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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
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
Analysis
Trends
Growth
Room for improvement/increased performance
Goal Setting
Based on data
“SMART” Specific, measurable, attainable,
realistic/relevant, time-bound
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
Internal Buy-In
Development Team & Executive Director
Board, Development Committee Overall goals and strategies
Case for Support
Concise, compelling
Internal and external purposes
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
THANK YOU!
Presentation Handouts at www.ClydeKunz.com
(520) 449-3967
(520) 977-4019
