October 2000

• Ten Reasons for Wanting to Fundraise
• Relationship Fundraising

• Books on Sale
• Upcoming Events – Seva Sethu 2000 – Workshop on Publishing an Annual Report
• Feedback – You Cheered Us Up - mcas

You'll find mcas-e-news in your e-mail box once a month.
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Ten reasons for wanting to fundraise*
Here are 10 possible reasons for wanting to fundraise.

1. To increase the amount of resources available for your work; to meet the running costs of your programme and to expand and develop the work of your organisation.
   
2. To create ‘free money‘ to develop your organization’s own agenda on your own terms. To create some resources, which are not tied to donor requirements and which can be used for what you want to do and when you want to do it. You may also use the money to create a reserve fund or a ‘corpus’ to generate an income from interest received on the money, or to tide you through difficult times.
   
3. To reduce dependency and the impact of donor withdrawal. Being less dependent on major funding sources is important, as many donors have they own agenda, which will change as their policies change. Sometimes you will find your funding terminated or cutback without any recognition of your long term needs. It strengthens the organisation if it is supported from several sources. And becomes less reliant on just one.
   
4. To move away from being a foreign-funded organisation and to begin to be seen as a local response to a local need, mobilizing local resources to solve local problems, or people may come to feel that the only way to promote development is by accessing foreign sources.
   
5. To create greater sustainability streams of income for the long tem. You can do this by finding a committed group of supporters interested in contributing to your work, or by organising successful fundraising events which can be repeated year after year, or by developing the income generating potential of your work.
   
6. To raise capital through a one-off appeal – for example, to pay for a new building, such as a hospital or school. This will require a major fundraising effort to raise the amount you need. Many of the people, who support your capital appeal or one-off appeal, will be happy to continue their support for further requirements.
   
7. To develop community links. To root the organisation and its work in the local community, by getting the support of local people, local companies and local government.
   
8. To build a constituency of support, so that the organisation has the power of popular support behind it. This can be extremely important for campaigning organisations, for example, those working in fields of tribal rights, environment or child labour.
   
9. To involve other actors as stakeholders and partners, and to create greater accountability and new lines of accountability. Being accountable to an individual who lives locally, to show them that their money is being well spent is very different from being accountable to an international agency headquartered thousands of kilometers away.
   
10. To develop local pressure for the work you are doing and the issues you are addressing. Having local supporters brings the issue into local consciousness and politics. And a case could be made that if this does not happen, then the problems will never truly be solved.
    

You may have others that you would like to add to this list. We advise you to call a brainstorm session with your colleagues and find your reasons for wanting to fundraise. Please send us the outcome of the brainstorm. We would be glad to publish the best ones in this newsletter. * This is an excerpt from the latest book – Getting Started in Fundraising – published by Sage Publications, New Delhi. The authors are Michael Norton and Murray Culshaw. To get this book, go to the ‘Books for Sale’ section in this newsletter

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Special Feature

Relationship Fundraising

Donation is a choice. People don’t have to give. But people give because they share the vision or dream or an ideal to which they have been inspired.

In order to understand a donor, you have to think and respond like one.

Donors want to believe that they are special, worthwhile members of a worthwhile group. They want to see proof of effective use of their donation. They want to feel good. They need feed back and that too a very prompt response. They want to deal with people they like and trust. They want to believe the fundraiser is as committed as they are.

Why some donors don’t give?

It is just a matter of choice. It may be that "my donation is not going to make much difference to the problem." It could be a negative passing reference about your organisation from the potential donor’s friend or relative. Or it may be a damaging remark about all voluntary organisations in general. It may be that you asked at the wrong time, wrong place and in a wrong way. It could be because of "couch potato syndrome" – which means sheer laziness… putting off for action later. Lack of money is not always a valid reason for not giving. It would be a good exercise to examine your own organisation’s fundraising experience and list out reasons why some people resisted or hesitated donating to your cause.

