“the development plan – mission first” dana kimberly, cfre, president and founder danforth...
TRANSCRIPT
January 19, 2012
“The Development Plan – Mission First”
Dana Kimberly, CFRE, President and FounderDanforth Development Inc. Powers Building, 16 W. Main St., Rochester, N. Y. 14614
www.danforthdevelopment.com 585-473-3898
The Development Plan sets goals that promote financial growth by fundraising methodology. The Plan creates a clear connection between organizational needs and donor support.
The Development Plan - Mission First January 19, 2011
Ten Steps to Creating A Fund Development Plan
Step One – Mission First
Articulate the organizational needs:
Program 1 Program 2 Program 3 Endowment Needs Capital Needs
The Development Plan - Mission First January 19, 2011
Step One Mission First
Develop Financial Needs for Each Need, Now and X Years into the Future
The Development Plan - Mission First January 19, 2011
Strategic Plan Element
$ NOW $ FUTURE
Program #1 $100,000 $150,000
Program #2 $75,000 $85,000
Endowment $1.2 Million $2.5 Million
Capital Needs $650,000 $45,000
Step Two Analyze Past Results
Ideally, go back two years to analyze your fundraising data and results
What generates the largest percentage of revenue?
Which sources have been most reliable? Which sources have the greatest potential
for growth? Which sources are not producing and
why?The Development Plan - Mission First January 19,
2011
Step Three Evaluate Internal and External Factors
Internal Factors:
Are your donor giving records in good order? Do you have a new Executive Director? Are you launching a capital campaign? Are there new programs being developed? Are your Board members skilled ambassadors? Do you have a grant writer on staff? Do your donors give loyally? Are you starting from scratch with very few
donors?
The Development Plan - Mission First January 19, 2011
Step Three Evaluate Internal and External Factors
External Factors
Will the economy affect your fundraising this year?
Are competing organizations asking your donors for gifts?
Does your mission match the needs of the community?
Are changing giving trends likely to affect your fundraising?
The Development Plan - Mission First January 19, 2011
Step Four Identify your Champions
Who? How Many? What Skills Do They Bring?
Members of the Board of Trustees Executive Director Development Staff Key Donors Organizational Allies – Political,
Media, other Partners and CollaboratorsThe Development Plan - Mission First January 19,
2011
Step Five Set $ Goals by Method
EXAMPLE : Program #1 $100,000 Need
$100,000 Goal
Major Gift Solicitations: Goal $75,000 Special Events: Goal $15,000 Direct Mail: Goal $10,000
The Development Plan - Mission First January 19, 2011
Step Six New, Renew, Upgrade
After identifying the methodologies you will use, think about it from three perspectives:
Acquiring new donors Renewing current donors, corporate sponsors,
foundation grantors Upgrades – asking supporters for larger gifts
Plus! Donor Relations : how will you get closer to each prospect and donor?
The Development Plan - Mission First January 19, 2011
Step Seven Set A Timeline
Create a monthly calendar expressing each of the following:
Solicitations and asks Events Donor relations activities
Some elements will happen once a year, some will happen several times, and some will happen every month.
The Development Plan - Mission First January 19, 2011
Step Eight Net Income by Method
For each fundraising method or donor relations activity:
Projected Gross Income Total Expenses Net Income after Expenses
For expenses – include staff time, printing, postage, travel, food, and etc.
The Development Plan - Mission First January 19, 2011
Step Nine Put It All Together
Method Goal Prospects
Description
Date Who Costs
Major Gifts $75,000 Ms. SmithMr. Travis Qualified Donors
Series of cultivation solicitation
Donor contact 6 times per year
Board PresidentExec Director
$2,500
Direct Mail Appeal
$10,000 600 members
10,000 new names
Mail to database universe 3x Mail to purchased list 1x
JanAprilSeptNovember
Development Director
$5,000
Foundation Grants
$250,000
A FoundationZ Foundation
Write proposals and applications
Deadlines in Feb, April, Sept, and Dec.
Grantwriter $4,500
Special Events
$15,000
$55,000
Previous Corp sponsors & Attendees
Annual Auction
Gala
March
Sept
Board MembersDevelopment Director
$3,500
$25,000
House Parties
$0 Introduce new donors
Board members host events
One per month
Board Members
$3,000
Other
Other
The Development Plan - Mission First January 19, 2011
Step Ten Evaluation Criteria
In addition to funds raised, you can choose to track:
# of mission-based contacts with donors and prospects # of renewal donors # of donors who increase their gifts # of new donors # increase in attendance at events # new volunteers and Board members who got involved with
fundraising # of first-time donors who make a second gift # of new prospects identified % of new prospects who made a first gift Level of personalization in communication vehicles # of mission-based stewardship activitiesThe Development Plan - Mission First
January 19, 2011
Thank you for putting ‘Mission First’
The Development Plan - Mission First January 19, 2011