Diane Marty, MALS, CFREFundraising Planning minus the yada yada yada

Analysis

• Gift chart reverse application• Claire Gaudiani• Amy Eisenstein, ACFRE: 50 Asks in 50 Weeks• Eisenstein & Dr. Adrian Sargeant• FEP Survey (2014, 2015)• Retention, acquisition, attrition rates• Forward application of gift charts

Analysis

• Amy Eisenstein, ACFRE: 50 Asks in 50 Weeks– Know your baseline• At least 1 visit /entrée per quarter set up per board

member (=12-15 solicitation visits per quarter…will DOUBLE the solicitation output of FY13 in 6 months’ time)• LYBUNT/SYBUNT opportunities• Get off the hamster wheel

Analysis

• Eisenstein & Dr. Adrian Sargeant– Know your performance baseline• Mean FTEs in comparable shops

– $5-10m: 5.5– $1-$4.9m: 2.8– Under $1m: 1.2

Analysis

• Eisenstein & Dr. Adrian Sargeant– Know your performance baseline• Mean FTEs committed to major gift work

– $5-10m: 5.5 .9– $1-$4.9m: 2.8 .5– Under $1m: 1.2 .3

Analysis

• Eisenstein & Dr. Adrian Sargeant– Know your performance baseline• Mean FTEs committed to major gift work + volunteers

– $5-10m: 5.5 .9 5.3 / .4– $1-$4.9m: 2.8 .5 4.5 / .3– Under $1m: 1.2 .3 4.6 / .3

Analysis

• Fundraising Effectiveness Project– National performance statistics

• 2014: n=3,576 (2012-13 data)• 2015: n=8,025 (2013-14 data)

– Every $100 gained in 2014 was offset by $95 in losses through gift attrition (net gain 5%)

– Ever 100 donors gained was offset by 103 donors lost through attrition (net loss -3%)

– Median donor retention rate: 43%– Median gift retention rate: 47%– Retention rates <50% for the last 9 years

Analysis

• Metrics• Standard dashboard:– Prospect assignments: # solicited, # visited, #

contributed– Solicitations closed (# and $)– Constituents visited (by # visits and substantive

actions [donor indicates interest or move])–Multi-year commitments (Peter Drury: “Cash

received this year is largely the result of prior years’ work. Aspire to start each year with at least 51% of the goal already committed.”)

Analysis

• Metrics• Non-cash metrics:

– Engagement index: determine % who report being inspired by a volunteer or donor to initially make their gift or become involved with the organization

– Non-ask ratio: cultivation or stewardship contacts set as a ratio goal to solicitations

– Internal brand strength rating: aggregate board & staff rating (2x/yr) on a 1-10 scale, “How confident are you that we consistently and compellingly explain what we do and why we do it?”

– A brand is not how the agency looks, but how [donors] experience your agency.

Analysis

• Brand Insight• Brainstorming

– One word to describe your agency– Your agency as a car– Top prospective fundraising audiences

• Blow it up then boil it down– 4-5 words. Period.

• Then blow it up again using your root insight.– Test with key audiences– Leverage against logic model data– Put it to work

Gift Charts

Strategy Alignment• Near-term

– LYBUNT/SYBUNT recapture– Retention & upgrade increase– Challenge opportunities– Youthful planned giving– Pipeline development

• Medium-term– Retention, upgrade & acquisition– Steady out attrition– Pipeline activation– Campaign preparedness

• Long-term– Lapsed donor decrease– Bequest realization– Multi-year commitments, sustainability commitments

Monthly Reports

• Above the line v. below the line delineation• Segmented monthly by donor type (for

comparison to Giving USA)– Events tracked on the report; spread for

comparison• Starting from scratch• Starting new fiscal year

Monthly Reports

Monthly Reports2015

Above the line

Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec TOTALS % change

Event Spring Gala $215,000.00 $365,000.00 $425,000.00 $15,000.00 $2,500.00 $0.00 $0.00 $0.00 $0.00 $0.00 $45,000.00 $22,000.00 $1,089,500.00 11%

Corporate Corporate $1,500.00 $2,675.00 $18,000.00 $4,500.00 $7,600.00 $1,200.00 $354.00 $55,000.00 $40,000.00 $85,000.00 $11,700.00 $15,000.00 $242,529.00 12%

