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Funds & Resources - Introducing a resource mobilisation framework
   Last updated: 02.07.02
Summary of Section 1
Section 1 outlines the important difference between fundraising and resource mobilisation, and why this toolkit has focused on the latter. It introduces a framework to understand resource mobilisation as three key components – resource providers, resources and mechanisms for resource mobilisation. This framework is then used to relate these three components to the local context – what kind of resources are needed, what kind of mechanisms work, and what kind of resource providers exist.

Section 1 not only sets the scene for the participants by introducing a conceptual framework for resource mobilisation, but also begins the process of studying the resource mobilisation environment they work in. For this reason, it is important that the topics within Section 1 are covered – at least in theory if not necessarily as full activities. Some of the activities in Section 2 build on the activities in Section 1 – therefore it is best to read the whole toolkit through before deciding which activities and sections to focus on or adapt.

All of the activities in this section can be carried out in mixed groups rather than groups of individuals from the same organisation. Since much of Section 2 involves working in organisational small groups, having mixed groups for this section can increase variety and the opportunity for cross-learning.

During the fieldtesting of this toolkit it became clear that the outputs of this section vary greatly from country to country. We recommend that you read through Section 1 before deciding whether the activities in Section 1 would be better merged into one or whether the described series of activities would be more appropriate. In some countries it is possible to keep the first activity broad in focus, moving to more detailed analysis in the latter sections. However, in others it was considered easier to start with detailed ideas, followed by organising the ideas into broader categories.

Section 1.1 Exploring a conceptual framework for research mobilisation
Activity 1.1 Aim: To understand what resource mobilisation is and develop a working definition

Introduction
Timing: 1 hour 30 minutes

Resource mobilisation is about an organisation getting the resources that are needed to be able to do the work it has planned. Resource mobilisation is more that just fundraising – it is about getting a range of resources, from a wide range of resource providers (or donors), through a number of different mechanisms. Resource mobilisation can therefore be conceptualised as a combination of:

  • RESOURCES which are different kinds of things that are needed

  • MECHANISMS which are different ways of directly getting resources

  • RESOURCE PROVIDERS which are different people/organisations that provide resources.


Instructions
Timing: 1 hour

1 Explain the aim of the activity to the participants.

2 Introduce the resource mobilisation framework to the participants.

3 Divide the participants into two mixed groups.

4 Ask each group to define each of the elements of the framework – Resources, Mechanisms and Resource Providers – by brainstorming a list of broad categories that could be included under each (see example on opposite page). A Handout is provided at the end of Section 1 if necessary.

5 Using this information, ask each group to write a definition for resource mobilisation.

6 Ask each group to present their broad categories and definitions.

7 Discuss the outputs of the group work to ensure that each group has understood the terms.

8 Using the two definitions of resource mobilisation, develop a joint ‘working definition’ and display this on the wall for the remainder of the workshop.

9 Facilitate a discussion based on the following questions:
  • In what way is resource mobilisation different from fundraising? How does this framework help to broaden ideas for resource mobilisation?

  • Which element of the framework was the hardest to define? Why?


10 Close the activity by summarising the key points the participants should remember.

Facilitators’ notes
  • When introducing the framework it may be necessary to actually explain the words ‘resources’, ‘mechanisms’ and ‘resource providers’. If necessary, clarify their meaning by providing some examples from the completed example.

  • When the participants are developing the lists under each part of the framework, encourage them to think of broad categories rather than detailed ideas. Give them an example if necessary: i.e., under resource providers, one grouping would be the business sector/corporate sector.

  • There may be a considerable amount of discussion concerning the groupings under each part of the framework. This is usual – however, try to draw the discussion to a conclusion within a reasonable timeframe. If there is still disagreement, explain that each organisation can develop their own list for use within their organisation – these lists are only needed for common understanding during the workshop.


Example of Activity 1.1: By local NGOs/CBOs based in Mongolia
Working definition for resource mobilization

‘Resource mobilisation’ is the process of getting resources, from resource providers, using different mechanisms, to implement the organisations’ work.

