South Florida HDI Event IT Industry Awards Celebration January 10, 2013
One hour guide to creating a fund development plan no notes
1. CREATING A FUND DEVELOPMENT PLAN
KENNY WEILL
K. WEILL CONSULTING GROUP
PARTNERS BENEFIT GROUP, INC.
FEBRUARY 7, 2013
2. TODAY
• Where is our organization now?
(Infrastructure and Capacity)
• Where do we want to go?
(Why Raise More Money?)
• How do we get there?
(Creating the Fund Development Plan)
• Wrap-Up Q&A
3. THE BOARD
• Roles and Expectations
• Diversity and/of Experience
• Gap/Asset Analysis
Where is our organization now?
4. STAFF, BUDGET, SYSTEMS
• Current Revenue Streams
• Development Expenses
• Staff Dedicated to Development
• Interns and Volunteers
• Information Flow, Data Storage and Reporting
Where is our organization now?
5. INTERNAL AND EXTERNAL
ENVIRONMENTS
• Fundraising SWOT Analysis
• Are We “Fundraising-Ready”???
Where is our organization now?
6. DESTINATION:
GOALS, NEEDS AND COST
• Refer to Strategic Plan (also, Marketing,
Business, etc.)
• Organizational Goals
• Growth? Maintenance? Reduction?
• Program Objectives
• New Programs? Current Program Expansion?
• Necessary Infrastructure and Expertise
• What Will It Cost?
Where do we want to go?
7. MULTI-YEAR REVENUE GOALS
• Realistic
• Incremental (start with the “low-hanging fruit”)
• Diverse revenue sources
• Aligned with where we want to go
8. CREATING THE PLAN:
THE PROCESS
• Assemble the Team!
• Board Buy-In
• Critical task of Fundraising Committee
• Dedicate Minimum 3 Months
• Assign Off-Line Tasks
• Regular Meetings
• Report Back to Board
• Talk to Stakeholders
• Build in Time for Review, Feedback, Revision
• Beware - It’s Alive!
How do we get there?
9. KEY PLAN CHARACTERISTICS
• Define the Timeframe
• Make It Detailed and Actionable
• Build in Accountability
• Assign Responsibility for Each Task!
How do we get there?
10. KEY PLAN INGREDIENTS
• Revenue Goals by Source by Year
• The Plan:
• Brief Overview
• Strategies
• Rationale
• Tactics/Activities
• People Responsible
• Timeframes
• Development Budget
How do we get there?
11. PLAN SUPPORTING DOCUMENTS
(EXAMPLES)
• Board Expectations Checklist
• Fundraising Committee Roles and Responsibilities
• Development Assistant Job Description
• Fundraising SWOT Results
How do we get there?
12. MONITOR AND EVALUATE
RETURN ON INVESTMENT
• Actual Development Costs
• Revenue by Source and Year
• Other Metrics
• # Donors/Grants
• SYBUNT/LYBUNT
• Pivot!
How do we get there?
13. RECOMMENDED STRATEGIES:
BOARD ROLES
It Begins with the Board!
• Fundraising Committee
• Stated Expectations and Tracking
• Board Giving
• Board and Board Member Goals
• Network/Outreach
• Solicitation ($, In-Kind)
• Other Support
How do we get there?
14. RECOMMENDED STRATEGIES:
FUNDRAISING CULTURE
Everyone Plays a Role in Fundraising!
• Executive Director
• Accountant / Business Manager
• Program Staff
• Development Assistant
• Grant Writer
• Interns/Volunteers
How do we get there?
15. RECOMMENDED STRATEGIES:
INFORMATION TECHNOLOGY
Invest in Low-Cost, High Return IT!
• Constituent Relationship Management (CRM) Database
• NTEN/Idealware 2011 Report:
http://www.nten.org/uploads/details_low_cost_donor_manage
ment.pdf
• eCommunications
• Social Media
• Website
How do we get there?
16. RECOMMENDED STRATEGIES:
COST-EFFECTIVE OUTREACH
Grow Your “Tent!”
• Friend-raisers
• Community events
• Social Media, including eCommunications and Website
How do we get there?
17. RECOMMENDED STRATEGIES:
DONOR RETENTION
Focus on Holding On to People!
• Say “Thank You” (a lot)!
• Recurring Donors
• Large Donors
• Donor recognition
How do we get there?
18. RECOMMENDED STRATEGIES:
COST-EFFECTIVE SOLICITATION
Try Stuff, Then Evaluate!
• The Case Statement
• (More than) Annual Appeal
• House parties
• Online giving
• Monthly giving program
• List segmentation and targeted appeals
How do we get there?
