August 2009–SCOPE Sarasota—a community visioning organization that connects and inspires citizens to create a better community—meets an extraordinary challenge with the help of Schultz & Williams.

In spring 2008, Schultz & Williams (S&W) was hired by SCOPE Sarasota to help the organization meet a challenge grant from the Selby Foundation. Prior to this grant, SCOPE had been securing some corporate sponsorship dollars and modest annual gifts from Board members and participants in their community forums. At the time, however, most of the organization’s support came from government and foundation grants, which were shrinking dramatically.

Therefore, the Selby Foundation challenged SCOPE to broaden its base of support and build its internal capacity to raise private dollars. Selby offered a three-year challenge opportunity, with a 50% increase in the goal each year. Selby agreed to match dollar-for-dollar each new gift and pledge from individual, foundation and corporate donors.

To help SCOPE reach the Selby challenge, Schultz & Williams started the project by helping the organization assess its database of program participants to identify potential donors of $1,000 and more. Schultz & Williams also prepared SCOPE’s case for support, solicitation materials, gift table and top prospect lists from all sources. A critical step in the fundraising strategy also included Schultz & Williams engaging the Board and training individual members on how to cultivate prospects, present the case for support and request gifts.

In year one, SCOPE reached its goal and secured the first Selby match. In year two, using the Schultz & Williams plan as its roadmap, SCOPE reached the second year goal, which represents a 50% increase in new gifts and pledges—a pretty remarkable accomplishment in a down economy.

What’s the key to SCOPE’s success? A strategic fundraising plan, a compelling case for support, a list of qualified prospects, a well-trained development staff and Board, and the motivation of a three-year challenge grant!

Founded in 1987, Schultz & Williams is a national consulting firm headquartered in Philadelphia, Pennsylvania. Today S&W works with nonprofits throughout the United States and continues to exemplify its legacy as one of the first firms in the country to combine the principles of development, management and marketing into our consulting services—an approach that proves successful for nearly every client challenge.