Grants, Fundraising, Donations, & Corporate Sponsorships

Objective

There are many ways River City Brass Band can acquire funds in order to become more self-sufficient. They can implement numerous marketing strategies, such as, an internship program, changing their name, creating partnerships, etc. Through grants, fundraising, donations, and corporate sponsorships that can increase their revenue by leaps and bounds.

There are over 1,000 grant programs offered by all Federal grant-making agencies. The U.S. Department of Health and Human Services is managing partner for Grants.gov, an initiative that is having a huge impact on the grant community. Grants.gov allows organizations to electronically find and apply for more than $400 billion in federal grants.

While fundraising often involves the donation of money as an out-right gift, money may also be generated by selling a product of some kind, also known as product fundraising. When goods are donated to an organization rather than cash, this is called an in-kind gift. Girl Scouts are well-known for selling cookies in order to generate funds. It is also common to see on-line impulse sales links to be accompanied by statements that a proportion of proceeds will be directed to a particular charitable foundation.

The number of charities and non-profit organizations are increasingly using the internet as a means to raise funds; this practise is referred to as online fundraising.

Some of the most substantial fundraising efforts in the United States are conducted by colleges and universities. Commonly the fundraising, or ‘development,’ program makes a distinction between annual fund appeals and major campaigns.
Gifts of appreciated property are important components of such efforts because of the tax advantage they confer on the donor encourages larger gifts.

Some organized charities have been criticized for the proportion of financial donations which are used for administrative or operational purposes. Donating directly to a charity (rather than through solicitation), or donating to smaller charities, often tends to reduce expenditures. In some places, information on charities’ expenses is available from government departments or directly from the charity.

By implementing these tactics to raise money, RCBB will be able to accomplish more of the ideas in our marketing plan sooner, because they will have more funds in order to ensure these plans come to fruition.

Grants

Federal Grants

What is a federal grant? A federal grant is an award of financial assistance from a Federal agency to a recipient to carry out a public purpose of support or stimulation authorized by a law of the United States. Grants are not loans. RCBB can apply for a number of different grants because they educate the public about brass music as well as different genres of music.

There are many groups of organizations that are eligible to apply for government grants. Typically, most grantee organizations fall into the following categories.

• Government Organizations
• State Governments
• Local Governments
• City or Township Governments
• Special District Governments
• Native American Tribal Governments (Federally Recognized)
• Native American Tribal Governments (Other than Federally Recognized)
• Education Organizations
• Independent School Districts
• Public and State Controlled Institutions of Higher Education
• Private Institutions of Higher Education
• Non-Profit Organizations
• Nonprofits having a 501(c)(3) status with the IRS, other than institutions of higher education
• Nonprofits that do not have a 501(c)(3) status with the IRS, other than institutions of higher education
• Public Housing Organizations
• Public Housing Authorities
• Indian Housing Authorities
• For-Profit Organizations (other than small businesses)
• Small Businesses

Small business loans and small business grants may be awarded to companies that meet the size standards that the U.S. Small Business Administration (SBA) has established for most industries in the economy. The most common size standards are as follow:

• 500 employees for most manufacturing and mining industries
• 100 employees for all wholesale trade industries
• $6 million for most retail and service industries
• $28.5 million for most general & heavy construction industries
• $12 million for all special trade contractors
• $0.75 million for most agricultural industries

Note: about one-fourth of industries have a size standard that is different from these levels. They vary from $0.75 million to $28.5 million for size standards based on average annual revenues and from 100 to 1500 employees for size standards based on number of employees.

With few exceptions, all Federal agencies, and many state and local governments, use the size standards established by SBA.

Individuals

An individual submits a grant on their behalf, and not on behalf of a company, organization, institution, or government. Individuals sign the grant application and its associated certifications and assurances that are necessary to fulfill the requirements of the application process. So, if you register as an Individual, you will only be able to apply to grant opportunities that are open to individuals. An individual cannot submit a grant application to a grant opportunity that is just open to organizations.

Program planning and grant planning are linked. Grant planning should only be one phase in the entire program development, program implementation, and program cycle. In order to be awarded a grant you have to be able to convince those that you deserve a grant. Here are some grant-writing questions to ask:

• What does the community need?
• How are we proposing to address the need?
• What do you need in order to solve the problem?
• What are the qualifications that make your organization the right one?
• Are their barriers that you can foresee?
• How do you overcome those barriers, if any?

