The Development Plan

The Development PlanLinda Lysakowski, ACFRE

President, Linda Lysakowski, LLC

Linda Lysakowski.com: Dedicated to inspiring philanthropy and creativity

Why Plan

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


Where is Your Organization Now?

BirthYouthMidlifeMaturity


Where is Your Development Program Now?

BirthYouthMidlifeMaturity


Who Should Be Involved in the Planning Process

Development StaffNon Development StaffBoardDevelopment CommitteeConsultants


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.


Identifying—Making ConnectionsEvery board member, staff

member, and volunteer has a sphere of influence


Cultivating

One-on-one activitiesCultivation events


SolicitingMaking in-person visit, phone

calls , or direct response contacts with potential donors, funders


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!


So, what does an effective development office need?

InfrastructureHuman resourcesCommitment


InfrastructureSoftware NeedsPoliciesProceduresThe Development BudgetCase for Support


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

Personalized appealsAccurate recording and

reportingDonor historyDonor preferencesAcknowledgmentSpecialized functions


Policies & ProceduresGift Acceptance

PoliciesRecognition

PoliciesInvestment

PoliciesOffice

Procedures


Procedures

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


BudgetPersonnelProfessional DevelopmentSoftware and EquipmentDues and PublicationsOffice Supplies CommunicationsSeed Money for Events


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


EthicsWhy are ethics important?

The Donor Bill of Rights/Codes of Ethics/Standards


They key to a good development plan is……

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


Where Do We Find the Money?

The 95/5 Rule and what it means for fundraisers


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


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


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


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?


What should your plan look like?


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!


Assessing Current Fundraising Programs

SWOT AnalysisHistoryDevelopment AuditPhilanthropic Profile Assessment


Development HistoryUse your donor software to track all

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


Tools to Helpwww.4Good.org

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

Campaign?The Fundraiser’s Private Vault™


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


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


The Development Plan

Government & Nonprofit