Importance of a fundraising plan


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From our training series for development professionals, how to work Pick Click Give into your fundraising plans.

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Importance of a fundraising plan

  1. 1. Fundraising Series:The Importance of a Fundraising Plan Property of The Foraker Group 2012 1
  2. 2. WherePlanning Fits: Strategic Plan Annual Plan – Operating Plan Development Plan Business Plan Annual Budget Tactical Plans (marketing, IT etc.) Case for Support / Case Statement Concept Paper – Donor Research-Relationships Proposal – Donor Request Donor Reporting /Recognition / Grants Management/ Stewardship The Foraker Group -- © Copyright 2010 2
  3. 3. What is an integrated plan?A written document based on your mission that incorporates:• Programmatic goals and objectives for the year of the plan• Operating budget for year of plan – Revenue and Expenses• Non-financial goals (volunteer training, admin adjustments, information enhancement etc.)• Financial goals by source and method – Identification of target markets – Solicitation strategies• Cultivation, acknowledgment and recognition strategies• Human resources requirements• Timeline• Criteria for evaluating effectiveness Property of The Foraker Group 2012 3
  4. 4. Plan Ingredients = Opportunity• Money + Markets + Message + Methods + Messenger = An opportunity to create a timeline and deadlines to ensure the process is moving forward. Property of The Foraker Group 2012 4
  5. 5. Donor Focused Solicitation• We are successful when: – We focus on our customer and ask using these rules:• Right Person – Who has the relationship?• Right time- for your donor, not for the org.• Right amount of money- for the donor.• Right way- for the donor.• Right reason- what is important to the donor? Property of The Foraker Group 2012 5
  6. 6. Your Plan Should Match Your Organization’s Readiness and Responsiveness Property of The Foraker Group 2012 6
  7. 7. Rules for the Road• Fund development is a means, not the end. – Connection to your mission is critical – Weave fund development into the current activities of the organization – “Create a journey not a destination”• ALWAYS connect to the organization’s core values• Your donors are your customers• Start small and keep it manageable• If it isn’t written down, it doesn’t exist – Put in as many forms as necessary to keep everyone on track – MAKE IT A “LIVING DOCUMENT”• Take calculated risk• Start with a Gift Chart• Have FUN! Property of The Foraker Group 2012 7
  8. 8. Planning Pitfalls• All plan and no action• Not making time to plan• Not making time to evaluate• Not making time to get buy-in• Thinking that a plan can do it all• Trying to do it all- all by yourself Property of The Foraker Group 2012 8
  9. 9. It’s not about the money• It is about relationships• Donors are investing in the future – Connect them to mission – Connect them to values – Connect them to impact• Fund development can never be about how much your organization needs Property of The Foraker Group 2012 9
  10. 10. Charitable giving infrastructure “must have” list 1. Funding Plan (strategic and tactical) 2. Appropriate Human Capacity – Board, staff, volunteers 3. Appropriate written materials – Mission/values/goals driven, compelling, clear audience, clear call to action 4. Fundraising budget- it takes money to make money 5. Donor tracking Database (relational+++) 6. Donor Recognition plan (written and “alive”) 7. Stewardship communication plan (post gift) Property of The Foraker Group 2012 10
  11. 11. Opportunities to Connect PCG to Your Plan • Look for existing communication opportunities – Newsletters, website, email signature, events, program, lobby/waiting room, P.S. on donor letters • Clearly identify your audience – Some options: new donors from your database, volunteers who are not yet donors, friends and family network, existing donors, board, staff • See it as a strategy or tactic not as a means to an end Property of The Foraker Group 2012 11
  12. 12. Your turn:Opportunities and Challenges• Question and Answer Property of The Foraker Group 2012 12
  13. 13. Gift Range Chart $25,000 ExampleGift range $ # of Gifts # of prospects $ per range$5,000 1 3 (3:1) $ 5,000$2,500 4 12 (3:1) $ 10,000$1,000 5 15 (3:1) $ 5,00020% of donors 80% of goal$ 250 6 12 (2:1) $ 1,500$ 100 10 20 (2:1) $ 1,000$ 50 20 40 (2:1) $ 1,000$ 25 60 120 (2:1) $ 1,50080% of donors 20% of goal
  14. 14. For More Contact Us, Search function, information for donors and (907) 743-1200 • toll-free (877) 834-5003 Educational Opportunities, Organizational Development, Shared Services, Advocacy Property of The Foraker Group 2012 14