stories of Continued on page 3 Are You Ready for the Year-End Fundraising Rush? This post appeared in the Foundation Center’s website blog, “Philanthropy Front and Center–Cleveland” Fundraising is a marathon, not a sprint. Because our jobs as development professionals are never really finished (there is always more to do,) it is critical that we pace ourselves. Whether your organization follows a calendar or fiscal year, autumn can be a very busy time that requires juggling many balls simultaneously—foundation deadlines, individuals’ year-end giving, holiday events, etc. Read the entire blog at www.grants-plus.com/grantblog.html Come See Us: Client Story: CARE for Kids October 13, 2011 8:00 a.m.–12:30 p.m. Grants Plus will be exhibiting in the Community Marketplace at the 69th Annual Community Solutions’ Human Services Institute, held at LaCentre Conference Center 27555 Detroit Road, Westlake, Ohio 44145. In late 2009, after eighteen months of preparation and research, the CARE for Kids committee in Conneaut, Ohio launched a capital/endowment campaign seeking $5.5 million in donations and gifts-in-kind from grants and private sources to build a 20-acre athletic, recreation and community event campus in central Conneaut. Visit our booth for a free gift and a chance to win a Kindle 6" 3G! Attend the Institute for free, sign up at: www.communitysolutions.com/human_services_institute/registration. aspx?EventID=1 November 3, 2011 4:00–6:00 p.m. Grants Plus is sponsoring a presentation by fundraising speaker Dionisia “Nisia” Hanson, Chief Philanthropy Officer, Charlton Memorial Hospital, Fall River, Massachusetts. Hanson will present, “ALL Things Possible: Bringing Your Board on Board to Raise More Money” at PartnerShip, 29077 Clemens Road Westlake, Ohio 44145. Presented by the Ohio Association of Community Colleges: www.ohiocommunitycolleges.org November 4, 2011 9:00–11:30 a.m. and 2:00–3:30 p.m. Grants Plus will be exhibiting at the Association of Fundraising Professionals, 28th National Philanthropy Day, held at LaCentre Conference Center 27555 Detroit Road, Westlake, Ohio 44145. Visit our booth for a free gift and a chance to win a Kindle 6” 3G! Attend the NPD workshops and/or luncheon, sign up at: www.afpcleveland.org November 17, 2011 11:30 a.m.-1:00 p.m. Lauren Steiner will be presenting a new program “Working With Direct Service Staff Members To Get Information” at the Foundation Center Library, 1422 Euclid Ave., Suite 1600, Cleveland, Ohio 44115. Attend the workshop for free, sign up at: www.foundationcenter.org/cleveland 2 An all-volunteer committee with little fundraising experience, it became apparent within a year that the group needed some professional help. Lauren Steiner and Lisa Sierk of Grants Plus and consultant, Holly Tomasch were brought in to move the campaign forward. were such an instrumental part of the campaign,” Ledford said. One of the biggest things they did was to rework the organization’s case for support. “They put together a case statement document which became the structure behind the campaign. That was a piece that had been missing… It now serves as the basis for everything else we are doing (print and online),” Ledford said. “We had all of those pieces sort of there but the case for support really solidified the campaign,” she added. Another key deliverable was a campaign In addition to writing several grants, they plan—an eight page document which analyzed the situation, developed a comcovered Campaign Essentials, Gift Tables, prehensive case statement and campaign Phased Funding Needs, Gift Sources, Timeplan, provided general strategizing, did line, Budget, Strategy, Benchmarks and a prospect research and trained the volunWork Plan. According to Ledford, this plan teers on how to run a has been instrumental capital campaign. in keeping the group “I am not sure the campaign would organized, focused and Of the three grant proeven still be on track if it hadn’t been on track. posals that were written for them. I can’t even imagine them during the course of the Asked to describe her not being there. They were such an ten-month engagement, experience working instrumental part of the campaign.” one has already come with Grants Plus and through for $25,000, Tomasch, Ledford —Tammy Ledford while the other two are replied that she didn’t pending. know what she would have done without them. One of their initial recommendations was that the campaign committee needed an “I definitely would recommend them to executive administrator and volunteer others. Not just for the grant writing but Tammy Ledford was brought on to fill that for us they really helped with the overall role. She has overseen the project ever campaign strategy and direction of the since, working closely in conjunction with campaign,” she said. the consultants and will be instrumental in As for the campaign itself? moving the project forward. “It has progressed tremendously,” Ledford “I relied on them so much in the said. beginning, asking a million questions. They were always there for me… I am not “What we have accomplished in the last sure the campaign would even still be on year is amazing when you look back. Withtrack if it hadn’t been for them. I can’t out them, those accomplishments would even imagine them not being there. They not have happened.” How to Write a Case Statement Continued from page 1 real people you have helped and paint the picture of what their future might look like without your organization. Remember, the tendency these days is for people to skim. Break up the text with photos, testimonials and bulleted lists. Gathering Information In his book, Seeing Through a Donor’s Eyes, award-winning fundraising expert Tom Ahern provides an excellent checklist of things to look for when assembling material for your case statement. His list is reproduced here with permission from the publisher1. Sections could include: Background materials about the fundamentals: who you are and why you matter • Organizational background • Your mission • Need • Your values • Your solution • Organization’s history • Past statistics • Data on those you serve • Potential impact • Your position papers • An invitation to the donor to join the cause by making a donation • Your letters to the editor If the case statement extends beyond three pages, it is also wise to include an executive summary. Make it Donor Centered Although the facts you have collected focus on the “who, what and why” of your organization and the people you serve, your external case statement needs to take that information and spin it to focus on the donor. Consider writing the donor in as the hero of your story, allowing them to take ownership in the positive change your organization is making. For Example: UNICEF: “We’re making tremendous progress. But UNICEF will not rest until the number of children dying from preventable cause is zero. Any number greater than zero is unacceptable. With your support, we are certain we can provide the help for children to get there.” (www.unicefusa.org) St. Jude Hospital: “The support of caring people like you helps ensure that St. Jude Children’s Research Hospital will continue its lifesaving mission of finding cures and saving children. St. Jude founder Danny Thomas believed that ‘no child should die in the dawn of life,’ and your donations help bring us closer to the day when every precious life can be saved.” (www.stjude.org) • Your board Background materials about what you do • Your press releases • Recent outbound communications (your newsletters for instance) Background materials on where you’re headed • Your vision • Your strategic plan (goals and objectives) • Your campaign’s monetary goal and what that money buys • Articles on trends that will impact your organization Background materials on how others see you • News clippings about you • Testimonials • Rankings • Awards • Descriptions of your programs and services (brochures and catalogs) • Proof your programs work • Staff profiles • Financial information • Case studies or anecdotes of individuals you’ve helped • Event calendars Ahern, Tom. Seeing Through a Donor’s Eyes. Medfield, MA: Emerson & Church, 2009. 33–34. Print., www.emersonandchurch.com 1 The Nature Conservancy: “You depend on nature—we’re here to save it. We’re working with you to make a positive impact around the world in more than 30 countries, all 50 United States and your backyard.” (www.nature.org) Continued on page 4 3 How to Write a Case Statement Continued from page 3 The American Heart Association: “When you donate to the American Heart Association, you are joining us in the fight against our nation’s No. 1 and No. 3 killers—heart disease and stroke. Your donation will support such life-saving efforts as research, education, advocating for better health, improving patient care and reaching populations at risk. In short, you are helping save lives.” (www.heart.org) Common Mistakes and How to Avoid Them When you spend day in and day out living and breathing your organizational mission, it often becomes difficult to see the nuggets of wisdom that are truly important to the outside world. Step back and look at what you have written from a donor’s point of view. Even better, have someone from outside your organization review the document. Cast your net wide and get as much feedback as you can. Be sure to stay away from: • Using too much technical jargon • Overwhelming the reader with too much information • Writing a case that is void of emotion Well-known fundraising writer, Jerold Panas has said that for most people who give, “it is not about building a building it is about what happens inside.” Make sure your story is about what happens inside. Stay in Tune with Trends It is important to remember that, while the case statement you ultimately adopt should be as timeless as you can make it, it is still a living document which needs to change, adapt with the times and continue to address current trends. Stay abreast of the latest studies and statistics about the issues your organization addresses by getting involved in advocacy groups and monitoring the web through list serves or an automated service, such as Google Alerts, which alerts you every time something new is published online on specific topics. (www.google.com/alerts) While it might seem like a lot of work to get your case statement put together, the results will be well worth the effort. Once complete, your well-written and compelling case statement will become the structure behind your campaign and serve as the basis for all other communications, whether they be verbal, in print or online. The Influential Fundraiser, Bernard Ross & Clare Segal, Jossey-Bass, 2009 1 1422 Euclid Ave., Suite 323B Cleveland, Ohio 44115 216-916-7376 toll-free 877-570-7755 Fax 440-505-7199 [email protected] A full-service grant writing and development consulting firm www.grants-plus.com Q: Why are most foundations reluctant to support endowments? A: Foundations themselves are endowments, or large investment accounts that are restricted for a specific purpose. They make grants to organizations that conduct activities that relate to the Foundation’s stated purpose, generally with a time limited performance agreement (like a one year grant period). Because this is considered a “restricted” grant, or a charitable donation made with a specific purpose in mind, if the activities promised in the grant agreement are not completed, the organization would owe that money back to the Foundation. Endowments are long term investments, generally like a savings account that an organization will only withdraw from interest or at specific times and to cover things like operating deficits. Most Foundations do not support endowments because they prefer to support activities that will be completed within a limited period of time and not held indefinitely, and spent at some later, undetermined date. For more answers to your fundraising questions, visit our Q & A café at http://www.grants-plus.com/questioncafe.html. 4