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Learning how to build a comprehensive development plan2012
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Learning how to build a comprehensive development plan2012



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  • 1. Learning How to Build a Comprehensive Development Plan Lisa C. Intagliata, CFRE Director of Development Sarasota Memorial Healthcare Foundation, Inc. April 17, 2012
  • 2. Introductions Introduce yourself, title, organization Where you are in your development planning – Beginning – In the middle (maybe stalling) – At the end What you hope to gain today-Your goals
  • 3. Which plan comes first? Long-Range Plan- Defines what your organization will look like at the end of a given time Strategic Plan- Defines how you will get there Marketing Plan- Defines your potential markets and how to reach them Development Plan- Defines fundraising strategies & goals
  • 4. What is a Development Plan? Blueprint for raising funds Required to achieve goals stated in your strategic plan Board’s responsibility to direct staff to prepare a fundraising plan-or work w/ consultant to do so Must determine strategies & set goals w/ your fundraising committee-interfaces w/ organization’s budgeting process (Exercise #2)
  • 5. Why is it important? Gives a clear sense of who we are and how our mission relates to the community we serve Gives a clear sense of our organization’s direction, familiarity w/ its activities and how they relate to the community Directs us on how we plan to achieve the mission Gives us the knowledge of how much it will cost Bottom LineAs an organization, we can NOT raise funds without it
  • 6. Assessing Your Fundraising to Date (Step #1 in Your Plan)• Review all relevant written material - direct mail, case statements, annual reports, brochures, newsletters etc… (Exercise #1)• Review your fundraising programs success rate- Ways you asked & how much you received (Exercise # 3- Cost Effectiveness Formulas)• Review the gift potential of each market/constituency (upgrading & acquisition opportunities) (Exercise # 4)• Review the available investment resources (volunteers, staff, space, equipment, materials, budget etc…) (Exercise #6B)
  • 7. Assessing Your Fundraising to Date (Continued) Build understanding & ownership in your plan with volunteers & staff by involving them Interview 12-15 people close to your organization (Board members, volunteers, staff, alumni, parents etc…) What questions should you ask? Review Readiness Assessment Handout/Quiz
  • 8. Possible Interview Questions Why did you get involved with this organization? What is you current opinion of the services offered to our clients? How effective has the board been in raising funds? How effective has the staff been in communicating its need for fundraising assistance to the Board? How good a job does the org. do with regard to media and PR? What are your specific responsibilities as a staff (board) member or volunteer?
  • 9. Creating an Organizational Development Plan Gather information from interviews SWOT EXERCISE Outline Fundraising Goals for the Year - Annual Fund (Moves Management) (Exercise # 5) - Prospect Research - Corporations/Foundations - Special Events - Planned Giving - Communications/PR - Capital Initiatives? - Volunteer or Membership Recruitment/Retention
  • 10. Outline Strategies/Tactics/Initiatives Based on the goals you set for each facet of your Development operation, map out the following: – Strategies to reach each goal – Tactics to achieve the strategy – Initiatives to actually achieve the tactics – Set each initiative to a timeline you can follow (Exercise # 6)
  • 11. Clarifying Your Financial Needs (Step # 2 in Your Plan) Draft an Institutional Budget Test fundraising potential against the draft budget by identifying prospects, analyzing readiness & capacity, and identifying the resources required for solicitation strategies.
  • 12. How do you begin?#1 Work w/CEO to determine what your fundraising needs will be next year (new staff, equipment, growth, # of people to serve)#2 Work with CFO to estimate the costs of the changes in step #1 and add to costs from last year’s budget#3 Determine what you are most likely to accomplish- amount of $ you will probably raise based upon past results (NET FUNDRAISING GOAL) (SEE HANDOUT)
  • 13. Net Fundraising Goal+ Costs of Fundraising= Total Development Goal For Year
  • 14. Creating an Operational Development Plan Finally adopt both the budget & Op. Dev. Plan Finalize the budget & confirm fundraising goals -FINALIZE OPERATIONAL DEV. PLAN
  • 15. OUTCOME The outcome of the planning process is a written, operational development plan for the year which clearly articulates: * Goals (financial & operational) * Strategies * Tactics * Initiatives * Timeline
  • 16. Other resources AFP International-- AFP Southwest FL Chapter Nonprofit Resource Center/Giving Partner Selby Library/Sarasota County Public Library System
  • 17. THANK YOU! Questions? Lisa C. Intagliata, CFRE Director of Development Sarasota Memorial Healthcare Foundation, Inc. 1515 South Osprey Avenue Suite B-4 Sarasota, FL 34239 (941) 917-1286 (941) 917-2270 Fax