11/8/2013

50 Asks in 50 Weeks:
How to Create a Development Plan
so You Can Raise More Money!
www.tripointfundraising.com
...
11/8/2013

Do you know the difference
between
the amount you ask for
and
how much you receive?

How much more could you ra...
11/8/2013

How much more could you raise…?

… and in smarter,
more effective ways?

3
11/8/2013

3 Simple Steps
Step 1: Get Ready – Assess Where You Are
Step 2: Get Set – Create a Plan
Step 3: Go! - Implement...
11/8/2013

Counting Your Asks
• Grant proposals

= 1 ask

• Sponsorship proposals = 1 ask
• Individual solicitations = 1 a...
11/8/2013

Key Strategies
1.Ask Frequently
2.Ask Smart
3.Ask Diverse

6
11/8/2013

Step 1: Get Ready – Assessment
REVIEW

Counting Your Asks
Creating a Baseline
Understanding Key FR Strategie...
11/8/2013

Step 2 : Get Set – Create a Plan

Identify Prospects
Set a Goal
Create a Calendar

Is He a Good Prospect?

8
11/8/2013

Friends
Vendors

Family

Past
Donors

Colleagues

Prospects

Volunteers

Neighbors

Social
Clubs

Service
Provi...
11/8/2013

Sample Calendar/ Development Plan
Month

Ask #1/ Grants

January

Corporation A

February

Foundation A

Ask #2...
11/8/2013

Fundraising is more effective
when volunteers are used.

Accountability

11
11/8/2013

12
11/8/2013

Step 3 : Go – Implement
REVIEW

 Getting Past Barriers
 Roles and Responsibilities
 Accountability

Step 1: ...
11/8/2013

Get a copy of my FREE ebook:
Simple Things You’re NOT Doing
to Raise More Money
at
www.tripointfundraising.com
...
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GuideStar Webinar (11/12/13) - 50 Asks in 50 weeks: How to Create a Development Plan and Raise More Money in Your Small Development Shop

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If you are responsible for “doing it all” – writing thank you notes, grant reports, creating newsletters, managing databases, developing budgets, event planning, bulk mail, website development and more – you may not make time for the most important aspect of fundraising – asking!

In this session, you will create a basic development plan which ensures a diverse funding stream, a system for asking for gifts in smarter, more efficient ways, and ensuring you ask for gifts all year long. This session will cover how to significantly improve small development shop results by asking more effectively and efficiently.

Presenters: Amy Eisenstein, CFRE, ACFRE, Author & Owner of Tri Point Fundraising, and Jenny Taylor, Marketing Specialist, GuideStar (moderator)

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GuideStar Webinar (11/12/13) - 50 Asks in 50 weeks: How to Create a Development Plan and Raise More Money in Your Small Development Shop

  1. 1. 11/8/2013 50 Asks in 50 Weeks: How to Create a Development Plan so You Can Raise More Money! www.tripointfundraising.com Twitter: @amyeisenstein Facebook: facebook.com/tripointfundraising Amy Eisenstein, MPA, ACFRE Consultant, Author, Speaker, Coach TRI POINT FUNDRAISING Did you know? Most nonprofits ask for LESS than 50 gifts per year. Most ask for MANY LESS than 50! Do you know how frequently you ask for contributions? Do you know how much you ask for over the course of a year? 1
  2. 2. 11/8/2013 Do you know the difference between the amount you ask for and how much you receive? How much more could you raise…? …if you asked more frequently? 2
  3. 3. 11/8/2013 How much more could you raise…? … and in smarter, more effective ways? 3
  4. 4. 11/8/2013 3 Simple Steps Step 1: Get Ready – Assess Where You Are Step 2: Get Set – Create a Plan Step 3: Go! - Implement Step 1: Get Ready - Assessment Counting Your Asks Creating a Baseline Understanding Key FR Strategies XYZ Org • 6 Foundation Grants • 3 Sponsors at the Awards Dinner • 1 Year End Appeal • 2 Email Solicitations • 3 Individual, Face to Face Asks -----------------------------------------------------15 Asks (Solicitations) 4
  5. 5. 11/8/2013 Counting Your Asks • Grant proposals = 1 ask • Sponsorship proposals = 1 ask • Individual solicitations = 1 ask • Bulk Mail/ Email = 1 ask How many asks do you think you’re doing now? A. Less than 25 B. Between 25 and 50 C. More than 50 5
  6. 6. 11/8/2013 Key Strategies 1.Ask Frequently 2.Ask Smart 3.Ask Diverse 6
  7. 7. 11/8/2013 Step 1: Get Ready – Assessment REVIEW Counting Your Asks Creating a Baseline Understanding Key FR Strategies 7
  8. 8. 11/8/2013 Step 2 : Get Set – Create a Plan Identify Prospects Set a Goal Create a Calendar Is He a Good Prospect? 8
  9. 9. 11/8/2013 Friends Vendors Family Past Donors Colleagues Prospects Volunteers Neighbors Social Clubs Service Providers Sample Gift Table (AKA Gift Pyramid): Goal: $100,000 Number of Prospects Number of Donors 4 1 $20,000 $20,000 $20,000 9 3 $10,000 $30,000 $50,000 12 4 $5,000 $20,000 $70,000 20 8 $2,500 $20,000 $90,000 25 10 $1,000 $10,000 $100,000 Gift Amount Total at Each Level Total Raised 9
  10. 10. 11/8/2013 Sample Calendar/ Development Plan Month Ask #1/ Grants January Corporation A February Foundation A Ask #2/ Individs. Ask #3/ Mail Sue S. Winter Email Peter S. March Ask #4/ Events Annual Report Gala Invitation April Foundation B Sam A. Newsletter May Foundation C Jane and Jim 5 Corp Sponsors Spring Email June July Carol August Anna T. September David R. October Fall Newsletter Holiday Mail November December Follow-Up Step 2 : Get Set – Create a Plan REVIEW Identify Prospects Set a Goal Create a Calendar Step 3 : Go – Implement  Getting Past Barriers  Roles and Responsibilities  Accountability 10
  11. 11. 11/8/2013 Fundraising is more effective when volunteers are used. Accountability 11
  12. 12. 11/8/2013 12
  13. 13. 11/8/2013 Step 3 : Go – Implement REVIEW  Getting Past Barriers  Roles and Responsibilities  Accountability Step 1: Get Ready – Assess Step 2: Get Set – Create a Plan Step 3: Go - Implement 13
  14. 14. 11/8/2013 Get a copy of my FREE ebook: Simple Things You’re NOT Doing to Raise More Money at www.tripointfundraising.com 14

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