COVID-19 Webinar: The Bottom-Line: How to Fund Your Organization Through the Pandemic and Beyond

On May 4, IEDC hosted a webinar entitled, "The Bottom-Line: How to Fund Your Organization Through the Pandemic and Beyond" in which experienced fundraisers shared new strategies for EDOs to implement in their fundraising efforts during the COVID-19 pandemic. 

Sean Mikula, CEO of Power 10; Tom DiFiore, President of National Community Development Services; Clinton Nessmith, Principal and Co-Owner of Resource Development Group, and Andrea Sitzes, President & CEO of Show Me Christian County, Missouri presented. Gynii Gilliam, President of Jobs Plus Inc. in Coeur d'Alene, Idaho served as moderator.  

Mr. Mikula kicked off the webinar by sharing his perspective on the current fundraising landscape. He said that most EDOs have paused their fundraising efforts until approximately late summer 2020. He advised that it’s simply too early in the pandemic and with communities focused on re-opening to be initiating campaigns. But he did stress that EDOs should continue to focus on collecting existing commitments. He provided advice on this, including:

  • Ensure Board Leadership that efforts to collect fund are underway
  • Consider delaying invoices until there is more clarity with the current pandemic 
  • Make phone calls to funders so you can understand their unique situations
  • Make sure to show empathy and situational awareness, since the pandemic is impacting everybody

Regarding new funding requests, Mikula recommends delaying, but warns of waiting too long, because otherwise your message will get lost in a sea of new requests. And remember, if you’re asking for money, it’s for something essential, so funding is even more urgent than before the pandemic. 

This means EDOs need to use this time wisely, to prepare for new requests. Put measures in place, build an outreach plan, adjust your strategy as needed, and remember that there may be new donor prospects, as many funders are looking more towards funding small businesses and the public sector. 

Don’t Assume and Don’t Apologize

Tom DiFiore of National Community Development Services agrees with Mikula’s advice on timing and strategy. But he wants to make sure EDOs don’t wait too long or address fundraising in a different manner than they did pre-pandemic. “Don’t wait for certainty. You have to be pro-active. Also, don’t assume that funds have dried up. You still need to make the ask. And finally, don’t apologize for asking for funds. DiFiore wants EDOs to remember that their campaigns were developed to address major community needs. And those needs are even greater now with the current situation. He does want to remind EDOs that campaigns should be reviewed and adjusted if needed.

Also, DiFiore says fundraisers need to adjust to even seemingly minor things like asking for money in a virtual setting. He suggests this will be much different than typical face-to-face interaction that usually accompanies this work. Also, he recommends adopting potential adjustments such as shorter funding cycles, one-year commitments as opposed to multi-year commitments, payment plans, and the option to ramp up donations in outer years. 

“We may be shut in, but we are not shut down,” states DiFiore. 

Every Community Is Different Right Now

Clinton Nessmith of Resource Development Group offered the insight that EDOs must really look inward to understand what fundraising strategy is right for them. He cited three communities that are very similar, who are all approaching fundraising campaigns in a different way. “And they’re all doing the right thing for their specific situation,” said Nessmith. There is simply no framework right now. 

Nessmith also notes that those organizations that rely exclusively or heavily on public funding need to be ready for budget cuts. He recommends that organizations that don’t have funding mechanisms to receive private funding should look at incorporating those measures. And those who do, start laying the groundwork for increased private investment now.  

Keep the Momentum Going

Andre Sitzes of Show Me Christian County shared insight on her fundraising efforts. Sitzes notes they’ve been fortunate to have a lot of economic development successes in recent years. This has led to a lot of buy-in and excitement from stakeholders. They assembled a volunteer group of more than 50 people, and developed a 5-year strategic plan. 

Once COVID-19 hit, it would have been very easy to put the plan on pause. But Sitzes and her team decided to push ahead and keep momentum going. They’ve decided to learn how to strike that balance of dealing with the immediate crisis, but also forward thinking.  

Moderator Gynii Gilliam closed the webinar by echoing that statement, in regards to EDO fundraising efforts. “We need to show the value of ED now. Initially with COVID-19 it was triage. Now we need to get back to or move to some strategic planning,” said Gilliam.