The grant should contain a Cover Letter, Proposal Summary, Introduction to the Organization, Statement of the Problem or Need, Project Goals and Objectives, Methods and Schedule, Evaluation Criteria and Process, and Budget.

The cover letter should be no longer than one page in length. It needs to include an introduction describing the organization, the purpose of funding and the amount of your request. This part of the grant should also contain a contact name, number, and address. The proposal summary also needs to be limited to one page. The proposal summary needs to state the project purpose, how the project will be implemented, the planned results of the project, and the total budget amount.

The Introduction to the Organization portion of the grant must include the history of the organization, the general purpose, accomplishments, and service areas and population served. The Statement of Problem/Need includes the generalized problem, current resources that address the problem, and identify how your proposal will address the problem. The section titled Methods and Schedule is to include what actions the organization will take to achieve their goals, who will do what, and when this will take place.

The Evaluation Criteria and Process, plus the Budget, includes: How will you know whether or not you are achieving your goals, what will you measure to evaluate your progress, and what records and information will you keep to allow you to measure your progress. Also, do not round out the budget, don’t pad your budget, and include all sources of support.
There are several tools and documents available here to help explain and promote grants within your organization.

Grants.gov Registration Brochure

Request printed copies of this registration brochure for your next Grants.gov training session by contacting [email protected]

Applicant Benefits Fact Sheet

Review key benefits to the applicant community for utilizing Grants.gov.
Grants.gov Example Article

Include this one-page article in your next company newsletter or any organizational internal or external communications.

Outreach Request Form
Fill out this form if you would like to request Grants.gov materials or if you have an upcoming related event. Email the completed form to [email protected] and a representative will contact you.
Grants.gov Quarterly Succeed E-Newsletter
Subscribe to the Grants.gov mailing list and receive Succeed in your email inbox each quarter.
Grants.gov Overview
Customize this PowerPoint presentation about Grants.gov to support specific messages for your organization.
Grants.gov Overview Brochure
Request printed copies of this overview brochure for your next Grants.gov training session by contacting [email protected]
Link to Grants.gov
Interested in adding a Grants.gov link to your website? Please refer to the Grants.gov External Linking Policy, prior to submitting a request at [email protected]
Grants.gov Web cast Archive

View archived web casts that cover the benefits of Grants.gov and the registration process.
One government agency that awards grants is the National Endowment for the Arts; RCBB can find a plethora of information of their website. There is information such as who is on the panel, what organizations have won grants in the past, a list of grants and their deadlines, etc.

If or when RCBB applies for grants they will be more self-sufficient, therefore, they will be meeting more and more of their goals for themselves. They will be more popular, increasing revenue. There are many opportunities for grants for the performing arts. This is also a great way for RCBB to prove that they are educating people and giving back to the community.

Fundraising

Before any non-profit organization begins fundraising, they must register with the state or states in which they are going to raise funds. States enact charitable registration laws to protect citizens from fraud or abuse and ensure accountability. These laws also benefit charities by creating a central location where the public can verify authenticity. Currently, forty-five (45) states require some type of registration. Some of the states which do not require registration are considering legislation that could mandate registration. Most states require the charity to renew annually its registration. Renewal deadlines must be met in order to avoid fines or other sanctions. Most states require a renewal fee.

The Solicitation of Funds for Charitable Purposes Act requires fundraising counsels to register with the Bureau of Charitable Organizations prior to providing services related to solicitations in Pennsylvania. If they do not register, they can be fined up to $1,000 per violation and assessed additional penalties of up to $100 per day.

Fundraising counsels must also submit copies of their contracts with charitable organizations to the Bureau at least ten working days prior to providing services related to solicitation activity in Pennsylvania. If they fail to do so, or provide services before their contracts are approved by the Bureau, fines of up to $1,000 per violation and additional penalties of up to $100 per day can be imposed. When a submitted contract is approved by the Bureau, a certificate of approval for that contract is issued to the fundraising counsel.

The fundraising counsel sets the various provisions which must be included in fundraising counsel contracts. Contracts with charitable organizations must contain all the required provisions. The Bureau cannot approve contracts which do not contain all the statutorily required provisions and counsels cannot legally provide services related to solicitation activity in Pennsylvania until their contracts are approved.
Fundraising counsel registrations must be renewed annually. Registration packets can be obtained by calling the Bureau toll-free at 1-800-732-0999.

