dollars & $ense how to build a development program
Post on 03-Jan-2016
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Dollars & $ense
How to Build a Development Program
What’s Important?Creation of a Public TrustRevenue Stream: Earned vs. ContributedFundraising vs. DevelopmentMarketing vs. DevelopmentMaxims of DevelopmentThings to KnowTaking ActionEvaluationRenewal
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Public TrustOther People’s Money (OPM)State and Federal RegulationAct in Public InterestResponsibility to Others
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RevenueWhat is Your Business Model?Timing?Revenue Mix?
Earned Revenue?Contributed Revenue?
Process for Generating RevenueFundraisingDevelopmentMarketing
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Fundraising vs. DevelopmentFundraising is a One-Time Activity, a Dash for
Cash.Development Seeks a Long-Term Involvement or
Relationship With a Donor, Maximizing Their Interest in the Org. (Donor Centric)
Development Requires Strong Listening SkillsGreat Fundraisers Combine Listening With an
Understanding of How to Match the Donor’s Motivation and Values With the Org’s Solutions
Leadership Skills are Key Development Skills
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Marketing vs. DevelopmentMarketing is the Promotion of an Org. to the
General Public with the Expectation that Qualified Leads Will Become Prospects
Development Focuses on Building Relationships with Prospects so They Become Donors
Marketing Deals with Broad Populations; Development with a Specific Group
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Maxims of DevelopmentAn Organization has No Needs. It has SolutionsSeek Investment, Not CharityFollow the MoneyOrg has a Past, Present and a FutureYou are Not AloneWhat You Do, MattersMake Your Work Satisfying and EnjoyableWhat Goes Around, Comes Around
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Finance, Accounting & DevelopmentFinancial Reports are a Look BackwardsDevelopment Reports are a Look ForwardsFinance and Development Numbers Rarely
Agree; But The Accounting Has To Be The SameFinancial Accounting Standards Board (FASB)
Rules Apply. Understand ThemBecome Facile With All Forms of Financial DataRead Balance Sheets; Not Budget Narratives
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Ethics and GovernanceGood Governance
Mission Anchored in Community Solutions, Not Institutional Need For Money
Laser Clear Case That Speaks to Philanthropists
Informed and Committed LeadershipExcellent Communication CapabilitiesActionTrusted Steward of Resources
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Good GovernanceThe Duty of Care: Acting the Way That a
Prudent Individual Would in Similar Circumstances
The Duty of Loyalty: Placing the Org’s Interest Above the Individual’s Own
The Duty of Obedience: Acting in Accordance with the Law and the Org’s Own Bylaws and Policies
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LeadershipDefining leadership roles
Board, Volunteers and StaffProfessional Services
Recruiting, Educating and Motivating Volunteers
Managing Expectations
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Desirable CharacteristicsIntegrity and AccountabilityInformed JudgmentFinancial LiteracyMature ConfidenceHigh Performance
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Obstacles to Good GovernanceFears
IneptitudeWhat Others Might ThinkAsking Questions and Appearing UninformedExpressing OpinionsOther Board Members
Lack of KnowledgeSubject Area PhilanthropyOrganizational Roles & Processes
Lack of Skills: Leadership and in Being Inclusive and Collaborative
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Environment: Competition and CollaborationThere Are Few New Ideas; There Are
Better Business ModelsEntrepreneurism vs. ApprenticeshipLearning Partners
Conduct an Environmental Scan for Potential Competitors and Collaborators
Funders LOVE Strong CollaborationsCollaborations Rarely Work Unless the
Budgets are Clear14
The Building BlocksVisionMissionStrategic PlanningCase Statement/ PublicationsGift OpportunitiesCampaignAction
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Venture FundingGrantwriting vs. Individual DonorsInvolve Key Prospects in Creation of the
Building BlocksIs Everyone Committed?Have You Done What You Said You Would
Do?What Conversations or Corrections are
Needed? Reports? Evaluations?
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Relationships: People & ParticipationBoard and Other Volunteers
Board’s Responsibility is Org. Governance Policy Formation Decision Making (Retain or Delegate Authority) Oversight (Monitoring, Assessment, Feedback) Development (Donor, Fundraising, Advocacy)
Donors and Prospects (Care and Feeding)Staff (Vision and Implementation)Suspects and the General Public
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Taking ActionIdentify ProspectsResearch ProspectsStrategize With Volunteer and StaffCultivation and Making the First CallSolicitationMaking the CloseFollow Up
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RenewalPay Your Dues!Development/Leadership Requires RenewalYou Will Become Wealthy, But Not Rich
The Wealthy BarberInvest in YourselfBibliography/ Associations
You Can Change the World, or Your Part of ItAlways Be Interested in People
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Go Build Your Dream!
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