Fundraising in the one- person development shop: Making the most of a shoestring budget Heidi Gider, National Women’s Health Network Leah Hofkin, NELA & Employee Rights Advocacy Institute For Law & Policy DeAnna Dalton, MapLight

15+ years resource development experience Senior Consultant, The Rainmakers Group Member, ASAE Board Member, Responsive Law

Agenda  10:45 am: Welcome & burning questions  11:00 am: The development plan  11:20 am: Harnessing internal resources  11:30 pm: Leveraging external resources  11:40 pm: Group discussion/Wrap up

Burning Questions  Biggest challenges?  Burning questions?  Session goals?

Agenda  10:45 am: Welcome and burning questions  11:00 am: The development plan  11:20 am: Harnessing internal resources  11:30 am: Leveraging external resources  11:40 am: Group discussion/Wrap up

The Development Plan Defined 1.Conscious choices 2.Reaching current goal 3.Achieving long-term success

A Good Development Plan: 1.Keeps you on track 2.Allocates limited resources 3.Creates a culture of fundraising

It Also: 4.Allows you to focus 5.Gives you cover to say no 6.Makes it easy to measure & evaluate results

5 Steps to Your Best Plan Step 1: Own your goals Step 2: Understand your development program Step 3: Know your donors & donor base

Step 4: The Calendar is Key a)Acquire a year-at-a-glance calendar b)Schedule everything c)Start with what you have limited control over

These Include:  All significant organizational dates  Grant deadlines  Board meetings

Add: Everything you know you are doing, such as:  Galas & other events  Start of year-end campaign

Then: SCHEDULE YOUR VACATION

Step 5: Plan Your Year  How do development activities fit within your organizational calendar?  Be bold & be reasonable  Know how & when every $ will be raised

Leah’s Top 10 Tips 1.Remember strategies for:  Meeting & cultivating prospects  Stewardship of current donors  Soliciting donors & prospects  Acknowledging donors

Leah’s Top 10 Tips 2.Regular moves management 3.Major giving circle 4.Two individual giving campaigns per year

Leah’s Top 10 Tips 5.Ask & answer the hard questions about special events 6.Make your board responsible for at least one activity 7.Train & support your board members

Leah’s Top 10 Tips 8.Include donor acknowledgment activities 9.Plan for system improvements 10.Be specific about what you want to achieve

Don’t Forget 11.Your professional development matters

Two Bonus Tips 1.Launch a planned giving program with these (or similar) words:  Please consider naming OUR ORGANIZATION as a beneficiary in your will or trust 2.Make sure it is easy for people to donate to you online: Can your mother do it?

Agenda  11:15 am: Welcome & burning questions  11:30 am: The development plan  11:50 am: Harnessing internal resources  12:00 pm: Leveraging external resources  12:10 pm: Group discussion/Wrap up

Internal Resources Objectives:  Identify who your internal resources are  Develop allies among them  Utilize them to meet your goals

Why Cultivate Your Internal Resources?  You can’t do it alone  Tap into organizational history  Tap into other skill sets

Why Cultivate Your Internal Resources?  Keep abreast of things that impact your work  Set expectations and manage up  Educate others about what you do

Executive Director  Understand their work style  Make sure they are happy with the development plan… …because they have to help you sell it to the board.

Board & Board Committees  Identify allies on the board  Meet in person  Do board service

Other Staff  Create a forum for staff to know what’s going on with development  Get to know others in your organization who have done fundraising  Get to know other long-term staff

Volunteers  Create a job description for your volunteers  This entails more management on the front-end, but pays off later

Other Stakeholders  For service-based organizations: Get to know star clients  Learn to read financials: Become friends with your auditor

Who Are Your Internal Resources?

Categorize:  Who have you built a strong relationship with?  Who should you work on building a relationship with?

What Can You Do Now?  Pick 3 people from the 2 nd category  Put together a brief cultivation plan for each of them.

Examples:  If your board is local, try to meet in person.  Take your [comm/research/program director] to lunch. Learn more about them and their work.

Bonus Tool Tip:  Create an org history spreadsheet - use this to quickly build grant reports, updates to donors/board members, etc.

Agenda  10:45 am: Welcome & burning questions  11:00 am: The development plan  11:20 am: Harnessing internal resources  11:30 am: Leveraging external resources  11:40 am: Group discussion/Wrap up

External Resources Definition Resources external to those available within your organization. Examples  Vendors  Periodicals  Associations  Blogs  List-servs  Government agencies & other nonprofit organizations

CIRCLE OF INFLUENCE

Governance/Oversight Agencies or services that monitor or advise the sector

Governance/Oversight Harmon, Curran, Spielberg + Eisenberg, LLP Morgan, Lewis & Bockius LLP Venable LLP Attorneys whose practice area includes nonprofit law

Periodicals

Professional Associations

Consultants

Board-Related Resources

Web-Based Tools Database/Technology  Participate in database user groups If you don’t have a database or your database doesn’t maintain a user group, participate in Progressive Exchange.

Overarching Tools (formerly The Support Center for Nonprofit Management)

Overarching Tools

Agenda  10:45 am: Welcome & burning questions  11:00 am: The development plan  11:20 am: Harnessing internal resources  11:30 am: Leveraging external resources  11:40 am: Group discussion/Wrap up

Thank you! Heidi Gider: Leah Hofkin: DeAnna Dalton: