The Development Plan

The Development PlanLinda Lysakowski, ACFRE

President, Linda Lysakowski, LLC

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Why Plan

Knowing where you areKnowing where you’re goingKn0wing how to get thereKeep from getting sidetracked

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Where is Your Organization Now?

BirthYouthMidlifeMaturity

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Where is Your Development Program Now?

BirthYouthMidlifeMaturity

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Who Should Be Involved in the Planning Process

Development StaffNon Development StaffBoardDevelopment CommitteeConsultants

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The Four Steps of Fundraising That Should be Included in Your PlanRemember that the goal of all

fundraising activities should be to move donors up the donor pyramid.

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Identifying—Making ConnectionsEvery board member, staff

member, and volunteer has a sphere of influence

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Cultivating

One-on-one activitiesCultivation events

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SolicitingMaking in-person visit, phone

calls , or direct response contacts with potential donors, funders

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StewardshipThe last step in the first gift,

and the first step in the next gift

The one thing donors want most!

It costs six times as much to find a new donor than to retain a current donor!

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So, what does an effective development office need?

InfrastructureHuman resourcesCommitment

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InfrastructureSoftware NeedsPoliciesProceduresThe Development BudgetCase for Support

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Do We Need Donor Software?Yes! Because you need:

Personalized appealsAccurate recording and

reportingDonor historyDonor preferencesAcknowledgmentSpecialized functions

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Policies & ProceduresGift Acceptance

PoliciesRecognition

PoliciesInvestment

PoliciesOffice

Procedures

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Procedures

Who receives gifts?How do you acknowledge gifts?Who signs thank you letters?

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BudgetPersonnelProfessional DevelopmentSoftware and EquipmentDues and PublicationsOffice Supplies CommunicationsSeed Money for Events

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The Case: Another Definition

Internal Case (aka ‘the case’)

“The internal case is a ‘data base,’ a compilation of information that will support the preparation of various documents and publications that will explain the organization’s work.”

Source: Henry A Rosso Achieving Excellence in Fundraising

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EthicsWhy are ethics important?

The Donor Bill of Rights/Codes of Ethics/Standards

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They key to a good development plan is……

Diversify, diversify, diversify……What does your “pie” look like?

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Where Do We Find the Money?

The 95/5 Rule and what it means for fundraisers

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What Methods Are Most Effective?

Direct Mail Acquisition: 1 to 1 ½ % response rateDirect Mail Renewal: 15-20% response rateTelephone: 30-35% response rateIn-person solicitation 60-65% response rate

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SETTING GOALSMonetary and non-monetary goalsThe first year is the hardestLook at past historyConsider percentage of increase goalsParticipation goalsPlan your time—remember the 95/5 rule!Don’t forget objectives and action steps

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The reasons many plans sit on a shelf

The right people were not involvedAction steps are not in place:

Who is responsible?How much will it cost/raise?When is it going to be comleted?

Evaluation systems are not in place

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What should your plan look like?

GoalsObjectivesAction steps are not in place:

Who is responsible?How much will it cost/raise?When is it going to be completed?

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What should your plan look like?

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Description Responsibility

Income

Expenses

Start Date End Date

Goal A                Objective

  1             

Tasks   1.1                  1.2                  1.3                  1.4                  1.5                  1.6                    Objective subtotal            

Measuring and Evaluating Success!

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Assessing Current Fundraising Programs

SWOT AnalysisHistoryDevelopment AuditPhilanthropic Profile Assessment

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Development HistoryUse your donor software to track all

development events and activities:Direct mail/telephone/Internet responsesSpecial eventsGrant proposalsMajor GiftsPlanned giftsCapital CampaignsVolunteer Results

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Tools to Helpwww.4Good.org

Special events evaluationBoard evaluation toolsCase statement checklistAre You Ready for a Capital

Campaign?The Fundraiser’s Private Vault™

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Special OffersSpecial Quick and Dirty

Development Audit $750 if completed by June 30, 2014

15% discount of Fundraising for the GENIUS, 2nd edition—use discount code linda2014books at ForTheGENIUS.com or LindaLysakowski.com

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Contact Lindawww.LindaLysakowski.comLinda@LindaLysakowski.com702-892-0955

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