Fundraising Principles and Practice, 3rd Edition

CHAPTER EIGHTARTICULATING THE CASE FOR SUPPORT

Objectives

By the end of this chapter, you should be able to:

1. Explain case for support as the foundation for the development of philanthropic support.
2. Understand the internal role of the case for support.
3. Explain how case resources can be used to create a case statement.
4. Develop an external case for support for a local nonprofit.
5. Describe the process of case development, validation, and revalidation.
6. Conduct a Four Pillars analysis.

Introduction

In the previous chapter, we introduced a framework for fundraising planning and highlighted the case for support as a critical component of that process. Given its significance, we elaborate on that discussion below, explaining the components of a case, how it is typically developed, and its role internally and externally in securing support. We begin, however, by defining our terminology.

Nonprofit organizations know intuitively that their work merits philanthropic gift support, but if they assume that their supporters share this intuitive knowledge, they are likely to be mistaken. A case for support is a sine qua non for nonprofits. A case for support is the rationale underlying fundraising; it is what Williams (1993, p. 295) refers to as the “basic argument for philanthropic support.” Without a case for support, a nonprofit does not have the right or ability to seek financial support ...