Resource mobilization By Prof Joseph OkelloOnen Content 1

Resource mobilization By Prof. Joseph Okello-Onen

Content 1. 2. 3. 4. 5. Resource mobilization strategy Resource mobilization action plan Conveying concepts Team dynamics Other issues/follow-up

1. Resource mobilization strategy Definitions; 1. Resources 2. Resource mobilization 3. Resource demobilization 4. Resource management

1. Resource mobilization strategy Linking resource mobilization to the vision of research team n Vision n Mission n Values and ethics n Strategic plan – formal/informal n Structures and systems n Monitoring and evaluation

1. Resource mobilization strategy Key elements of resource mobilization strategy n Undertaking relevant and innovative research with potential for high impact n Documenting one as a sales document/proposal n Researching diversified donors and fund raising n Developing communication strategy n Solid management strategies

1 a. RM strategy: Key elements of resource mobilization strategy n n What have research teams accomplished? What makes research teams unique from other players?

1 b. RM strategy: Expectations of a good RM strategy 1. What project area needs to be funded? n 2. Potential donors and likelihood of funding n 3. 4. 5. Innovative, new, fresh, results, impact, scalability, sustainability etc. Diversified donors Marketing strategy Review RM capacity of research teams Vs competition ME, agility to change as necessary

2. Resource mobilization plan Researching diversified donors; 1. Their vision, mission, ethics, values, strategic plan, programmes 2. Funding level and requirements 3. Institutional set-up (legal) 4. Process of application (technical & financial) 5. Reporting requirements 6. Contractual obligations on both sides

2. RM plan: Categories of donors 1. 2. 3. 4. 5. 6. Bilateral and multilateral Private sector Individuals Volunteers Development banks Foundations

2. RM plan: Starting point Where you are; n Start off with the current donors, they offer highest return at the least cost. But don’t stop here, DIVERSIFY

2. RM plan: Diversifying research teams’ donor base Reasons for diversifying donor base; n In order to be less vulnerable to shifts in funding priorities or levels within a primary donor organization n To help prove the legitimacy and impartiality of research teams in politically-sensitive contexts n To access other in-kind supports and opportunities that donors provide, which also contribute toward sustainability Ø Access to library & information systems, opportunities to host or participate in donor meetings etc.

2. RM plan: Marketing strategies When attempting to diversify a donor base, research team coordinators and members can benefit from marketing and sales techniques 1. Divide research team activities into manageable chunks that donors can take; Ø Ø Levels of activity Thematic areas Country programmes Funding “windows”

2. RM plan: Marketing strategies 2. Bringing donors and potential donors into the research team structure 3. Articulating clearly and concisely the research team’s purpose and function Ø research teams have to ensure that their vision, mission and strategies are clearly developed & understood by all members 4. Clearly describe who participates within the research team, when, how, for how long and with what impacts. How does the participation; Ø Ø enhance members’ own work enhance the research team

3. Conveying concepts Communication tips to think about; 1. Receiver – customize your message, research them before hand (interests) 2. Sender – Be clear, simple, specific, unambiguous, dressing as per target, consistent messages, courtesy, listening 3. Channel – Appropriate, recommended 4. Language – Appropriate, jargon free, precise 5. Follow-up – Confirmation, timely feedback, thank you

4. Team dynamics Capacity building plan – look internally to assess what the research team requires in order to implement the RM strategy. This includes; n Systems and procedures n Technical expertise n Teamwork n Proposal writing skills n Communication strategy n Financial management n Ability to report to multiple donors etc.

SUMMARY 1. 2. 3. Do some research first – Find out which donors are more promising, which have had large budget cuts or reorganizations in the last year and so on. Annual reports & embassies can be a starting point Find out what rings their bells – Identify the current priorities and buzzwords, as well as the deeper motivations of particular donors. These can vary enormously Early entry into an emerging field is a huge advantage – Donors are attracted to projects when they see them as areas where interest is growing quickly and are unable to easily organize initiatives of their own

SUMMARY (Continued) 4. Don’t do too much research – get started with one or two most promising donors 5. Be persistent – Out of 10 donors, no more than 2 or 3 will even acknowledge receipt of their mail. But some of those who ignore their mail may eventually become sponsors 6. Visit – Since they won’t answer your mail (or your faxes or phone calls), you need to go to them. It may still take several faxes and phone calls to arrange the meeting, but when they know you are coming, they will generally agree to see you.

SUMMARY (Continued) 7. Go to conferences – This is another way to meet donors and may be less costly than going to North America or Europe 8. Assume nothing – Some donors take long to read documents provided. Others have little or no knowledge on the subject matter. Keep sending more copies & be prepared to provide concise verbal brief. Have your business cards ready for distribution

SUMMARY (Continued) 9. Prepare handouts – e. g. Distribute fliers, detailed prospectus, project summary, annual report etc. in addition to formal letters. This ensures that your document is at least seen before it is discarded, and gives the impression that you are on top of things. Ø Any document that does not fit on a single sheet of paper will be ignored 10. Cite precedents – When they tell you “Sorry, we cannot do that”, be able to cite cases where the donor has contributed to similar projects in the past 11. Work through local academics – Many donors rely heavily on universities, so be ready to take advantage of this

SUMMARY (Continued) 12. Bring in high flyers – Involve well-known academics or public figures on a steering committee, project development meetings to enhance credibility or prestige. 13. Suggest an amount – you need 14. Be flexible in early stages – on topics, changes etc. 15. Develop & publicize links with recipient gvmts – Donors have different priorities. Some prefer to work through governments 16. Call in the big guns when you need them – to e. g. sign covering letters when necessary 17. Do not take NO for an answer – It may mean no funds for that year. So, continue to pursue 18. Hang on to your already committed donors -

SUMMARY (Continued) 19. Give credit where it is due – Feature sponsors in brochures, publications, meetings etc. 20. Keep non-participating donors in the picture – Send status reports to those who declined to commit themselves. In addition to publicizing the project, they may change their mind. 21. Develop a thick skin & enjoy yourself – high probability of getting more rejections than acceptances. Do not get discouraged. Ø It is like wooing a woman for a wife Ø Each contact with a donor teaches you about donor whims & procedures. Helps you improve your approach next time Ø You meet a lot of interesting people along the way