"Fundraising is the right person asking the right prospect for the right gift at the right time in the right way."  Bill Riley  President  Kansas 4-H Foundation

From Bill Riley's point of view, "there are three basic resources that drive everything: people, time, and money." On Saturday of the coaches' conference, Riley, who is President of the Kansas 4-H Foundation and makes his living raising money, described how the elements of people, time and money fit into the fundraising process.  According to Riley, "vision" is the key to obtaining contributions. For example, in raising money to build a new facility, Riley explained "I am not about to ask for a half a million dollars to build a building so that children can play." Instead, he describes the long term benefits of youth development, telling potential contributors of a better community and positive social change.  To Riley, fundraising is a "managed process" that requires planning and long-term commitment at every stage. As shown in the diagram, Riley works on a "Fund Raising Grand Slam." He begins with prospecting, which is "not a process of who's willing to give," but "who is capable." In his second step, Riley works on the continual cultivation of potential contributors. This cultivation process continues even after a person or group gives money. In some cases, especially with "planned giving" (whereas people may will part of their estates), "we may cultivate a contributor over 30 years."  The success of solicitation is contingent upon how well the organization prospects and cultivates contributors before they solicit. Riley added, "we don't get many no's."  Riley also listed the clues he looks for in upgrading contributors to giving major gifts. They are included below:

The contributors:

	Always give when asked		Write letters to the organization
	Upgrade themselves		Have a history of involvement
	Give large first time gifts		Offer ideas to the organization
	Come to all events		Make memorial gifts
	Make contact late in the year		Have given many dollars over time