Event Holiday Soiree $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $12,500.00 $18,000.00 $22,000.00 $52,500.00 -88%

Foundation Foundation $101,000.00 $250,000.00 $16,000.00 $365,000.00 $18,000.00 $28,750.00 $35,000.00 $22,500.00 $115,000.00 $100,000.00 $5,000.00 $29,500.00 $1,085,750.00 28%

Individuals Friends Assoc. $15,000.00 $12,000.00 $7,500.00 $14,750.00 $12,000.00 $4,500.00 $2,000.00 $8,500.00 $9,650.00 $12,000.00 $35,000.00 $14,000.00 $146,900.00 104%Event Auction $0.00 $0.00 $0.00 $0.00 $185,000.00 $265,000.00 $5,000.00 $0.00 $0.00 $0.00 $0.00 $0.00 $455,000.00 5%

Individuals Holiday Campaign $2,300.00 $0.00 $0.00 $1,000.00 $0.00 $0.00 $0.00 $0.00 $0.00 $3,450.00 $12,500.00 $86,475.00 $105,725.00 0%

Individuals Newsletter Donors $3,200.00 $140.00 $0.00 $870.00 $200.00 $50.00 $4,700.00 $3,765.00 $75.00 $12,750.00 $1,400.00 $32,450.00 $59,600.00 -4%

Organization Organizations $1,500.00 $3,200.00 $850.00 $500.00 $1,400.00 $7,500.00 $5,000.00 $3,000.00 $4,500.00 $500.00 $0.00 $1,200.00 $29,150.00 -32%

Event Quarterly CEO Dinners $0.00 $8,400.00 $0.00 $0.00 $10,095.00 $0.00 $0.00 $7,600.00 $0.00 $0.00 $16,500.00 $0.00 $42,595.00 133%

Individuals MG Society $15,000.00 $12,000.00 $7,500.00 $14,750.00 $12,000.00 $4,500.00 $2,000.00 $8,500.00 $9,650.00 $12,000.00 $35,000.00 $14,000.00 $146,900.00 9%

Individuals Unrestricted $57,196.00 $6,378.00 $5,794.00 $6,589.00 $54,897.00 $6,605.00 $5,706.00 $8,708.00 $5,785.00 $6,789.00 $5,859.00 $12,659.00 $182,965.00 93249%

$411,696.00 $659,793.00 $480,644.00 $422,959.00 $303,692.00 $318,105.00 $59,760.00 $117,573.00 $184,660.00 $244,989.00 $185,959.00 $249,284.00 $3,639,114.00

$1,552,133.00 $1,044,756.00 $361,993.00 $680,232.00 OK

$3,639,114.00 8%

2014

Above the line

Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec

Event Spring Gala $215,000.00 $365,000.00 $425,000.00 $15,000.00 $2,500.00 $0.00 $0.00 $0.00 $0.00 $0.00 $45,000.00 $22,000.00 $982,576.00

Corporate Corporate $1,500.00 $2,675.00 $18,000.00 $4,500.00 $7,600.00 $1,200.00 $354.00 $55,000.00 $40,000.00 $85,000.00 $11,700.00 $15,000.00 $215,672.00

Event Holiday Soiree $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $12,500.00 $18,000.00 $22,000.00 $454,000.00

Foundation Foundation $101,000.00 $250,000.00 $16,000.00 $365,000.00 $18,000.00 $28,750.00 $35,000.00 $22,500.00 $115,000.00 $100,000.00 $5,000.00 $29,500.00 $850,000.00

Individuals Friends Assoc. $2,758.00 $6,683.00 $5,146.00 $6,488.00 $6,850.00 $8,676.00 $8,954.00 $5,768.00 $4,907.00 $6,850.00 $866.00 $950.00 $72,000.00

Event Auction $0.00 $0.00 $0.00 $0.00 $185,000.00 $265,000.00 $5,000.00 $0.00 $0.00 $0.00 $0.00 $0.00 $435,000.00

Individuals Holiday Campaign $2,300.00 $0.00 $0.00 $1,000.00 $0.00 $0.00 $0.00 $0.00 $0.00 $3,450.00 $12,500.00 $86,475.00 $105,888.00