Here are a few tips for Relationship Fundraising:

1. You must have a genuine liking for donors and their motivation.
2. You must demonstrate a visible commitment to and passion for the cause.
3. Your organisation needs a strong donor-led culture.
4. The key fundraisers in your organisation should be trained in influencing and negotiation.
5. A clear and confident leadership is very essential. Your leader should have an innate capacity to motivate and inspire.
6. Staff should be trained in good internal and external communication skills.
7. Try to develop personalised letters to your donors. Effective database management will help in personalising your correspondence with your donors.
8. Even the receptionist and telephone operator must inspire the person who they talk to.
9. Always remember, fundraising does not happen by efficient fundraising staff alone. The entire organisation must be involved in reflecting their commitment to the cause.
10. Fundraising is not about raising money; it is about building relationships with individual donors.

If you would like more points added to this list, please send them to us and we will publish this in the next newsletter.

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In the next issue, read on:
Image Building: How to create a good impression about your organisation

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BOOKS ON SALE

Just Released

Getting Started in Fundraising
Published by Sage Publications, New Delhi.
Authors: Michael Norton and Murray Culshaw;
Price: Rs225 Pages: 158 Published: August 2000

A Guide to Resource Mobilisation for Voluntary Organisations in India (* Please see the write-up below)
Published by South Asia Fund Raising Group, New Delhi
Price: Rs180 Pages: 80 Published: June 2000


Directory of Voluntary Organisations in Karnataka
Published by Bangalore Cares
(includes information on over 500 voluntary organisations in Karnataka)
Price: Rs250 Pages: 245 Published: December 1999

For all titles add Rs50 for handling and postage charges.Send DD in favour of ‘Murray Culshaw Advisory Services’ payable at Bangalore.Mailing Address: mcas, ‘Vijay Kiran’ 2 ^nd Floor 314/17 ^th Cross Domlur Layout Bangalore 560 071 India Tel: 080-5560003 email mcas@fundraising-india.org

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Resource Mobilization for Voluntary Organizations in India – A summary

This resource guide explores the potential of resource mobilization in India and illustrates it with existing initiatives. It is a comprehensive reference guide with

• A brief overview of the Indian scenario
• Case studies highlighting the experiences of non-profit organisations in resource mobilization.
• An address list of resource organisations working towards enhancing an understanding of resource mobilization and philanthropy.
• Reading resources listing publications on resource mobilization
• Important website addresses
• Papers by experienced field practitioners, reflecting techniques and issues in resource mobilization

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Upcoming Events

SEVA SETHU 2000

While preparing this issue of the newsletter, two programmes are coming to the boil in India’s Garden City. The first one is SEVA SETHU 2000 on October 14^th and 15^th, being conducted by the Rotary International (District 3190 through Rotary Bangalore West) and BangaloreCares. SEVA SETHU 2000 brings together voluntary organisations in Karnataka, creating an opportunity to interact with people in the corporate sector, government agencies, mass media and organisations such as the Rotary, Lions, and Round Table. SEVA SETHU 2000 will assist voluntary organisations by creating a common platform for interactions and networking and by providing an opportunity for learning and sharing experiences.

So far, about 300 organisations have registered their intent to participate. Although invitations were sent only to Karnataka-based VOs, delegates from other States have also signed up to participate in the Mela. We shall report the highlights of the event in our next dispatch of Fundraising-India e-news.

mcas Workshop on ‘Publishing Annual Report’

The other programme is a hands-on workshop for three days on Basic Skills in Publishing an Annual Report conducted by mcas. It will be held from the 18^th to 20^th of October at the mcas office-cum-training centre in Bangalore. The objectives of the workshop are to impart the know-how of preparing a good annual report; to suggest a standard model for reporting financial information and to work on the material you bring and to take back home an ‘almost ready’ annual report.

There has been an encouraging response to this workshop and unfortunately we had to close the registration when the numbers reached 25. This was done to ensure the highest quality of training. For those who have missed out this time, please write to us so that you are on our mailing for the next workshop. We are planning a series of related courses over the next six months.

Please post us relevant upcoming events for and by the voluntary sector in your region. We shall publish it in our forthcoming newsletter.

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Compiled and edited by Jacob C. Varghese


Send all queries to mcas@fundraising-india.org This newsletter has a present circulation of 1,000. If you find the information useful to friends or any other organisations, please forward this newsletter to them.

mcas, ‘Vijay Kiran’ 2^nd Floor, 314/1, 7^th Cross, Domlur Layout, Bangalore 560 071 India
Tel: 080-556 0003 mcas@fundraising-india.org

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Tailpiece

Feedback

We received a number of responses to our first e-newsletter from various individuals and organisations. We are glad to publish a few of them here. As we are sending this e-newsletter to over a 1000 organisations in India abroad, it is difficult to know where people are emailing us from. So please include your organisation’s address when you write to us.


