1. THE DEVIL IS IN THE DETAIL: YOUR DEVELOPMENT PLAN Pamela Doherty, CFRE Clyde W. Kunz, CFRE July 21, 2011 The Association of Fundraising Professionals 2011 Arizona State Conference

2. 2 Definition  Guide  Sets goals, strategies and creates ownership  Basis for plan  Organization’s strategic plan  Organization’s fund development history  Scope  Length of time plan covers: annual or other  Comprehensive: covering all areas of a well- rounded program

3. 3 Strategic Planning vs. Fund Development Planning  Strategic plan determines organizational direction  longer time horizon  Fund development plan determines how unearned (philanthropic) income will be acquired  Usually annual plan

4. Session Agenda Steps to Create the Development Plan  Information gathering (internal and external)  Analysis  Goal setting  Creation of the plan/timeline/budget  Obtaining internal buy-in  Update/ongoing evaluation

5. 5 Information Gathering/ The Development Audit  Pre-planning work to identify strengths & weaknesses and opportunities in current fund development efforts  Options  Self-assessment  Outside professional– formal “audit”

6. 6 Information Gathering/ The Development Audit  External Environment  Industry standards/practices  New ideas  Demographics of constituents  “Competition”

7. 7 Information Gathering/ The Development Audit Internal Environment/Capabilities  Big picture Specifics:  Fundraising practices and results  Communication and stewardship practices  Resources- Financial, Human (staff and volunteer, Technology  Systems and Procedures

8. 8 Information Gathering/ The Development Audit  Income Sources:  Individual Giving (85%)  Foundation Giving (10%)  Corporate Giving (5%)  Special Campaigns  Giving history: size, purpose, sources  Cost per $1 raised

9. Analysis  Trends  Growth  Room for improvement/increased performance

10. Goal Setting  Based on data  “SMART”  Specific, measurable, attainable, realistic/relevant, time-bound

11. Elements of the Plan  Summary -- findings/assumptions/recommendations  Organizational overview  Execution plan  Goals/strategies/objectives/tactics  Timeline  Budget  Assignments/accountabilities  Metrics  Case(s) for support

12. 12 Donor Constituencies  Current donors (Individual, Corporate, Foundation, Government)  Number  Gift levels  Solicitation type  Length of time at level (upgrade)  Lapsed  Number  Time since most recent gift LYBNT SYBNT

13. 13 Donor Constituencies  Prospective donors  Number  Type Client/Participant Donor to similar organization Personal connection Self-interest Geographic proximity

14. 14 The Development Plan  Fundraising programs Annual Fund Major Gifts or Capital projects Planned Gifts Special Events Sponsorships In-kind services & gifts  Five I’s: identification, information, interest, involvement, investment

15. 15 The Development Plan  Development expense budget Salaries Consultant services Equipment costs Travel, meals, entertainment Printing & publications Donor retention and acquisition Donor recognition Office supplies, postage, telephone Event expenses Other

16. 16 The Development Plan  Suggestions for Formatting  Appendices Staff leader’s annual goals & objectives Committee(s) list(s) and volunteers’ job descriptions Fund development calendar Breakdown of financial goals Other

17. Internal Buy-In  Development Team & Executive Director  Board, Development Committee  Overall goals and strategies

18. Case for Support  Concise, compelling  Internal and external purposes

19. Update and Evaluation  Process vs. a document  Allows you to assess and communicate progress and challenges  Tool for accountability  Ensures everyone is on the same page

20. THANK YOU! Presentation Handouts at www.ClydeKunz.com (520) 449-3967 Pamela@pameladoherty.com (520) 977-4019 Kunz@cox.net