2. Why Plan
Knowing where you are
Knowing where you’re going
Kn0wing how to get there
Keep from getting sidetracked
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3. Where is Your
Organization Now?
Birth
Youth
Midlife
Maturity
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4. Where is Your
Development Program
Now?
Birth
Youth
Midlife
Maturity
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5. Who Should Be Involved in the
Planning Process
Development Staff
Non Development Staff
Board
Development Committee
Consultants
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6. The Four Steps of Fundraising That
Should be Included in Your Plan
Remember that the goal of all
fundraising activities should be to
move donors up the donor pyramid.
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7. Identifying—Making Connections
Every board member, staff
member, and volunteer has a
sphere of influence
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9. Soliciting
Making in-person visit, phone calls ,
or direct response contacts with
potential donors, funders
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10. Stewardship
The 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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11. So, what does an effective
development office need?
Infrastructure
Human resources
Commitment
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12. Infrastructure
Software Needs
Policies
Procedures
The Development Budget
Case for Support
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13. Do We Need Donor
Software?
Yes! Because you need:
Personalized appeals
Accurate recording and reporting
Donor history
Donor preferences
Acknowledgment
Specialized functions
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14. Policies & Procedures
Gift Acceptance
Policies
Recognition
Policies
Investment
Policies
Office
Procedures
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15. Procedures
Who receives gifts?
How do you acknowledge gifts?
Who signs thank you letters?
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16. Budget
Personnel
Professional Development
Software and Equipment
Dues and Publications
Office Supplies
Communications
Seed Money for Events
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17. 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
Linda Lysakowski.com: Dedicated to inspiring philanthropy and creativity
18. Why are ethics important?
The Donor Bill of Rights/Codes of Ethics/Standards
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22. SETTING GOALS
Monetary and non-monetary goals
The first year is the hardest
Look at past history
Consider percentage of increase goals
Participation goals
Plan your time—remember the 95/5 rule!
Don’t forget objectives and action steps
Linda Lysakowski.com: Dedicated to inspiring philanthropy and creativity
23. The reasons many plans
sit on a shelf
The right people were not involved
Action 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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24. What should your plan
look like?
Goals
Objectives
Action 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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25. What should your plan
look like?
Linda Lysakowski.com: Dedicated to inspiring philanthropy and creativity
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
27. Assessing Current
Fundraising Programs
SWOT Analysis
History
Development Audit
Philanthropic Profile Assessment
Linda Lysakowski.com: Dedicated to inspiring philanthropy and creativity
28. Development History
Use your donor software to track all
development events and activities:
Direct mail/telephone/Internet responses
Special events
Grant proposals
Major Gifts
Planned gifts
Capital Campaigns
Volunteer Results
Linda Lysakowski.com: Dedicated to inspiring philanthropy and creativity
29. Tools to Help
www.4Good.org
Special events evaluation
Board evaluation tools
Case statement checklist
Are You Ready for a Capital Campaign?
The Fundraiser’s Private Vault™
Linda Lysakowski.com: Dedicated to inspiring philanthropy and creativity
30. Special Offers
Special 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
Linda Lysakowski.com: Dedicated to inspiring philanthropy and creativity