1. “The Development Plan – Mission First” Dana Kimberly, CFRE, President and Founder Danforth Development Inc. Powers Building, 16 W. Main St., Rochester, N. Y. 14614 www.danforthdevelopment.comwww.danforthdevelopment.com 585-473-3898 The Development Plan sets goals that promote financial growth by fundraising methodology. The Plan creates a clear connection between organizational needs and donor support. The Development Plan - Mission First January 19, 2011

2. Step One – Mission First Articulate the organizational needs:  Program 1  Program 2  Program 3  Endowment Needs  Capital Needs The Development Plan - Mission First January 19, 2011

3.  Develop Financial Needs for Each Need, Now and X Years into the Future The Development Plan - Mission First January 19, 2011 Strategic Plan Element$ NOW $ FUTURE Program #1$100,000 $150,000 Program #2$75,000 $85,000 Endowment$1.2 Million $2.5 Million Capital Needs$650,000 $45,000

4. Ideally, go back two years to analyze your fundraising data and results  What generates the largest percentage of revenue?  Which sources have been most reliable?  Which sources have the greatest potential for growth?  Which sources are not producing and why? The Development Plan - Mission First January 19, 2011

5. Internal Factors:  Are your donor giving records in good order?  Do you have a new Executive Director?  Are you launching a capital campaign?  Are there new programs being developed?  Are your Board members skilled ambassadors?  Do you have a grant writer on staff?  Do your donors give loyally?  Are you starting from scratch with very few donors? The Development Plan - Mission First January 19, 2011

6. External Factors  Will the economy affect your fundraising this year?  Are competing organizations asking your donors for gifts?  Does your mission match the needs of the community?  Are changing giving trends likely to affect your fundraising? The Development Plan - Mission First January 19, 2011

7. Who? How Many? What Skills Do They Bring?  Members of the Board of Trustees  Executive Director  Development Staff  Key Donors  Organizational Allies – Political, Media, other Partners and Collaborators The Development Plan - Mission First January 19, 2011

8. EXAMPLE : Program #1 $100,000 Need $100,000 Goal  Major Gift Solicitations: Goal $75,000  Special Events: Goal $15,000  Direct Mail: Goal $10,000 The Development Plan - Mission First January 19, 2011

9. After identifying the methodologies you will use, think about it from three perspectives:  Acquiring new donors  Renewing current donors, corporate sponsors, foundation grantors  Upgrades – asking supporters for larger gifts Plus! Donor Relations : how will you get closer to each prospect and donor? The Development Plan - Mission First January 19, 2011

10. Create a monthly calendar expressing each of the following:  Solicitations and asks  Events  Donor relations activities Some elements will happen once a year, some will happen several times, and some will happen every month. The Development Plan - Mission First January 19, 2011

11. For each fundraising method or donor relations activity:  Projected Gross Income  Total Expenses  Net Income after Expenses For expenses – include staff time, printing, postage, travel, food, and etc. The Development Plan - Mission First January 19, 2011

12. MethodGoalProspectsDescriptionDateWhoCosts Major Gifts$75,000Ms. Smith Mr. Travis Qualified Donors Series of cultivation solicitation Donor contact 6 times per year Board President Exec Director $2,500 Direct Mail Appeal $10,000600 members 10,000 new names Mail to database universe 3x Mail to purchased list 1x Jan April Sept November Development Director $5,000 Foundation Grants $250,000A Foundation Z Foundation Write proposals and applications Deadlines in Feb, April, Sept, and Dec. Grantwriter$4,500 Special Events$15,000 $55,000 Previous Corp sponsors & Attendees Annual Auction Gala March Sept Board Members Development Director $3,500 $25,000 House Parties$0Introduce new donors Board members host events One per monthBoard Members $3,000 Other The Development Plan - Mission First January 19, 2011

13. In addition to funds raised, you can choose to track:  # of mission-based contacts with donors and prospects  # of renewal donors  # of donors who increase their gifts  # of new donors  # increase in attendance at events  # new volunteers and Board members who got involved with fundraising  # of first-time donors who make a second gift  # of new prospects identified  % of new prospects who made a first gift  Level of personalization in communication vehicles  # of mission-based stewardship activities The Development Plan - Mission First January 19, 2011