You cheered us up! – mcas team

Thanks for the newsletter. It's informative and interesting. Try to include real success stories also. Wish you all the best.
- Manoj Kurian, Development Officer, NAB Kerala

(Thanks Manoj, for your valuable suggestion. We will include success stories from our November issue. Meanwhile I appeal to our readers to send their success stories that will inspire others in our fundraising fraternity – Editor)

We are grateful Murray Culshaw Advisory Services for sending us the inaugural issue of the monthly email newsletter on fundraising. We would like to be placed on your email list for receiving the e-news every month. We are forwarding to you separately a copy each of our latest Annual Report and Brochure on BCPT to enable your institution to know more about BCPT.
- M R Saraf, Executive Trustee, The Bombay Community Public Trust

Congratulations. I think it is great. Keep up the good work. Was wondering if a small profile about the mcas team would give it a personal touch -- or some sort of link where people who were interested could see the people behind the revolution.
Bina Rani, Fundraising Consultant, UK

(Thank you Bina for the suggestion. Please excuse this time. We shall definitely include this item in our next issue. – Ed.)

Was glad to get your Newsletter, and look forward to the October one. I am sending a bank draft for two books of interest to us. May I suggest that you consider sending publications by VPP? In smaller towns like ours it takes one full day to get a draft made, at times two! More later,
- Peter. SOTEC

(Dear Peter, We had faced difficulties in the past in getting money through VPP. We shall solve this problem and resume sending our publication by VPP. Thanks for your suggestion, any way. – Ed.)

Blessed Self, Hari Om ! Salutations !!
We are in receipt of your e-mail Newsletter and thank you for the same. With Prem and Om, In the Service of the Lord,
- Br.Ajit Chaitanya, Secretary - Chinmaya Gardens

Thank you for sending us the Newsletter Fund Raising India. Congratulations on the very good content of the e-mail newsletter. It is very informative and the thought and professionalism comes through. We will look forward to the next issue on relationship marketing. I will keep in touch. I will also send information on our communication network on disability (NCND).
- Pramila Balasundaram, Founder-Director, SAMADHAN

Heartiest Congratulations for ' monthly e-mail newsletter' and thank you for sending it to me. Keep sending; we will give you feedback and more than this, this newsletter will be helpful for us in our work. Your advice (tips) on donor relations can be certainly better guidelines for my colleagues and me. Books and review, resource mobilization and other things will also be helpful in great way. Many thanks for starting such new service.
- Suryakant Kulkanri, sedt@vsnl.com


This (newsletter) is very useful to our organization and our library. We would like subscribing for the same newsletter (free) for our Institution and Hospital. Our hospital is non-profit organization. So please send this free e-newsletter every month (regularly)
- P. Kirubanithi, Laico Library, Aravind Eye Hospital, Madurai, Tamil Nadu

I am glad to have received mail from mcas. Samarthanam wishes to be part of mcas and wishes to have newsletter sent through email. I commend the efforts you are making towards disseminating information which enables NGOs’ work professionally. The tips on Donor Relations will help us serve better.
- Mahantesh, Samarthanam

Thank you for the newsletter. We at Doorstep welcome this new venture. We look forward to receiving it regularly. I found the matter interesting and useful.
- Rajani Paranjpe, Doorstep

I wonder if any of your back issues deal with practical tips for fund-raising. If so, can you download them? Or let us know how much we have to pay for the same?
- Edwina Pereira, Program Director, INSA India

(Dear Edwina, This was our first issue. We are planning to launch our website soon in which we shall put the archive of all newsletters that we are planning to publish – Ed.)

Greetings from CBR Network. Million thanks for the valuable information. Please include us in your mailing list.
- Indumathi Rao, Regional Coordinator, CBR Network (South Asia)

Congratulations! We found this extremely useful. All the best
- VOICES team

Please accept my hearty congratulations for the newsletter.
- Rajeev Dua, South Asia Fundraising Group, New Delhi

Thanks. The newsletter is quite good to read and nicely designed. Do keep sending us a copy.
- Renu, Accountaid India

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