As always, there are exemptions for organization that qualify. There is a list of these exceptions on the Fundraising Counsel website. Many states provide exemptions for certain types of organizations. The most frequent exemptions are for institutions of higher education, religious organizations, and appeals made on behalf of a named individual when conducted solely by volunteers. Also exempt in some states are federally chartered veterans groups. The exemption for religious organizations varies from state to state. However, if the appeal by the religious organization is for a “secular” purpose (e.g., helping children in third world countries) many states require registration.

The law involving commercial co-ventures is emerging and evolving. Registrations must be filed in Alabama, Maine, Massachusetts and Washington. The laws of Tennessee and Utah are broad enough to require registration. Under the laws of other states, a copy of the contract between the organization and the commercial co- venture is required to contain a number of specific provisions. The commercial entity is deemed to be a fiduciary, subject to accountability to any state in which the appeal is made, irrespective of whether registration is required.

Stages of a Fundraising Program

Before a nonprofit organization starts fundraising, they need a fundraising plan. There are three stages to starting a long-term fundraising program. Of course, I would suggest RCBB start with Stage 1. The first stage includes contacting your supporters for the first time via direct mail. Then, they can form an Annual Giving Volunteer Committee, send “special gifts” to board members, and apply for grants and corporate sponsorships, which are covered throughout this paper.

Stage 2 is a little more involved and complicated. The nonprofit group should still be executing the tactics from Stage 1, but also adding additional fundraising strategies. They should be planning special events for their donors, introduce the concept of bequests in communications and newsletters, and also suggest memorial giving.
Stage 3 includes everything from Stages 1 and 2, however in Stage 3 it’s time to take everything to the next level. Your nonprofit’s name should already be out there and it’s just a matter of keeping the donors you have plus adding new donors and/or members.

Nonprofits usually depend on in-house staff to write that crucial letter and to put together their direct mail package. Here are some tips for writing a fundraising letter:

1. Use “I” and “You,” but mostly “You.”

Using I and You provides human interest and is a powerful way to engage the reader.

2. Base your appeal on benefits not needs.
Donors give in order to get something in return, primarily the good feelings that come from helping others, but sometimes it is also because of some tangible gift they will receive from you. The intangible benefits are lives saved or human dignity restored. Tangibles could be a set of cards made by children your agency serves or admission to a special performance of your ballet company.

3. Ask for money, not for support.
Be explicit when asking for money. Example: Send a special gift today of $25 or more. Be clear and repeat some variation of the message throughout the letter.

4. Write a package, not a letter.

The letter is the most important piece of your package but it is only a part of a multi-piece unit that must all work together seamlessly. At the very least, your package will contain an outer envelope, a reply envelope, and a reply device, as well as the letter. Think about how each of these will help persuade donors to take action now. Use a unifying theme, symbols, colors and typefaces so the package is both memorable and accessible.

5. Write in simple, straight forward English.

Your words should be powerful and your sentences short and punchy. Use emotional words rather than those that provoke analysis. Avoid foreign phrases and overly large words. Use adjectives and adverbs sparingly, and avoid abbreviations or acronyms. Spell out names. Repeat and even underline key words and phrases. Readers skim, so make it easy to find the meat of your message without reading the entire letter.

6. Format your letter so it is easy to read.

The eye needs to rest, so leave plenty of white space around your copy by:
• Indenting each paragraph.
• Avoiding paragraphs that are more than seven lines long. But do vary the length of your paragraphs.
• Using bullets rather than listing items within sentences.
• Using subheads. If the letter is long, try centering and underlining the subheads.
• Underlining sparingly but consistently to call attention to key words and phrases.
7. Give readers a reason to send money now.
Create a sense of urgency by citing a deadline for a matching grant, or tie your request to a budget deadline or a particular holiday. Repeat your argument for urgency both in the text of the letter but also in a P.S., and on your reply device. Be careful about using actual dates if you are using bulk mail. The letter might arrive after the date.
8. Write as long a letter as you need to make your case.
Many people will read every word while others will simply scan. Write to both groups with a reasonably long letter that is set up to be easy to scan. Don’t worry about boring long time supporters. Research shows that even the most active donors may remember little about your organization.

Fundraising Website Example 1
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* RCBB can utilize a company like to produce merchandise to sell as a fundraiser.

