If you are responsible for “doing it all” – writing thank you notes, grant reports, creating newsletters, managing databases, developing budgets, event planning, bulk mail, website development and more – you may not make time for the most important aspect of fundraising – asking! In this session, you will create a basic development plan which ensures a diverse funding stream, a system for asking for gifts in smarter, more efficient ways, and ensuring you ask for gifts all year long. This session will cover how to significantly improve small development shop results by asking more effectively and efficiently. Presenters: Amy Eisenstein, CFRE, ACFRE, Author & Owner of Tri Point Fundraising, and Jenny Taylor, Marketing Specialist, GuideStar (moderator)

1. 11/8/2013
50 Asks in 50 Weeks:
How to Create a Development Plan
so You Can Raise More Money!
www.tripointfundraising.com
Twitter: @amyeisenstein
Facebook: facebook.com/tripointfundraising
Amy Eisenstein, MPA, ACFRE
Consultant, Author, Speaker, Coach
TRI POINT FUNDRAISING
Did you know?
Most nonprofits ask for LESS than 50 gifts per year.
Most ask for MANY LESS than 50!
Do you know how frequently
you ask for contributions?
Do you know how much you ask for
over the course of a year?
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Do you know the difference
between
the amount you ask for
and
how much you receive?
How much more could you raise…?
…if you asked more frequently?
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How much more could you raise…?
… and in smarter,
more effective ways?
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3 Simple Steps
Step 1: Get Ready – Assess Where You Are
Step 2: Get Set – Create a Plan
Step 3: Go! - Implement
Step 1: Get Ready - Assessment
Counting Your Asks
Creating a Baseline
Understanding Key FR Strategies
XYZ Org
• 6 Foundation Grants
• 3 Sponsors at the Awards Dinner
• 1 Year End Appeal
• 2 Email Solicitations
• 3 Individual, Face to Face Asks
-----------------------------------------------------15 Asks (Solicitations)
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Counting Your Asks
• Grant proposals
= 1 ask
• Sponsorship proposals = 1 ask
• Individual solicitations = 1 ask
• Bulk Mail/ Email
= 1 ask
How many asks do you think you’re doing now?
A. Less than 25
B. Between 25 and 50
C. More than 50
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Key Strategies
1.Ask Frequently
2.Ask Smart
3.Ask Diverse
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Step 1: Get Ready – Assessment
REVIEW
Counting Your Asks
Creating a Baseline
Understanding Key FR Strategies
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Step 2 : Get Set – Create a Plan
Identify Prospects
Set a Goal
Create a Calendar
Is He a Good Prospect?
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Friends
Vendors
Family
Past
Donors
Colleagues
Prospects
Volunteers
Neighbors
Social
Clubs
Service
Providers
Sample Gift Table (AKA Gift Pyramid): Goal: $100,000
Number of
Prospects
Number of
Donors
4
1
$20,000
$20,000
$20,000
9
3
$10,000
$30,000
$50,000
12
4
$5,000
$20,000
$70,000
20
8
$2,500
$20,000
$90,000
25
10
$1,000
$10,000
$100,000
Gift Amount
Total at
Each Level
Total Raised
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Sample Calendar/ Development Plan
Month
Ask #1/ Grants
January
Corporation A
February
Foundation A
Ask #2/ Individs.
Ask #3/ Mail
Sue S.
Winter Email
Peter S.
March
Ask #4/ Events
Annual Report
Gala Invitation
April
Foundation B
Sam A.
Newsletter
May
Foundation C
Jane and Jim
5 Corp Sponsors
Spring Email
June
July
Carol
August
Anna T.
September
David R.
October
Fall Newsletter
Holiday Mail
November
December
Follow-Up
Step 2 : Get Set – Create a Plan
REVIEW
Identify Prospects
Set a Goal
Create a Calendar
Step 3 : Go – Implement
 Getting Past Barriers
 Roles and Responsibilities
 Accountability
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Fundraising is more effective
when volunteers are used.
Accountability
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Step 3 : Go – Implement
REVIEW
 Getting Past Barriers
 Roles and Responsibilities
 Accountability
Step 1: Get Ready – Assess
Step 2: Get Set – Create a Plan
Step 3: Go - Implement
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14. 11/8/2013
Get a copy of my FREE ebook:
Simple Things You’re NOT Doing
to Raise More Money
at
www.tripointfundraising.com
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