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.

THE DEVIL IS IN THE DETAIL:YOUR DEVELOPMENT PLAN

Pamela Doherty, CFRE Clyde W. Kunz, CFREJuly 21, 2011

The Association of Fundraising Professionals 2011 Arizona State

Conference

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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

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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

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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”

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Information Gathering/The Development Audit

External Environment Industry standards/practices New ideas Demographics of constituents “Competition”

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Information Gathering/The Development Audit

Internal Environment/Capabilities Big pictureSpecifics: Fundraising practices and results Communication and stewardship

practices Resources- Financial, Human (staff and

volunteer, Technology

Systems and Procedures

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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

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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

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Donor Constituencies

Prospective donors Number Type

Client/Participant Donor to similar organization Personal connection Self-interest Geographic proximity

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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

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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

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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

THANK YOU!

Presentation Handouts at www.ClydeKunz.com

(520) 449-3967

[email protected]

(520) 977-4019

[email protected]