FUNDING IT

Good management is essential to fundraising

by Betsy Tabac

Before a gay-lesbian organization begins to seek outside funding support, several organizational management issues must be addressed. While not glamorous, these matters can make or break a fund raising campaign and, ultimately, the organization itself.

Strategic plan. Every organization needs a written strategic plan, preferably one that was created by key constituents including board, staff, clients, volunteers and other relevant members of the community. The plan states the mission of the organization as well as its goals and objectives. Most also include descriptions, called action plans, of what the organization will do to implement the goals and objectives.

Plans usually cover a three to five year time period and many are updated annually.

Committed board of directors. When an organization is just getting started, there frequently are a small number of people with the energy and vision to get the program off the ground. However, over time, organizations must attract many more people to sustain operations. For example, the group must have a talented, dedicated board of trustees. These people are the links and leverage to financial supporters. They bring other skills any organization needs in law, accounting and organizational development. Some boards might also need program experts, people with special expertise in the organization's service delivery areas.

Management capacity. Management must have the capacity to plan, to see that all programs are functioning smoothly and to raise funds. Managers must also be able to sustain current operations when new ones are added as a result of successful fund raising.

Management capacity includes an executive director who will devote time to fund raising even if the organization has a director of development or an active board development committee.

Board-management cooperation. Members of the board and staff must know their respective responsibilities and work together to accomplish the goals of the organization.

Clarity about need. For fund raising to be successful, an organization needs to know why it needs money and what funds will be used for. It must also be able to articulate the need persuasively. This is often done in a document called a case statement. These statements are usually circulated to potential donors. But they are equally valuable for fund raisers because they help everyone raising money say the same things about the need and about how money will be spent.

Fund raising tools. Lastly, an organization needs the tools to do fund raising. These are not as simple as they seem and they are getting more complex all the time. Obviously, people doing fund raising need staff support, office space and equipment. They need the appropriate directories and current publications.

A database of donors is perhaps the most important tool of all. Creating the database is time consuming and so is selecting the software for the database. But without these, any fund raising effort will be hopelessly inefficient and ultimately unable to compete for support with other, better managed organizations.

Gay and lesbian organizations are managing themselves more and more professionally as new people come forward with energy, talent and money. However, more volunteers and staff are always needed to replace people who need a rest or to address an emerging need. Why not get involved in your favorite queer charity?

Betsy Tabac is the president of GrantMaster, a division of Tabac and Associates, Inc. in Cleveland. GrantMaster specializes in funding research and proposal writing.

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