Fundraising Website Example 2
Non-Profit Fundraising with Profit Potentials
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Simply call us at 1-800-543-5480. Our professional Fundraising Consultants will work with you to ensure you have the most profitable non profit fundraiser ever. Qualifying orders even receive FREE Bonus cases to increase your profits and FREE Freight cases which, when sold, will completely offset shipping charges.

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Donations

There are numerous ways a nonprofit organization can go about getting monetary donations. For example, RCBB can send out donation letters. They need to include the information below so that donors realize that some monetary donations are tax deductible. After, a nonprofit gets donors; they can form a club just for people who donate money. Many non-profit organizations pursue “members” because if someone is a “member” they are more likely to give money.
Including this information in donation letters can persuade more people to give:

Making Donations

1. Select a tax-exempt organization qualified to receive tax-deductible donations.
2. Learn the Internal Revenue Service’s definition of a charitable contribution: “a donation or gift to a qualified organization that is both voluntary and made without getting, or expecting to get, anything of equal value.”
3. Make charitable donations to the organizations you select throughout the year.
4. Keep records of your donations. For donations of less than $250, a cancelled check is sufficient for IRS purposes. For contributions larger than $250, you must get a written acknowledgement from the organization that includes the amount of cash contributed, a description of the property (for a non-cash contribution) and notice of whether you received any goods or services in exchange for the donation.

Filing Your Taxes

1. Gather together your records, listing your individual donations.
2. Report your charitable contributions by itemizing your deductions on Schedule A of IRS Form 1040.
3. Deduct your contributions only in the year you actually made them.
4. Fill out the relevant parts of Form 8283 if you made non-cash contributions totaling over $500.
Another method of prsuading people to give money is by the appearance of the donation website and if it is easy to donate money online. The following is an exemplary example of a donations webpage.

Example of Donations Webpage

Donors give to your organization because they believe you are making a difference in a cause they care about. They value your work and want to support you in changing the world. Their gifts are investments in the work they expect you to accomplish.

So it follows that results are the best way to show your recognition and appreciation for your donors. Most donors don’t need plaques or awards, which often cause donors to question your spending priorities.

Donors want to see what their gifts allowed you to accomplish — specific facts and stories of how they changed the lives of real people. This is how they will know their money was put to the best use in your programs and services.
They want to hear about the women they helped shelter from domestic violence, the lonely senior citizens whose lives are brightened by your daily visits, or the inner-city children who were inspired by their first encounter with growing organic vegetables. Tell your supporters, in person if you can, or through newsletters, e-mail, and phone calls, how someone’s life was changed by the programs they made possible.

In addition to stories, do not underestimate the power of facts and statistics on donors. Share as much detail as you can about the progress you have made, the number of people you have expanded to reach, and the effectiveness of your work. Explain the statistics that show the impact your orchestra program has on the math scores of the children you serve, the track record of your life skills program, the number of affordable houses you have built for struggling families, or the percentage of the troubled teens who go on to graduate from college after participating in your mentoring program.
Find inexpensive and personal ways to thank your donors and connect them to your mission. Have the students from one of your classrooms hand deliver a scroll of paper with their handprints and thank- you messages; stop by with a rescued dog and pictures of the abused animals the donor helped rescue; or send a simple personal letter from a staff member or volunteer with a signed photo of the grateful recipients of your organization’s services.
There is a compelling way to recognize your donors with the facts about what their money allowed you to do and the firsthand stories about the lives it changed. By recognizing and honoring your donors this way, you will make lasting friends. This deeper recognition of the difference they make is the thanks they really want,
and it will cause them to remain loyal to your organization for a lifetime and to keep asking, “How else can I help you?”

Get Personal

How to get personal with donors:
• Thank-you notes don’t need to be perfectly written. A little awkwardness is a good thing if it makes the letter or note more personable.
• Don’t say “We are grateful,” but rather use “I am grateful.” This personable phrase will help the donor feel that a real person took notice of her gift.
• A phrase such as “Many of you responded generously” tells the donor that this is a form letter. Say “You responded generously” instead.
• Avoid words that evoke large, distant organizations or masses of donors.
• Cross out every “We” and replace with “I.”
• If you are actually writing a personal note, include information that you might have about the donor. Mention her children, or thank her for the number of years she has been a supporter.
• Each donor is special and should receive as personalized a letter or note as you can provide.

