1. Executive Fund Development Leadership Program “Strategic Planning to Campaign Planning”
February 5, 2013

2. Good way to start the day!
MW-CH

3. Planting seeds
Someone’s sitting in the shade today because someone planted a tree a long time ago.

4. Goals Understanding Fundraising Challenges
Assessment & Planning; discussion about stakeholder involvement
Campaign Planning; identify some foundational elements & tools

5. Stand Up, Sit Down
MW-CH

6. Agenda Start End Topics 8:30 8:45 OVERVIEW 9:30
Challenges…Strategic Planning…Stakeholder Mgmt.
9:35
Q&A
10:15
Campaign Planning
10:30
Q&A, Discussion

7. Fundraising Challenge(s) *
What is the biggest fundraising problem you are trying to solve?
Cause & Effect Diagram

8. Goals Understanding Fundraising Challenges
Assessment & Planning; discussion about stakeholder involvement
Campaign Planning; identify some foundational elements & tools

9. A Basic Organizational Planning Model
Assessment:
Where are we now?
Action Plans
How do we get there?
Strategic Planning:
Where should we be in the future?
How will we know when we get there?
MW-CH

10. Strategic Planning What are the organizations major objectives?
Mission
What is purpose of the organization?
Why does it exist?
Goals
What are the organizations major objectives?
ABC
DEF
GHI
Vision
What do we hope to achieve?

11. What organization? Vision Mission
We envision a community where all individuals with disabilities and disadvantages will have the opportunities to enjoy the full benefits of competitive employment.
Mission
Provide jobs, training and placement services for people with barriers to employment.

12. CFH Goals Break the Cycle of Homelessness:
Build Widespread Community: Bring together disparate groups so that each can discover the worth, dignity and potential of the other.
Share Learning: Pioneer a service model worthy of replication

13. A few tools Strategic Plan Template
Annual Strategic Plan Update Template
Stakeholder Management Tool

14. An Important Question “What do you think?”

15. who would you involve in that process?
A question for you *
If your organization is about to launch a strategic planning exercise….
who would you involve in that process?

16. Stakeholder Management
Identification
Analysis
Planning

17. CFH Strategic Planning Project
A Stakeholder Map *
CFH Strategic Planning Project
Create a visual reminder of the universe of stakeholders

18. Stakeholder Analysis

19. Stakeholder Management Plan
Impact of Project on Them
Influence w/in the org.
Current support for this project
Desired support for this project
Actions To Address This Stakeholder
They are Influenced By
They can Influence
Rank
Key Stakeholder
Role in Org. Who Are They?
Reasons for Resistance or Support
Priority Level
(H, M, L)
(+,o,-) 1
Name 1 2
Name 2 3
Name 3 4
Name 4 5
Name 5 6
Name 6 7
Name 7 8
Name 8 9
Name 9 10
Name 10
1. Who is the stakeholder?
2. Where is their current level of support?
3. What desired support do we want?
4. What is the action plan to get there?

20. Stakeholder Mgmt. = Cultivation
Involving early creates authentic cultivation
What do you think?
Map out interactions/communications to create outcome
How to answer one of the toughest questions? How can I help?

21. It’s about relationships
Which are built with every interaction!

22. Goals Understanding Fundraising Challenges
Assessment & Planning; discussion about stakeholder involvement
Campaign Planning; identify some foundational elements & tools

23. Recent Major Campaigns
St. Joseph’s High School
Kroc Center
Parishes (St. Pius, St. Joe, etc.)
Holy Cross School
South Bend Civic Theater
WNIT

24. Why Campaigns*?

25. Building Blocks of Successful Campaigns
A well-defined CASE FOR SUPPORT that
Addresses the organizations highest priorities
Ties those priorities to societal benefits and outcomes that can be achieved with additional resources, and
Is effectively communicated to the organization’s constituencies
An identifiable and reachable prospect pool (CONSTITUENCIES) with adequate financial capacity and passion for the cause
Adequate fundraising resources (CATALYSTS) to effectively reach the prospect pool, present case for support, solicit gifts and build relationships for future
All of which must be supported by CAMPAIGN LEADERSHIP SC
Copyright Marts & Lundy

26. Campaign Planning Elements
Milestone
Responsible A.
Organizational Assessment
Broad Stakeholder Group B.
Strategic Plan C.
Feasibility Interviews, Surveys, Prospect Analysis (gift pyramid analysis)
Development Team D.
Campaign Priorities
Executive Leadership with Dev. Team E.
Volunteer Structure
Chair of Campaign & Dev. Team F.
Marketing & Communications
Various SC
Quiet Phase: July 1, 2013

27. Feasibility Interviews; Goals
Gain insight on current perceptions of your organization
Overall trajectory, programs, aspirations, image, advancement team
Understand where organization ranks as a charity
Broad discussion about potential philanthropic support & interests
Provide insights re: priorities that resonate
Campaign success factors
Important to determining whether our constituents agree with us and if they will support our vision.
A feasibility study allows us, through personal, face-to-face interviews with our top donor prospects, to begin communicating our needs and gain insights into levels of support, allow them to share potential concerns about the campaign, and gain greater understanding of how they view the individual components of our campaign.

28. Feasibility Interviews; Action Plan
Schedule interviews
Send invite letter from CEO/ ED & prospectus
Conduct interviews
CEO or fundraisers interview prospects one-on-one
Utilize a questionnaire, more formal conversation
Utilize feedback
Should inform strategy, timing, communications and more

29. Feasibility Interviews; Sample Questions
Perceptions:
How would you describe your current overall attitude toward X?
How would you describe X’s overall trajectory?
2. The Case:
Is the case compelling? Clear?
If you were considering a gift, which 2 campaign target areas appeal to you the most?

30. Feasibility Interviews; Sample Questions
3. Potential Philanthropic Support:
Where do we rank among your important charities?
Based on what you know, will you make a leadership commitment to this campaign?
Based upon this gift table, what level do you see yourself at for this campaign?
4. Timing & Other:
Should we move forward or is there any reason to delay the campaign?

31. The Gift Table; “Face the Brutal Facts”
$50K+
(Y prospects to yield X Donors)
$25-50K
(Y prospects to yield X Donors)
$5K - $25K
Up to $5K

32. Campaign Phases Planning Foundational (or quiet) 3. Announcement
4. Public
5. Post Campaign

33. A few campaign tools Campaign Case Statement (start with prospectus?)
Feasibility interviews
Campaign pyramid projections
Volunteer committees
Ask David

34. Some tips
Campaign Size
Campaign Timing

35. Other Campaign Topics Volunteer Structure Budget & Staffing
Marketing/ Communications
Events

36. Let me pause again and say…..
Warren Buffet
Before launching into some slides about planning the next one.
I want to pause, congratulate and sincerely thank all of you for helping plant a heckuva a lot of trees during the “Spirit” Campaign

38. APPENDIX

39. A Stakeholder Map Housing & Urban Dev. Board of Directors CFH Staff
Volunteers ?
CFH Strategic Planning Project
Community Partners
CFH
Guests
Create a visual reminder of the universe of stakeholders
CFH
Staff
Neighboring Businesses
County & City Gov.

40. Purpose of Comprehensive Campaigns
Align, focus and share priorities…
Generate energy and momentum
Broaden donor base
Significantly increase annual or one-time cash receipts
forces you to clearly articulate goals to constituents
Generate energy and momentum to motivate stretch gifts from some and first time gifts from others
Broaden donor base, by increasing participation among constituents
Significantly increase annual cash receipts to enable us to achieve our bold aspirations