The Case Statement: Making Your Organization's Case for Support

Before reading this article, answer two questions: Does your organization have a case for support? Is it current?

The most successful development shops, whether they are large or small, recognize the need to raise funds year round. This means they have a fundraising plan that includes a current case for support or "case statement." Creating or updating your case statement involves linking the organization's goals to your fundraising goals and articulating them in a clear, concise and compelling manner.

Early in my career, I had the good fortune of attending a fundraising workshop for which one of the distinguished speakers was the late Thomas Broce, PhD who, at the time, was the President of the Kerr Foundation. During his comments, Dr. Broce said this about case statements: "Some organizations still tell the world that they are going to raise $10 million in the next five years. Instead, they should tell the world what the organization is going to do for the world (at least their part of it) and why this mission is going to cost $10 million. Again, donors give serious gifts to meet objectives and solve problems, not to make donations."

Today's donors are bombarded with information. To get their attention, and to have them actually read your case statement, is the challenge. These suggestions can help you meet that challenge:

Check that your case statement is:

Brief
Tastefully prepared
Well-written
Simple (as opposed to elaborate or extravagant)
Free of dishonest claims, exaggerations and gimmickry

Whether you are writing your first case statement or updating your current case statement, remember the main reason your prospects will give is that they are "moved to care." Use your case statement to make it abundantly clear to your reader just who will gain from your organization's work and how that will happen. Readers should understand what your organization is doing, why it is doing it, and how his or her gift will make a difference.

A case statement in and of itself will not raise funds, but if it conveys positive undeniable truths and exciting plans with a genuine desire to help people, it can become a dynamic tool that can undergird the actual request.

If you would like to talk about the development of your organization's case statement, e-mail me at norma@hartsookcompanies.com and I will be more than happy to visit with you.

- Norma Murphy, Executive Vice President (Kansas City)

Another Smart Idea...From the Hartsook Best Practices Collection^SM

"We stand out from other non-profits by having our disabled clients personally sign thank-you notes." - Allison McElroy, Foundation Director, Adult Development Center Legacy Foundation, Rogers, Ark.

If you are interested in Best Practices and smart ideas, see these additional resources from Hartsook Companies:

Bob Hartsook's first book, "Closing That Gift!" is now in its fourth printing. Reviewers have said "impressive...an important hands-on guide...serious fundraisers won't just read this book, they'll use it every day." Available for $15 (plus $5 S&H) through the Hartsook store.
"Best Practices Coast to Coast^SM," a compilation of best practices from every state in the union.
"Hartsook Best Practices Collection^SM," our original collection of 250 best practices and great ideas.

For a free copy of "Best Practices Coast to Coast" or the "Hartsook Best Practices Collection", please email Cathy Rutz, cathy@hartsookcompanies.com, or visit our web site. We also invite you to contribute your own best practice by emailing Shelly Chinberg, shelly@hartsookcompanies.com.

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Strategies for Success explores smart ideas, connecting with more than 1,600 fundraising professionals bi-weekly. We welcome your contributions or comments. Send to Strategies for Success editor Annette Lough, annette@hartsookcompanies.com. If you'd like a free subscription to Strategies for Success - or its monthly companion, eHartsook on Philanthropy - contact Tammy Weinman, tammy@hartsookcompanies.com. You also can reach her at 316.630.9992.

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