Southern California Edison Community Forum

"Meet the Funders" August 15, 2015

Cristina Gallegos, Vice PresidentJMC Philanthropic Advisors

Selling a can of soda. Easy job? Hard job?

Fundraising. Easy job? Hard job?

“Easy” and “Hard” are about

perception.

Your success in raising funds is

connected to your perception.

JMC/CGallegos/ August 2015

Reduce, Reuse and Recycle = Rethink The easiest funds to raise, are the funds you don’t have to raise. Look for partners that can,

with their own resources, do the work you are trying to funds.

Tap into the 95% - most funders only give away 5% each year. When you hear “we have no grantmaking budget left this cycle” – that’s your cue to pounce if you are willing to look at capital in a creative way. Everyone is chasing the 5%. Why not chase the 100%?

Trying to get new funders? Follow the money trail – look at 990’s, look at who gets funded by whom, who sponsors what, existing collaboratives and partnerships. Are there agencies like you out there? They are educating funders so you don’t have to. Ride their coattails while helping funders strengthen their social portfolio.

Build your own army. Ask others to do the fundraising for you (for free). Who might yearn for a new mission? Who might benefit from renewed purpose and meaning in their lives? Look at veterans, youth, seniors, etc. Who can use an image boost? Look at for-profit partners and create a joint objective.

Capitalize on what is already there – How can you leverage the funders you already have? How can you leverage the work your staff is already doing? How can you leverage other efforts in the community? How can you leverage grants given to similar organizations? Etc.

JMC/CGallegos/ August 2015

Shift Your Development Paradigm It’s all about “This is what’s in it for you!” (“It” being funding your

agency.)

There is no such thing as “Fund Development” – you are in Sales. If Sales is not your forte, do what you are good at, and get somebody else to do the selling. And yes, you ALWAYS have the budget for this, because Sales pays for itself.

Think of everything as a product – your services, your programs, your outcomes. Make sure your staff and board defines those products consistently. Have simple, story-based, well-rehearsed messaging that is 21st Century ready.

Only pitch what you believe in, and only when you are ready – If you have to explain the “need”, you are not ready. If your Grandma does not understand your pitch, you are not ready.

JMC/CGallegos/ August 2015

Proposals don’t get you money! Relationships get you money – and many other things besides money. Don’t just focus on a proposal – while it needs to be the best it could be, it is the least

important part of the process. Be real – real connection > engagement > relationship > funding. Be SPECIFIC and brief – talk

about what you want to do and HOW. Pursue $$ only for what you are chomping at the bit to do - Don’t guess what the funder

wants. Don’t build new things because money is on the table. Every agency has issues – highlight your agency’s plan to solve them. Keep polishing your budgets – paint a clear picture of your agency’s financials. Don’t put this

on your CPA. Leadership, program team and the financial team should work together to create a picture that serves you best.

Approach only a few new funders at any given time - and pretend you are selling each of them a yacht.

Size matters If you are small, know that it’s OK to be small. When raising a small budget you can be

nimble; take advantage of it and don’t try to copy the big guys. If you are big: (a) Flex your muscle. (b) Reexamine how and why you do things.

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Contact information

Cristina GallegosStrategy development. Outcome management. Changemaking.

JMC Philanthropic Advisors2444 Wilshire Blvd., Suite 622Santa Monica, CA 90403Phone: (310) 829 4771cgallegos@janisminton.com @CristinaIngerG

www.JMCPhilanthropicAdvisors.com

Cristina blends a strong business background focused on strategy and economics with a commitment to community issues.

With 15+ years of experience funding social change, Cristina believes that impact can often be achieved by combining lean thinking with traditional approaches and solid due diligence.

Cristina currently serves as JMC Philanthropic Advisors’ VP, providing long-term management and advisory services for family foundations and individual philanthropists.

Responsible for a wide range of business operations and programmatic activities, she oversees the grant process for several foundations: The Atlas Family Foundation, Kayne Foundation, The JIB Fund of The Resnick Foundation, Zolla Family Foundation, The Robert and Lisa Margolis Family Foundation and The Knapp Foundation.

JMC/CGallegos/ August 2015