Corporate Sponsorships

Corporate sponsorships benefit the corporation as well as the organizations it is sponsoring. Music, art, sports, and educational opportunities all enrich a community, which is why corporations proudly support many such organizations. Corporate sponsorships also give the corporations one more way to give something back to our communities; therefore, it’s not hard to get corporate sponsorships.

Revenues can be raised through requesting grants through corporations. Most corporations have a designated foundation that handles these grants, like Alcoa Inc. for example. The Alcoa Foundation’s mission is to “actively invest in the quality of life in Alcoa communities worldwide” (Alcoa Foundation Website, 2007). They mainly award their grants for education, arts and culture programs, health and welfare organizations civic and community development, and youth organizations. Like the Alcoa Foundation, corporations and foundations primarily give in the communities which they have a presence. In 2003 they were one of fifty U.S. foundations that awarded grants in the Pittsburgh area totaling $198,447,368.

Corporate grants are requested through an initial concept paper (see Appendix B) and followed by an application. Although this can be a cumbersome and timely process, it is worth the effort and expense (see Appendix A). The Alcoa Foundation awarded over $26 million in grants in 2006, over half of that was in the US. This process may cost RCBB initially because they will have to add staff to process the applications, but the salary of the employee should be covered after receiving a few grants. The average grants from these corporations/foundations for cultural arts are from $5,000 – 20,000 a year (Alcoa Foundation Website, 2007). To streamline the process and cut costs, a database should be set up to maintain the information needed to complete the concept papers and grant applications, since the information required on the applications does not vary much from one foundation to the next. The RCBB can also cut administration costs by securing a volunteer to set up the database and prepare these documents.

Another way to increase revenues through corporations is to offer subscription packages to local companies. Most corporations secure these types of purchases to entertain customers and out of town employees. As most corporations are aware, they are entitled to a tax deduction for this expense. (IRC Sec. 274). Furthermore, businesses that purchase the RCBB subscriptions can enjoy the tax benefit of deducting the entire cost of the subscription price because they are not subject to the 50% limitation of meals and entertainment expenses because the RCBB is a non-profit organization (IRC Sec. 274(n)(2)(C).

Corporate sponsorships can provide more to nonprofits that just cash, they also can provide many non-cash benefits. Corporations can provide services such as computer and technology services, mailing services, transportation, rental space, land, PR services, audio-visual services, public service advertising, strategic planning assistance, market research help, legal and tax services, etc.

Every year, corporations spend millions of dollars on cause-related marketing and event sponsorships. Unfortunately, many nonprofits don’t have a clue about how to approach a potential sponsor, prepare the information needed, and persuade a sponsor to join them in a mutually beneficial project.

Organizations that become good sponsorship partners realize that sponsorship is a business deal, not a donation. They also learn that the skills involved in securing good sponsorships are different from those that work in everyday fundraising.
Those nonprofit organizations that are successful possess two qualities. They are genuinely interested in working with a sponsor because they know the alliance will provide something of value for both organizations that neither could achieve alone. They are convinced that they are offering a good marketing investment to the sponsor.

Nonprofit organizations need to price their proposal on its promotional value to the sponsor. Sponsors want to exploit the commercial opportunities associated with an event, cause or organization.

To see if your organization is ready for sponsorship, utilize the following checklist:

• Think about your organization’s popularity. Do you have an established marketing effort in place so that you keep in touch with your constituents through e-mail, a Web site, events, newsletters, conferences, television, radio or print advertising?
• What do you know about your organization’s demographics? Is there recent information about who participates and why? Where they live? How far they drive? Whether they are repeat users? Whether they are young families, empty-nesters, or teens?
• Have you worked with sponsors before? Do you have testimonials from a corporate executive about the value of your organization to its community of users? Do you feature those in marketing materials?
• What is the competitive environment like? Are other organizations similar to yours getting sponsorships?
• To measure the effort involved in reaching sponsors and meeting face-to-face, create a list of companies headquartered in your area. What do they produce, and to whom do they sell? Are there cross-promotions you can work up that will help them sell to one of your existing sponsors or team up with an existing sponsor?
• Are you a member of civic organizations made up of businesspeople, so that you can gain insight and entrée into the business community?
• Is there an entrepreneurial spirit in your organization? Are new ideas welcomed, and do they receive thoughtful consideration? Have other commercial or revenue-generating initiatives been realized over the past five years?

