1. Creating Your Fundraising Plan Deborah Antoine, Ed.D. Toni Wiley Capacity Building Program Three-Day Training February 18-20, 2015 Orlando, Florida

2. A Blueprint for Success

3. A Plan Moves you from reactive to proactive Provides a roadmap for your fundraising Gets everyone on the same page

4. Who Has a Plan? Yes, got a plan and it’s in writing! I have a plan, but it’s in my head Plan? What plan?

5. Six Simple Steps Identify your assets Set your goals Create a plan of action Work the plan Monitor the plan Celebrate!

6. How Much Money? Ask yourself, “What will it take to deliver services and cover overhead expenses next year?”

7. How Much do You Need to Raise? Yes, down to the penny We have a ballpark amount We just raise whatever we can then figure out how to spend it

8. Evaluate the Past How did it go last year? What about the previous years? What worked well? What didn’t work?

9. StrategyLast YearTwo Years Ago Include in This Year’s Plan? Notes City/State/Federal Funding$$ Foundation Grants$$ Special Events *$$ Direct Mail *$$ Major Gifts$$ Individual Giving *- Appeals$$ Individual Giving - Online$$ Memberships$$ Corporate sponsorships$$ Product sales *$$ Other$$ Total * Net of Expenses $$ Diversify Funding Sources

10. Step One Identify your assets.

11. What are Assets? Organizational assets are things you have going for you that make fundraising easier.

12. Organizational Assets Compelling mission Large public base of support Name recognition Well-known staff or Board members Great facility Others?

13. Fundraising Assets Great relationships with donors High traffic to your website Large list of responsive supporters Something else?

14. Step Two Set your goals

15. Three Fundraising Targets Number of dollars to raise Number of current donors to renew Number of new donors to acquire

16. Do You Pay Attention to Donor Renewal Rates? Yes, we are OR We need to

17. Determine Strategies Grant Writing Special Events Direct Mail Major Gifts Online Fundraising Others?

18. Make Sure it Works StrategyGoalDollars to raise# Renewed Donors # New Donors Grant writing Special events Direct mail Major gifts Online fundraising Others? Totals$

19. Step Three Create a plan of action…

20. Start Putting it Together Fundraising Targets Fundraising Strategies Action Plans

21. Example 1. Raise $100,000 2. Renew 65% of donors 3. Acquire 500 new donors Raise $25,000 - grants. Raise $50,000 - major gifts. Raise $25,000 – individual donors (event, direct mail, online giving) Action Plans

22. Strategy Details StrategyDescriptionTarget Audience $ GoalCost?Who will do?By when? Grants Events Direct Mail Major Gifts Online Giving Other?

23. Example StrategyDescriptionTarget Audience $ GoalCost?Who will do? By when? GrantsWrite grantsPrivate foundations $25,000$0MeDeadlines EventsFundraising dinner Current and prospective donors $10,000$2,500Me, committee Planning calendar Direct mailBack to school appeal Current donors$10,000$2,500MeSep 1 Major giftsCultivate and ask for major gifts Current and prospective major donors $50,000$0Me, Board2 each month Online giving Raise money online Current and prospective donors $5,000$0MeNov 1 Other?

24. Action Steps Action StepWho will do it?When will it happen? What resources are needed? 1. 2. 3. 4. 5. 6.

25. Example Strategy: Grant Writing Action StepWho will do it? When will it happenWhat resources are needed? 1. Research opportunities MeBy May 1, 2015Time 2. Prioritize the opportunities MeBy May 7, 2015Time 3. Create a deadline calendar MeBy May 10, 2015Time 4. Write proposalsMeBefore deadlineTime

26. Step Four Work the plan

27. Step Five Monitor the plan

28. Regular Development Review? Yes, we are OR We need to

29. Regular Review Review your plan monthly Course-correct if needed

30. Monthly Checklist Total dollars Renewed donors New donors Goals

31. Planned vs. Actual Review each strategy and goal. Ask yourself: How are we doing versus what we planned? What do we need to adjust?

32. Step Six Celebrate when things go well! Then start all over again!

33. Keeping Donors in the Loop DONORS Assess Involve Invite Ask Thank Research Appreciate Ask Again Cultivate Inform

34. A Dozen Nuggets Individual donors are the largest source of untapped potential. It’s not about money: It’s about relationships Create excitement Start early Expand your outreach Look out the window, not in the mirror

35. A Dozen Nuggets People give because you meet needs, not because you have needs Diversify your funding sources Give before you ask Ask with pride, not apology Giving is transformational Show me you know me Give thanks