the devil is in the detail: your development plan
DESCRIPTION
The Association of Fundraising Professionals 2011 Arizona State Conference. The Devil is in the Detail: Your Development plan. Pamela Doherty, CFRE Clyde W. Kunz, CFRE. Definition. Guide Sets goals, strategies and creates ownership Basis for plan Organization’s strategic plan - PowerPoint PPT PresentationTRANSCRIPT
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THE DEVIL IS IN THE DETAIL:YOUR DEVELOPMENT PLAN
Pamela Doherty, CFRE Clyde W. Kunz, CFREJuly 21, 2011
The Association of Fundraising Professionals 2011 Arizona State
Conference
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Definition
Guide Sets goals, strategies and creates
ownership Basis for plan
Organization’s strategic plan Organization’s fund development history
Scope Length of time plan covers: annual or other Comprehensive: covering all areas of a
well-rounded program
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Strategic Planning vs. Fund Development Planning
Strategic plan determines organizational direction longer time horizon
Fund development plan determines how unearned (philanthropic) income will be acquired Usually annual plan
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Session Agenda
Steps to Create the Development Plan
Information gathering (internal and external)
Analysis Goal setting Creation of the plan/timeline/budget Obtaining internal buy-in Update/ongoing evaluation
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Information Gathering/ The Development Audit Pre-planning work to identify
strengths & weaknesses and opportunities in current fund development efforts
Options Self-assessment Outside professional– formal “audit”
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Information Gathering/The Development Audit
External Environment Industry standards/practices New ideas Demographics of constituents “Competition”
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Information Gathering/The Development Audit
Internal Environment/Capabilities Big pictureSpecifics: Fundraising practices and results Communication and stewardship
practices Resources- Financial, Human (staff and
volunteer, Technology
Systems and Procedures
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Information Gathering/The Development Audit Income Sources:
Individual Giving (85%) Foundation Giving (10%) Corporate Giving (5%) Special Campaigns
Giving history: size, purpose, sources Cost per $1 raised
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Analysis
Trends
Growth
Room for improvement/increased performance
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Goal Setting
Based on data
“SMART” Specific, measurable, attainable,
realistic/relevant, time-bound
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Elements of the Plan
Summary--findings/assumptions/recommendations
Organizational overview Execution plan Goals/strategies/objectives/tactics Timeline Budget Assignments/accountabilities Metrics
Case(s) for support
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Donor Constituencies
Current donors (Individual, Corporate, Foundation, Government) Number Gift levels Solicitation type Length of time at level (upgrade)
Lapsed Number Time since most recent gift
LYBNT SYBNT
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Donor Constituencies
Prospective donors Number Type
Client/Participant Donor to similar organization Personal connection Self-interest Geographic proximity
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The Development Plan
Fundraising programs Annual Fund Major Gifts or Capital projects Planned Gifts Special Events Sponsorships In-kind services & gifts
Five I’s: identification, information, interest, involvement, investment
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The Development Plan
Development expense budget Salaries Consultant services Equipment costs Travel, meals, entertainment Printing & publications Donor retention and acquisition Donor recognition Office supplies, postage, telephone Event expenses Other
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The Development Plan
Suggestions for Formatting
Appendices Staff leader’s annual goals & objectives Committee(s) list(s) and volunteers’ job
descriptions Fund development calendar Breakdown of financial goals Other
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Internal Buy-In
Development Team & Executive Director
Board, Development Committee Overall goals and strategies
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Case for Support
Concise, compelling
Internal and external purposes
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Update and Evaluation
Process vs. a document Allows you to assess and communicate
progress and challenges Tool for accountability Ensures everyone is on the same page
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THANK YOU!
Presentation Handouts at www.ClydeKunz.com
(520) 449-3967
(520) 977-4019