Conclusion

There are a number of various resources that nonprofit organizations, such as the River City Brass Band can utilize in order to increase revenue and awareness. Grants, fundraising, donations, and corporate sponsorships are just a few ideas in which to acquire resources. In order for RCBB or any nonprofit, to be successful using these methods they need to have a strong plan in place and people who are motivated to make the organization bigger and better.

Non-profit organizations can focus on: grants, fundraising, annual campaigns, capital campaigns, major gifts, special events, planned giving, corporate solicitation, foundations, donor prospecting and relations, etc.

When RCBB starts implementing these procedures in order to increase revenue, they will be able to implement all marketing strategies.

Appendix A

Top 20 Charities

If a nonprofit is just starting out and needs some good ideas on how to raise awareness and money they should model themselves after the most successful nonprofit organizations. Here is a list of the top 20 charities:

1. YMCA
2. Catholic Charities USA
3. Salvation Army
4. American Red Cross
5. United Jewish Communities
6. Goodwill Industries International
7. Boys and Girls Club of America
8. Feed the Children
9. Habitat for Humanity
10. Shriners Hospital for Children
11. American cancer Society
12. Gifts In Kind International
13. Easter Seals
14. Planned Parenthood Federation of America
15. World Vision
16. AmeriCares Foundation
17. Girl Scouts of the USA
18. Boy Scouts of the USA
19. Volunteers of America
20. The Nature Conservancy

Appendix B

Sample of Corporate Sponsorship Proposal

Introduction . . .
The Lupus Foundation of America . . . the nation’s largest organization dedicated to finding the cause and cure for lupus . . . is seeking your financial support.

These funds will be used to support medical research grants into the cause and cure of lupus, public awareness programs so more people receive early diagnosis and treatment, and for patient support programs. This funding is critical if we are to eliminate the suffering, the frustration, and the confusion that confronts people with lupus, a disease for which there is no known cause and no cure.

Nearly 2,000,000 Americans have been diagnosed with lupus — that’s one out of every 185 Americans. The Lupus Foundation of America is not limited to learning more about the disease. We are also concerned with the human side … about offering hope to people with lupus, and to help those individuals who remain undiagnosed.

What is lupus?

Lupus is a chronic, autoimmune disease which causes inflammation of various parts of the body, especially the skin, joints, blood and kidneys. The immune system normally protects the body against viruses, bacteria and other foreign materials. In an autoimmune disease like lupus, the immune system loses its ability to tell the difference between foreign substances and its own cells and tissues. The immune system then makes antibodies directed against “self.”

LFA research data show that as many as 2,000,000 people may have been diagnosed with lupus. Lupus is more wide-spread than first realized. Someone you know has lupus.

While lupus can occur at any age, and in either sex, 90% of people with lupus are women. During the child-bearing years, lupus strikes women 10-15 times more frequently than men. Lupus is more prevalent in African Americans, Latinos, Native Americans and Asians.

Although the cause of lupus is unknown, scientists suspect that individuals are genetically predisposed to lupus, and know that environmental factors such as infections, antibiotics, ultraviolet light, extreme stress and certain drugs play a critical role in triggering lupus.

Lupus can be difficult to diagnose as the symptoms come and go and mimic many other illnesses. The effects of lupus can range from mild to severe. Because the disease is difficult to diagnose, many people become frustrated and confused about their health or doctors are unable to identify what’s wrong. Lupus can also go into periods of remission only to return again several years later, complicating an already difficult and puzzling situation.

5.1
The outlook for lupus patients has significantly improved over the last two decades. Just a few decades ago, only 40% of people with lupus were expected to live more than three years following diagnosis. Today, as a result of medical research, better diagnostic techniques, evaluation methods and a more cautious use of medications have given physicians the tools to manage lupus symptoms and complications more effectively. Eighty to ninety percent of lupus patients can look forward to a normal life span. However, lupus is a chronic disease for which there is no known cause and for which there is treatment but no cure.

Who we are?

The Lupus Foundation of America is the largest organization in the world dedicated to finding the cause of and cure for lupus. Our primary objectives are the eradication of lupus through support of research, the early detection of undiagnosed cases through awareness promotion and the alleviation of suffering for persons with lupus through patient services, education and support.