Mechanisms:
  • Submitting grant proposals

  • Special events

  • Running a small business

  • Soliciting donations

  • Unsolicited contributions


Resources:
  • Money

  • Technical assistance

  • Human resources

  • Material goods

  • Free service and facilities


Resource providers:
  • International NGOs

  • Bilateral and multilateral organisations

  • National governments

  • Businesses

  • Individuals


Reference: Adapted from a resource mobilisation workshop held in Ulaan Baatar, Mongolia, February 2001.

Section 1.2 Identifying different kinds of resources
ACTIVITY 1.2 Aim: To brainstorm the different kinds of resources that can be mobilised

Introduction

Resource mobilisation is often considered to be an alternative word for fundraising. In fact fundraising is only one part of resource mobilisation, which is the process of getting a broad range of resources for an organisation. Money is one of the key resources that all NGOs/CBOs need to be able to function and carry out their work. However, there are other resources that are also useful. It is important to try and access a range of resources as this will help organisations to save money and also enable them to access a broader range of resource providers and opportunities. Before planning resource mobilisation work it is useful to spend a short amount of time thinking about the range of resources that organisations can use.

Instructions
Timing: 1 hour

1 Explain the aim of the activity to the participants.

2 Divide the participants into two mixed groups.

3 Using the list of resources developed in Section 1.1, ask each group to make this list more detailed – for example, money might be split into: money for project; core costs; grant giving, etc.

4 Ask each group to present their work.

5 Using the work from both groups, develop one list of useful potential resources and stick this to the wall for the duration of the workshop.

6 Facilitate a discussion based on the following question:
  • Why is it useful to think of the broad range of resources that can be mobilised?


7 Close the activity by summarising what has been learned and shared, and the key points for the participants to remember.

Facilitators’ notes
  • If the participants identified a detailed list of ideas during Activity 1.1 instead of broad categories, you may need to begin by working with the groups to identify broad categories, and then ask them to identify more specific elements under each.

  • This activity works equally well working with the whole group in a plenary.


Example of Activity 1.2: By local NGOs/CBOs based in Ecuador
Material goods:
  • Office or service equipment

  • Condoms

  • Needles

  • Drugs

  • Training materials

  • Vehicles


Free service and facilities:
  • Office space

  • Equipment

  • Training facilities

  • Transportation

  • Publishing and printing


Technical Assistance:
  • Training

  • Programmatic technical input

  • Organisational technical input

  • Ad hoc support from experts (trainer/facilitators)

  • Study visits

  • Scholarships

  • Publications


Money:
  • Money for grant-giving

  • Project money

  • Core money


Human Resources:
  • Regular volunteers

  • Secondees (nurses/doctors/counsellors)

  • Free consultancy


Reference: Adapted from a workshop held in Quito, Ecuador, May 2001.

Section 1.3 Exploring different mechanisms for resource mobilisation
ACTIVITY 1.3. Aim: To identify different kinds of resource mobilisation mechanisms

Introduction

Resource mobilisation mechanisms are the ways that resources can be mobilised from resource providers. Mechanisms are the actual processes of requesting or getting resources – for example, writing proposals, holding a fundraising event, selling services, face-to-face meetings. Identifying different resource mobilisation mechanisms is one way for NGOs/CBOs to broaden their understanding of resource mobilisation and diversify their approaches beyond writing proposals. Determining which resource mobilisation mechanisms are realistic is highly context specific and this activity will help identify mechanisms that are appropriate to a country or a local setting. Activity 2.4 will then allow the participants to study each mechanism in more detail and determine which are realistic for their own organisations.

Instructions
Timing: 1 hour

1 Explain the aim of the activity to the participants.

2 Using the list of broad mechanisms developed as part of Section 1.1, work with the whole group to brainstorm a detailed list of different resource mobilisation mechanisms.

3 Facilitate a discussion with the whole group based on the following questions:
  • Do you have any experiences of particularly innovative resource mobilisation mechanisms that you could share?

  • What would you need to consider before trying any new resource mobilisation mechanisms?


