10 Things Every Fundraising Professional Should Do In Their First 90 Days Amy Towery, CFRE Director of Advancement The Out-of-Door Academy Sarasota, Florida atowery@oda.edu

1. KNOW THE JOB

KNOW THE JOB Your job description The job descriptions of those you will manage ASK: Does a job description exist? Does it accurately reflect the roles I/we carry out? GREAT RESOURCES nonprofithr.com afpnet.org

2. KNOW THE GOALS

KNOW THE GOALS For your organization, your team, yourself Make ethical fundraising the standard ASK: What plans are already in place? What did the Development team achieve last year? How will success be measured? GREAT RESOURCES afpnet.org

3. KNOW THE NUMBERS

KNOW THE NUMBERS General Numbers for Your Organization: Annual budget Fiscal year cycle Prior year expenses and revenue Current year expenses and revenue Month-over-month projections/actual Year-over-year projections/actual

ROI KNOW THE NUMBERS Pledge Fulfillment % Participation % Baseline Fundraising Measurements: See worksheet Participation % Average Gift Amount ROI Total # of Gifts Pledge Fulfillment % Donor Acquisition Cost GREAT RESOURCES afpnet.org donorsearch.net Cost Per Dollar Raised

4. KNOW YOUR BOARD

KNOW YOUR BOARD & VOLUNTEERS Who they are The scope of their involvement How they show their support ASK: What motivates them? Do we have the skills we need on our board to advance our mission? GREAT RESOURCES boardsource.org afpnet.org

5. KNOW YOUR DONORS

KNOW YOUR DONORS

case.org donorrelationsguru.com KNOW YOUR DONORS Research past giving histories Research cumulative involvement Don’t underestimate importance of data ASK: How has your organization stewarded donors in the past? Do you have a formal stewardship plan? GREAT RESOURCES case.org donorrelationsguru.com afpnet.org

6. KNOW YOUR DATA

KNOW YOUR DATA Invest the time and money to get this right Data will determine future success Pay attention to how gifts are/will be received, recorded, and acknowledged ASK: What do we have? What do we need? GREAT RESOURCES networkforgood.com nonprofithub.org techsoup.com

KNOW YOUR DIRECT REPORTS & CO-WORKERS 7. KNOW YOUR DIRECT REPORTS & CO-WORKERS

KNOW YOUR DIRECT REPORTS & CO-WORKERS Take the time to get to know your direct reports Assess your abilities as a team ASK: Do I have the right people in the right positions? GREAT RESOURCES nonprofithr.com afpnet.org councilofnonprofits.org

KNOW YOUR DIRECT REPORTS & CO-WORKERS Source: 2016 Nonprofit Employment Practices Survey: www.nonprofithr.com

KNOW YOUR DIRECT REPORTS & CO-WORKERS Get to know your co-workers and their role within your organization Invest time in building relationships ASK: How can I improve relationships with my colleagues? GREAT RESOURCES mindtools.com thebalance.com

UNDERSTAND COMMUNITY PERCEPTIONS OF YOUR ORGANIZATION 8. UNDERSTAND COMMUNITY PERCEPTIONS OF YOUR ORGANIZATION

UNDERSTAND COMMUNITY PERCEPTIONS Establish a baseline Be a good listener ASK: Does what I’ve observed about my organization align with community perceptions? GREAT RESOURCES nonprofitquarterly.org

9. BUILD A NETWORK

BUILD A NETWORK Local State Regional International ASK: What have I done this week to build a stronger network? GREAT RESOURCES cfre.org afpnet.org

10. INVEST IN YOURSELF

GREAT RESOURCES cfre.org INVEST IN YOURSELF Find balance Take time to reflect Always keep learning GREAT RESOURCES cfre.org afpnet.org

Thanks for coming! Let’s connect: Amy Towery, CFRE, MNA @atowery1