Over 200,000 people receive services from the LFA and its chapters annually. There are nearly 47,000 members in 91 chapters throughout the United States. Thousands of others are associated with the LFA through the 73 International Associated groups in 37 countries worldwide.

The Lupus Foundation of America operates a patient-oriented, nonprofit, voluntary health agency in an ethical and professional manner.

The Lupus Foundation of America and its chapters conduct programs to meet patients’ needs. These include research, patient education programs, public awareness activities, professional education, advocacy and volunteer training. Members receive copies of the quarterly publication, Lupus News, which contain the latest medical news about the cause(s) of and treatments for lupus
LFA Research program . . .
As one of its primary purposes, the Lupus Foundation of America supports selected research projects related to the causes, treatments, prevention and cure of lupus.
Unfortunately the hope that research can find the cause and a cure for lupus is diminished by the fact that less money is spent on lupus research per patient than for AIDS, leukemia, multiple sclerosis, muscular dystrophy or cystic fibrosis.
By sponsoring projects to test new approaches and develop experimental prototypes, the LFA hopes that this investment in research will produce new information which may directly lead to much larger projects and substantially increased funding from other public and private sources.
Each year five two-year research grants are awarded for basic, clinical or psychosocial research projects. Projects are funded for $15,000 per year for up to two years ($30,000 total).

5.2
Under the direction of the LFA’s Medical Council, requests for research proposals are distributed annually to over 800 teaching centers, hospitals and educational institutions nationwide. Proposals are competitively reviewed in accordance with National Institutes of Health standards and are ranked by several people including members of the LFA Medical Council and outside experts in the proposed field of study.
The Lupus Foundation of America believes that research holds the promise of finding the cause, cure, prevention and treatment of lupus. Our commitment to research, however, depends on the support of individuals, corporations, organizations, and foundations. With your support, we can move one step closer to making a very real difference in the lives of thousand of people with lupus.
Public awareness . . .
Education and referral is a valuable LFA’s service. Though lupus affects approximately one out of every 185 people, it is the least known of the major diseases.
For many people newly diagnosed with lupus, our Lupus Information Hotline is their first source of information. This 800 service receives an average of one hundred calls each day. Callers are mailed free of charge a packet containing informative brochures designed to provide answers to their immediate questions.
The packet also contains information on how to contact their local Lupus Foundation of America chapter, where to obtain additional information, and what assistance is available to them from the LFA.
The Lupus Foundation of America public awareness campaigns are having a positive impact on the use of the patient information hotline. At the present time, some 35,000 calls are received annually, and the number continues to grow each year as more people learn of LFA services.
Cost effective . . .

The Lupus Foundation of America and its chapters use contribution dollars effectively. Only seventeen percent of all money received is used for fundraising and administrative expenses, well below the allowable levels of various monitoring agencies.
The Lupus Foundation of America and its chapters are able to keep fund raising and administrative costs low by use of loyal volunteers, many of them people with lupus or members of their families. Our volunteers are full and active partners. LFA volunteers contributed over 375,000 hours last year at the national and local levels.

By serving as chapter and national leaders, board members, advocates, researchers, care givers, fund raisers, donors, counsellors, managers and resource people . . . those who have been most closely touched by lupus bring the spark, the energy and the zeal needed to give the Lupus Foundation of America meaning and to make it work.
The Lupus Walk-a-thon . . .

5.3
The Lupus Foundation of America walk-a-thon provides people from many different backgrounds an opportunity to get involved. Regardless of athletic ability, age, gender, or status, everyone can play a role.

Walking is America’s number one health and fitness activity. When combined with a community activity that helps hundreds of thousands of people with lupus, walking had an even more dramatic impact on public health.

The concept behind the Lupus walk-a-thon is simple. Volunteers sign up to walk, or to help with registration or at a checkpoint. They ask many people to sponsor them in support of their effort on behalf of people with lupus. Walkers recruit other family members to walk with them and to gather more donations for the Lupus Foundation of America.

On a particular day, everyone convenes for a walk along a five to six mile course. Along the way, refreshments are served and the walk ends with a delicious picnic lunch and fun and entertainment for all. Prizes are awarded for the teams and individuals raising significant amounts. Trophies are awarded to top schools, corporations and organizations. But in the end, everyone is a winner.