4 Close the activity by summarising the key findings and points of discussion that have arisen.

Facilitators’ notes
  • When developing the detailed list of mechanisms for resource mobilisation, it does not matter how many are listed. However, try to group any ideas that are actually the same mechanism with a slightly different focus, otherwise this will be duplicative – for example, renting out office chairs, renting out office space.

  • Some participants may suggest ‘Cause Related Marketing’ – this is the process of improving the sale of a product to further a social cause, for example, selling condoms to help reduce the incidence of sexually transmitted infections (STIs) and HIV. In terms of resource mobilisation, it can also be a way of generating money. ‘Cause Related Marketing’ provides money and fulfills a programmatic (or cause-related) objective. This approach does, however, require specialised skills and training to ensure the quality of the programmatic outcome.


Example of Activity 1.3: By local NGOs/CBOs based in the Philippines
Brainstormed detailed list of mechanisms:

Submitting grant proposals
>>Responding to requests for proposals
  • as an individual NGO/CBO

  • as an NGO consortium

  • as a multisectoral consortium

>>Unsolicited proposals
  • full proposals

  • concept notes

  • NGO consortium proposals

  • as a multisectoral consortium


Special events
  • Programmatic related money generating events, for example, World AIDS Day rallies

  • Non-programmatic related money generating events, for example, cultural events


Running a small business
  • Renting assets

  • Selling services

  • Selling products

  • Social marketing


Soliciting donations
  • Direct mail (including for sponsorship programmes, pledged giving)

  • Donation box

  • Corporate tie-ins

  • Major gifts, legacies, endowments

  • Planned giving

  • Direct response TV/print/telethon

  • Internet


Unsolicited contributions

Reference: Adapted from a resource mobilisation workshop held in Cagayan de Oro City, Philippines, April 2001.

Section 1.4 Understanding different resource providers
Activity 1.4. Aim: Understanding what motivates resource providers

Introduction

It is very difficult to generalise the motives of different resource providers. However, by considering what motivates resource providers to give resources, NGOs/CBOs can clearly explain the benefits to providers rather than just ask for resources. This will also help the NGOs/CBOs to identify the possible consequences of accepting resources from different providers and ethical issues involved.

Instructions
Timing: 1 hour 30 minutes

1 Facilitate a brainstorm with the whole group based on the following questions:
  • What do we mean by resource providers’ motivations? (Collect a few examples to check understanding.)

  • What broad categories of motivations do resource providers have?


2 Draw a blank version of the table shown in the Example of Activity and explain how the table can be used. Write the resource provider categories from Activity 1.1 in the first column of the table and the broad categories of motivations identified in the top row of the table.

3 In small groups, or as a whole group, ask the participants to consider the extent to which each motivation might influence each resource provider to give resources using the scoring system (1 minor – 5 major). They should be thinking in general terms rather than about motivations for giving resources to NGOs/CBOs working on HIV/AIDS. Ask the participants to write their scores on Post-it Notes and place them in the table so that they can change their scores as a result of the discussion.

4 Facilitate a discussion with the whole group based on the information in the table(s).

Facilitators’ notes
  • You can use the broad categories of ‘motivations’ identified by the participants or the ones provided in the column headings of the table below. The ones provided by the participants are more likely to be realistic and context specific.

  • The results of Activity 1.4A always vary enormously depending on the country. If there are participants from more than one country, divide them by the country to carry out the activity.

  • These activities are designed to generate debate. The aim of the activity is not therefore to come to a consensus on these issues.

  • It may be possible to carryout Activity 2.5A at this stage if it is considered to be more appropriate. However, it is important to highlight that identifying resource providers is a key part of the planning for resource mobilisation work, which is why it is included as a logical step within Section 2.


