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The Devil is in the Detail: Your Development plan

The Association of Fundraising Professionals 2011 Arizona State Conference. The Devil is in the Detail: Your Development plan. Pamela Doherty, CFRE Clyde W. Kunz, CFRE. Definition. Guide Sets goals, strategies and creates ownership Basis for plan Organization’s strategic plan

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The Devil is in the Detail: Your Development plan

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  1. The Association of Fundraising Professionals 2011 Arizona State Conference The Devil is in the Detail:Your Development plan Pamela Doherty, CFRE Clyde W. Kunz, CFRE

  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

  4. 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

  9. Analysis • Trends • Growth • Room for improvement/increased performance

  10. Goal Setting • Based on data • “SMART” • Specific, measurable, attainable, realistic/relevant, time-bound

  11. 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

  17. Internal Buy-In • Development Team & Executive Director • Board, Development Committee • Overall goals and strategies

  18. Case for Support • Concise, compelling • Internal and external purposes

  19. 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

  20. (520) 449-3967 Pamela@pameladoherty.com Thank You! (520) 977-4019 Kunz@cox.net Presentation Handouts at www.ClydeKunz.com

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