Local walk-a-thon facts . . .
Date:
Time:
Location:
Distance:
Income Goal:
Walker Goal:
Honorary Chairperson:
Sponsorship . . .
We propose your involvement with the Lupus Walk-a-thon as follows:
Amount requested:
Proposed use of sponsorship:
Recognition to be received:

5.4
Deadline for decision:
Conclusion . . .

The Lupus Foundation of America is an efficient, service-oriented, voluntary national health agency. Lupus is hard to diagnose, difficult to live with, incurable and life-threatening if not treated. Lupus is the least known of all the major diseases.

We do not know the cause of lupus and there is no known cure. But there is hope through increased medical research. Federal funding for lupus research is not able to completely meet the need. So we must turn to the public to support our effort to find the cause and cure for lupus.

The outlook for lupus patients has improved over the last two decades because of the efforts of the Lupus Foundation of America and the research we helped sponsor. Better diagnostic techniques, evaluation methods and a more cautious use of medications have given physicians the tools to manage lupus symptoms and complications more effectively.
New research brings unexpected findings each year. The progress made in treatment and diagnosis during just the last decade has been greater than that made over the past 100 years.

More research funding will bring the eventual cure of this disease closer to reality. The need for our services is growing. To meet this challenge, new sources of funding must be secured. You can be part of a major medical victory. Please join us in this historic and noble effort.

5.5
SPONSORSHIP FOLLOW-UP LETTER

Dear _________:
Thank you for taking time during my visit to discuss your interest in sponsoring the upcoming Lupus Foundation walk-a-thon in (city).
I would like to review some of the items we discussed:
•The lupus walk-a-thon will be held (day, date, time, location).
•Our goal is to have (number) of walkers and raise (goal).
We discussed the possibility of your company becoming a (type) sponsor in (city) which would require a financial commitment in the amount of (sponsorship amount).
In return for your financial sponsorship, the Lupus Foundation would agree to provide the following:
Advertising & identification
•Prominent display of your logo on all (city) printed materials where appropriate
•Placement of your logo on signs and banners displayed at the walk site.
Publicity
•Your company will be listed as a sponsor on our news releases.
•Your company will be invited to attend all public events associated with the Lupus Walk-a-thon and have the opportunity to distribute literature or other items to those in attendance.
Product sampling
•Your company will be allowed to distribute samples of products or advertising materials at local walk sites where permitted by local ordinances.
•Your company will be allowed to distribute coupons or flyers in the goodie bags or at the finish line.
The Lupus Foundation agrees that your company will be the exclusive sponsor in the (product type) category. This will not preclude the Lupus Foundation from securing corporate sponsors in other categories or prohibiting other company’s with similar products from fielding teams to walk in the event.
Your interest in sponsoring the Lupus Walk-a-thon is greatly appreciated. Please let me know of your decision by (deadline) in order to have time to prepare all of the necessary materials.
Sincerely,

5.6 5.7
SAMPLE ROUTE SIGN SPONSORSHIP SOLICITATION LETTER

Dear _________,
There are 500 potential customers just waiting to hear from you. The Greater Green Valley Chapter of the Lupus Foundation of America wants to put you in touch with them.

On Sunday, October 23, these five hundred community spirited individuals will be participating in the second annual Lupus Walkathon. They will walk along a five mile route that begins and ends at Green Valley Park. We are inviting your company to bring your message to these dedicated individuals by sponsoring your message on one of our route signs.

Colourful signs containing educational messages will be placed strategically along the route. Our five hundred walkers will be reading these signs as part of a contest to win prizes. All walkers correctly answering questions based on the information contained on the signs will be eligible for prizes. We are asking your company to sponsor the placement of one or more of these signs. The sponsorship fee is $100 per sign. The money you contribute will help support this important effort to raise money for lupus research, education and patient services in throughout the Green Valley region. You also may want to consider donating a prize for the contest, too.

Lupus is a chronic, inflammatory disease in which the body’s immune system fails to serve its normal protective functions and instead forms antibodies that attack healthy tissues and organs. The disease is hard to diagnose, difficult to live with, incurable, and life-threatening. Between 1.4 and 2-million people have been told by a doctor they have lupus, with an estimated 5,099 living right here in the Green Valley. There’s a good chance that someone you know has lupus.

We hope you will sponsor one or more of our route signs. You may use the enclosed reply form to place your order, or you may call me at 999-999-9999 for additional information. Thank you for your consideration. Sincerely,