Example of Activity 1.4A: By local NGOs/CBOs based in Bangladesh
Scoring scheme: The extent to which the motivation influences the provision of resources Minor=1 … Major=5

[The table, not reproduced here, but available in the pdf version of this resource, is a grid with the kinds of provider listed across the top and motivations down the side]

International NGOs
Bilaterals and Multilaterals
Government
Businesses
Individuals
Community
Institutions
Membership associations

Achieve programmatic goals
Influence a market
Make a contribution
Gain tax exemption
Influence political relations
Influence opinions of beneficiaries
Impact on policy decisions
Religious reasons

Reference: Adapted from a resource mobilisation workshop held in Dhaka, Bangladesh, February 2002.

Activity 1.4B Analysing how resource provider motivations affect NGO/CBO resource mobilisation for HIV/AIDS work
Instructions
Timing: 1 hour

1 Divide the participants into mixed groups, explain the following questions and ask them to discuss the questions and document their answers:
  • How do the different motivations of resource providers affect their willingness to provide resources to NGOs/CBOs working on HIV/AIDS?

  • How do the different motivations of resource providers affect what they want in return for the resources they provide to NGOs/CBOs?

  • What should NGOs/CBOs consider when deciding whether the motivations of different resource providers will affect the agenda or the principles of their NGO/CBO working on HIV/AIDS?

  • How do the different motivations of resource providers affect the different kinds of resources that they may give to NGOs/CBOs working on HIV/AIDS?


2 If there is time, ask each group to present their work.

3 Close the activity by summarising the key points that have been discussed and key points for the participants to remember.

Facilitators’ note

It may be necessary to reword these questions in different contexts.
  • At the end of this activity, if the whole of Section 1 has been covered, this is a good point to reflect on the resource mobilisation framework and ask the participants if they have any questions.


Example of Activity 1.4B: By NGOs based in Bangladesh
Analysing how resource provider motivations affect NGO/CBO resource mobilisation for HIV/AIDS work

How do the different motivations of resource providers affect their willingness to provide resources to NGOs/CBOs working on HIV/AIDS?
  • Some providers (businesses) may see HIV/AIDS as a threatening subject working with ‘unpopular’ groups

  • Some see HIV/AIDS as just one development subject that needs to be tackled

  • Some think that NGOs/CBOs are in a good position to tackle HIV/AIDS issues as they work with the community and beneficiaries directly and can approach target groups


How do the different motivations of resource providers affect what they want in return for the resources they provide to NGO/CBOs?
  • Some (international NGOs) want us to write detailed descriptions of our work showing how we work with beneficiaries

  • Some (businesses) want us to show their mechandise being used in the community – equipment, condoms, etc.

  • Some (embassies) are often interested to actually see the work and want to be able to visit (our projects) and take photographs and talk to beneficiaries


What should NGOs/CBOs consider when deciding whether the motivations of different resource providers will affect the agenda or the principles of the NGO/CBO working on HIV/AIDS?
  • We should know whether they are going to want to change our projects to meet their needs

  • We should consider ethics of taking money from providers that might have ulterior motives or that might want to quieten our advocacy

  • We should see whether they offer enough resources to balance what they want in return from us


How do the different motivations of resource providers affect the different kinds of resources that they may give to NGOs/CBOs working on HIV/AIDS?
  • Some providers are all about getting money to NGOs

  • Some businesses want us to advertise their mechandise so they only give us their products

  • Some providers don’t have money to give to us but want to help (other NGOs) – they offer us a range of resources like equipment, technical assistance and office/workshop space at reduced cost or free


Reference: Adapted from a resource mobilisation workshop held in Dhaka, Bangladesh, February 2002.

Handout (Section 1.1) Alliance Resource Mobilisation Framework
Diagram shows, in the centre:

RESOURCE MOBILISATION

Surrounded by:

MECHANISMS: Different ways of getting resources

RESOURCES: Different kinds of things that are needed

RESOURCE PROVIDERS: Different people/organisations that provide resources

Source: Raising Funds and Mobilising Resources
This is an extract from Raising funds and mobilising resources for HIV/AIDS work: a toolkit to support NGOs & CBOs, published by the International HIV/AIDS Alliance in June 2002.

To view the whole toolkit follow this link.

To download this section, complete with graphics, in pdf format (which requires Adobe Acrobat software to read it) follow this link (file size 217kb)