Individuals Newsletter Donors $3,200.00 $140.00 $0.00 $870.00 $200.00 $50.00 $4,700.00 $3,765.00 $75.00 $12,750.00 $1,400.00 $32,450.00 $62,000.00

Organization Organizations $1,500.00 $3,200.00 $850.00 $500.00 $1,400.00 $7,500.00 $5,000.00 $3,000.00 $4,500.00 $500.00 $0.00 $1,200.00 $43,000.00

Event Quarterly CEO Dinners $0.00 $8,400.00 $0.00 $0.00 $10,095.00 $0.00 $0.00 $7,600.00 $0.00 $0.00 $16,500.00 $0.00 $18,250.00

Individuals MG Society $15,000.00 $12,000.00 $7,500.00 $14,750.00 $12,000.00 $4,500.00 $2,000.00 $8,500.00 $9,650.00 $12,000.00 $35,000.00 $14,000.00 $135,000.00

Individuals Unrestricted $57,196.00 $6,378.00 $5,794.00 $6,589.00 $54,897.00 $6,605.00 $5,706.00 $8,708.00 $5,785.00 $6,789.00 $5,859.00 $12,659.00 $196.00

$399,454.00 $654,476.00 $478,290.00 $414,697.00 $298,542.00 $322,281.00 $66,714.00 $114,841.00 $179,917.00 $239,839.00 $151,825.00 $236,234.00 $3,373,582.00

$1,532,220.00 $1,035,520.00 $361,472.00 $627,898.00 OK

$3,373,582.00

Monthly Reports

• Entrepreneurship is the pursuit of opportunity regardless of the resources you currently control.

• Social entrepreneurship is the pursuit of an opportunity to create pattern-breaking social change regardless of the resources you currently control.

Social enterprises are businesses that trade to tackle social problems, improve communities, people's life chances, or the environment. They make their money from selling goods and services in the open market, but they reinvest their profits back into the business or the local community.

Do Re Mi for Social Enterprise

• Problem AND the opportunity - • Mission• Theory of change• Your solution• The team• Context• Scaling strategy• Measuring results• Risks• Financial Plan

Do Re Mi for Social Enterprise

• Problem AND the opportunity - • Mission• Theory of change• Your solution• The team• Context• Scaling strategy• Measuring results• Risks• Financial Plan

Do Re Mi for Social Enterprise• Problem AND the opportunity - I am 16, going on 17• Mission – of the agency, of the program (what you will achieve)• Theory of change – connectivity of mission to strategy (logic model part 1)

inputs->activities• Your solution - (logic model part 2) ->outputs->outcomes->impact• The team – inclusive of constituents, partners, and practitioners• Context – what else has been tried; your niche; sustainability• Scaling strategy – for growing the org, replicating your model, creating collective

action, change policies• Measuring results – early and often (create a narrative for yourself)• Risks – in what area (context, strategy, program, financial) and how will you

mitigate those risks• Financial Plan – revenue mix (earned and contributed); fixed and variable costs;

unit cost; cash flow projections and income statements; sustainability

End ObjectiveProfessor Allen Grossman, Harvard Business School

© President & Fellows of Harvard College

• BEST the most effective option• ECONOMICAL at the lowest cost• SOLIDARITY for all those who need it• TODAY as urgently as possible

End Objective

Triple aim healthcareToday.

Sources

• Drury, Peter. “The Beyond Cash Fundraising Management Dashboard.” ©2011 Peter Drury. Received at AFP International Conference, Chicago, IL. Copy available online at http://www.afpnet.org/files/ContentDocuments/23-Drury%20Handout.pdf

• Eisenstein, Amy, ACFRE and Dr. Adrian Sargeant. “How to Raise Major Gifts the Right Way.” AFP Webinar 10.28.2015.

• Eisenstein, Amy, ACFRE. 50 Asks in 50 Weeks: A guide to better fundraising for your small development shop. ©2010 Amy Eisenstein. CharityChannel Press books (Rancho Santa Margarita, CA).

• Grossman, Professor Allen. Developing a social enterprise business plan. Harvard Business School. ©President & Fellows of Harvard College. February 19, 2013.

Thank you!

With questions, comments, or for more information:

Diane Marty, MALS, CFREFaire Consulting LLCdiane@faireconsulting.com ph. 816.674.4766