赢取资源
- 1. Winning Resources赢取资源
- 2. Winning Resources – Golden Rules 优势资源－黄金法则Research – Research – Research 研究－研究－研究 Develop Unique Asking Propositions 提出独特的提问命题 Only approach appropriate targets 只探讨适宜的指标 Be direct and specific in requirements 直接、明确的要求 Ask for appropriate amounts要求适宜的数量 Don’t jargonise 不要术语化表达 Be passionate but also businesslike 充满热情，但也要商务化
- 3. Potential sources 潜在资源Trust and Foundations 信托和基金 Individual Philanthropy 个体慈善机构 Corporate Bodies/Local Companies 法人团体/当地公司 Local Government 当地政府 Regional/National Government 地区性/全国性政府 Public donations 公共捐助 International (all of the above) 国际（上述所有各项）
- 4. Potential types of support 潜在的支持类型Finance: 融资： Small one-off grants 小量一次性赠款 Staged grants (as project unfolds) 分阶段赠款（随着项目的展开） Large strategic grants 大规模战略性赠款 ‘Soft’ loans “软”贷款 Business loans 商业贷款 Venture Philanthropy 经营性慈善机构
- 5. Potential types of support – Goods and Services 潜在的支持类型－货物和服务Consumables – Office supplies, food, recreation/education materials 消耗品－办公用品、食品、休闲/教育材料 Vehicles and/or running costs 车辆及/或运转成本 ICT equipment and/or support ICT设备及/或支持 Clothing/ Furniture 服装/家具 Buildings and Land 建筑物和土地
- 6. Potential types of support – In-Kind 潜在的支持类型－非现金类Staff Training, educational materials 员工培训、教育材料 Payroll/Accountancy/financial advice 薪水册/会计/财务建议 Utilities – electricity/gas etc 公用设施－电/气等 Travel subsidy 旅行资助 Donated specialised skills (premises maintenance, legal, publishing etc) 捐赠的专业技巧（房产维护、法律、出版等） Meeting/conference/activity spaces 会议/活动的场所
- 7. Making Approaches - Foundations and Trusts 工作步骤－基金和信托Research their existence 发现他们的存在 Research their criteria 研究他们的准则 Research the approach they require 研究他们所要求的方法 Research their giving history 研究他们的捐赠历史 Construct your project proposition 构建项目提议 Construct your budget 组织预算 Detail your request 详细说明请求
- 8. Making Approaches – Corporations and Companies 工作步骤－公司Research their areas of operation 研究他们的经营领域 Research any previous giving also its nature – cash or in-kind 研究其以前的捐赠和性质－现金或非现金 Research any existing link – i.e. NGO staff or volunteers relationship 研究现有联系－即NGO员工或志愿者的关系 Identify the appropriate person to approach确定恰当的联系人员
- 9. Making Approaches – Local/Regional/National Government 工作步骤－当地/地区性/全国性政府Research any grant schemes 研究各种捐赠方案 Research past grants – scale, beneficiaries研究以往的捐赠－规模、受益人 Research application system 研究申请程序 Seek guidance in advance of application – ideally a discussion 申请前寻求指导－最好进行讨论 Research any contract opportunities 研究各种签约机会
- 10. Making Approaches- Individual Philanthropists 工作步骤－个体慈善机构(Normally have a specific area of interest) （通常具有特定的关注领域） Research past activity 研究其以往的活动 Any personal links with NGO or staff/volunteers? 与NGO或员工/志愿者的个人联系？ Any personal links with any other individuals/companies who have supported the your NGO? 与任何其它个体/曾支持过你所在NGO的公司之间的任何个人联系？
- 11. Making Approaches – Public Donations 工作步骤－公众捐赠Link to publicity and public events 使其与宣传和公共活动联系起来 Link to specific activity 使其与特定的活动联系起来 Coordinate and monitor collectors 协调并监督捐赠接收人 Agree communication protocols 确认通信议定书 Ensure probity 确保诚实正直 Publicise results and activity outcomes 公开结果和活动成果
- 12. Making Approaches – Soft or Bank Loans 工作步骤－软贷款或银行贷款Does the NGO have any sustainable income? NGO是否有任何的可持续收入？ Does the NGO deliver any public services under contract? NGO是否按合同提供公共服务？ Would a capital injection into premises/equipment or staff training increase trading capacity 注入房产/设备或人员培训的资金是否会提高交易能力？ Is there a business case for loans? 贷款是否会带来商机？
- 13. Protocols议定书Always thank supporters whether or not a gift was made 无论是否提供了捐赠物，都要感谢支持者 Always maintain any records that donors (and Inland Revenue) require务必保存好捐赠者（和税务局）所要求的任何记录 Communicate with donors – not always seeking gifts. Keep them in touch with results 与捐赠者沟通－并非总在寻求捐赠，让他们了解结果 Publicise success where appropriate 根据情况公开所取得的成功
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