THE DEVIL IS IN THE DETAIL: YOUR DEVELOPMENT PLAN Pamela Doherty, CFRE Clyde W. Kunz, CFRE July 21, 2011 The Association of Fundraising Professionals 2011 Arizona State Conference
2 Definition Guide Sets goals, strategies and creates ownership Basis for plan Organization’s strategic plan Organization’s fund development history Scope Length of time plan covers: annual or other Comprehensive: covering all areas of a well- rounded program
3 Strategic Planning vs. Fund Development Planning Strategic plan determines organizational direction longer time horizon Fund development plan determines how unearned (philanthropic) income will be acquired Usually annual plan
Session Agenda Steps to Create the Development Plan Information gathering (internal and external) Analysis Goal setting Creation of the plan/timeline/budget Obtaining internal buy-in Update/ongoing evaluation
5 Information Gathering/ The Development Audit Pre-planning work to identify strengths & weaknesses and opportunities in current fund development efforts Options Self-assessment Outside professional– formal “audit”
6 Information Gathering/ The Development Audit External Environment Industry standards/practices New ideas Demographics of constituents “Competition”
7 Information Gathering/ The Development Audit Internal Environment/Capabilities Big picture Specifics: Fundraising practices and results Communication and stewardship practices Resources- Financial, Human (staff and volunteer, Technology Systems and Procedures
8 Information Gathering/ The Development Audit Income Sources: Individual Giving (85%) Foundation Giving (10%) Corporate Giving (5%) Special Campaigns Giving history: size, purpose, sources Cost per $1 raised
Analysis Trends Growth Room for improvement/increased performance
Goal Setting Based on data “SMART” Specific, measurable, attainable, realistic/relevant, time-bound
Elements of the Plan Summary -- findings/assumptions/recommendations Organizational overview Execution plan Goals/strategies/objectives/tactics Timeline Budget Assignments/accountabilities Metrics Case(s) for support
12 Donor Constituencies Current donors (Individual, Corporate, Foundation, Government) Number Gift levels Solicitation type Length of time at level (upgrade) Lapsed Number Time since most recent gift LYBNT SYBNT
13 Donor Constituencies Prospective donors Number Type Client/Participant Donor to similar organization Personal connection Self-interest Geographic proximity
14 The Development Plan Fundraising programs Annual Fund Major Gifts or Capital projects Planned Gifts Special Events Sponsorships In-kind services & gifts Five I’s: identification, information, interest, involvement, investment
15 The Development Plan Development expense budget Salaries Consultant services Equipment costs Travel, meals, entertainment Printing & publications Donor retention and acquisition Donor recognition Office supplies, postage, telephone Event expenses Other
16 The Development Plan Suggestions for Formatting Appendices Staff leader’s annual goals & objectives Committee(s) list(s) and volunteers’ job descriptions Fund development calendar Breakdown of financial goals Other
Internal Buy-In Development Team & Executive Director Board, Development Committee Overall goals and strategies
Case for Support Concise, compelling Internal and external purposes
Update and Evaluation Process vs. a document Allows you to assess and communicate progress and challenges Tool for accountability Ensures everyone is on the same page
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