Unlock Your Major Gifts Potential

Strategic Plan Needs Analysis Feasibility Commitment

Keys to Major Gifts Success

Essential Need Defines a clear, strategic vision of the future Confirms role and scope of private-sector funding to achieve the desired future Addresses assessed needs of community and constituents Aligns with donor values and priorities Specifies new or improved benefits for constituencies Drives fund-raising goals

Compelling Case Describes the organizational uniqueness, competencies, and achievements Outlines needs, opportunities, solutions, and vision for the future Focuses Outward market-driven external perspective based on impact not process Focuses on Constituents based on their goals and aspirations empowers constituencies

Influential Leadership Based on interest, involvement, influence, and affluence. Enthusiastic about the mission, case for support, and the fundraising effort. Able and willing to attract and inspire others (peers) to get involved. Willing to speak, give, and ask.

Sufficient Prospects Qualified individuals, corporations, foundations, organizations with a philosophical rationale for involvement and support. Evaluated from a donor-centric perspective – matching the motivations and interests of the donor to the needs of the organization. Aligned with fundraising goals and objectives based on affinity, propensity, and capacity. Sequentially selected and matched with right and best solicitor(s)

Detailed Plan of Action Clear beginning and end with timelines for each phase of the process Specific, measurable, data-driven objectives. Coordination of interdependent elements, divisions, and resources. Management of time, people, and money.

Sound Management Day-to-day management of campaign plan, processes, personnel (paid and volunteer), timelines, budgets. Advise and guide CEO, Board, and volunteers at each step of the plan. Oversee back-office development office processes, services, records, and reports. Chief cheerleader, ethics enforcer, and traffic cop.

Organization-Wide Responsibility BOARD(S) CEO DEVELOPMENT FINANCE TECHNOLOGY MARKETING PROGRAM SUPPORT STAFF

Keys to Effective Solicitation

Sequence and Timing Donor-Centric Identification Evaluation & Research Interest & Involvement Solicitation Commitment Acknowledgment Recognition Renewal Donor-Centric

Essential Research Questions Values Why are they attracted to your mission? WHY? Interests What do they want (or are likely) to support? WHAT? AMOUNT? Capacity How much are they able to give? HOW? Demographics How are they likely to make their gift? WHEN/WHERE? Lifestyle When and where should they be asked? WHO? Relationships Who should be involved in asking?

Putting It All Together

Development Plan Fundraising Objectives and Goals Fundraising Strategies and Structures Case for Support Marketing, PR, and Communications Gift Tables Prospect Identification, Research, and Evaluation Prospect Relationship Management Volunteer Enlistment and Training Solicitation Methods and Materials Donor Commitment Processes Gift Tracking and Reporting Systems Donor Acknowledgment and Recognition Donor Stewardship and Renewal

Unlock Your Major Gifts Potential