The document provides guidance for developing a fund development plan for nonprofit organizations and DEC grantees. It discusses establishing fund development responsibilities and oversight structures. A key part is developing a multi-year fund development plan that identifies goals, strategies, budgets and timelines. The plan should be based on assessing organizational strengths/weaknesses and the external funding environment. A variety of fundraising strategies are explored, from events and direct mail to online giving. Tracking results and revising the plan annually is also recommended. The document emphasizes establishing relationships with current and prospective donors as the most effective way to raise funds.

1. Fund Development forDEC Coordinators Exploring Fundraising and Resource Generation

3. Learn the various fund & resource development responsibilities

4. Learn the components of a development plan & how to formulate & implement strategies

6. Fund Development Responsibilities Accountability Ethical Principles Oversight Participation

8. IRS

9. OtherEstablish & exercise adequate controls over fundraising activities Accuracy, integrity & accountability in all solicitation activities, materials, representations, etc.

10. Ethical Principles Motivated by mission, merits & resource needs Respect for the privacy of donors Administrative & fundraising expenses should be fair, reasonable, documented & disclosed (reported on IRS Form 990)

11. Oversight Establish an appropriate governance structure Ensure development efforts meet the budgetary needs Ensure resources are available to maximize returns Develop a development plan

12. Participation Personal contribution Involvement Identifying and cultivating resources Government relations Solicitation

13. Who’s on First?The Development Committee Prepares Development Plan Models and encourages involvement in implementation Monitors and reports progress Evaluates efforts Revises plan

14. Why have a Plan? Challenges & replaces magical or wishful thinking Coordinates people, fund raising & marketing efforts with the organizational strategic plan Gets “buy-in” from participants regarding: Goals Roles Priorities Accountability

15. Why have a Plan? (cont’d) Helps to pace your annual efforts Great orientation tool for partners, volunteers, Board and staff Creates understanding of everyone’s fund raising roles & responsibilities Is outcome-based & measurable which helps you learn & measure your success

16. Strategic Questions to Ask What are the real needs for the project or organization? What are we raising money for? Would funds raised effect existing funding streams? Where have the resources come from in the past? What are our funding trends? Are the funding streams diversified? What would be the impact of a funding cut from any source? What are we good at?

18. Fund Development environmental analysis

19. Goals & Objectives

20. Strategies

21. Human resource needs

22. Budget

23. Timelines

24. Accountability

27. Community awareness & relationships

28. Perceptions of activities (quality & need)

30. Staffing capacity & support

31. Financial management infrastructure & technology

32. Fundraising software

33. Budget available for development efforts

34. Volunteers’ commitment to fundraising

37. Generate positive public exposure for organization and increase public awareness

38. Reach out to potential new donors

39. “Set the table” for future gifts

40. Involve new volunteers--your best ambassadors in the community

43. Were costs reasonable compared to income?

44. Were targets & outcomes realistic?

45. Consider the non-financial benefits of each effort

47. Why Focus on the Individual? Source of 75% of charitable contributions Need for unrestricted dollars Reduced funding from government and foundations Builds a broad-based support Requires Board involvement and Builds LOCAL support

48. Key Concepts in Fund Raising Development is the process of building relationships Fund-raising is setting up opportunities to actually ask for money 80% of the money you raise will come from 20% of the donors Lower income people give a greater percentage of their income than wealthier donors The #1 reason people don’t give is because no one asked!

49. Success Rate of Fund Raising ActivitiesBased on Ratio of Time Invested to Financial Return Personal face to face ask by a known peer 50% Personal phone call by a known peer 30% Personal letter by a known peer 15% (on their stationery) Phone-a-thon (by a volunteer or paid caller) 10% Direct Mail 1-5% Special Events Least Effective

50. 2009 Online Giving Update… The average online gift in 2009 was $144.72. That represents a 5% decline from 2008, but remains significantly higher than other fundraising channels.

51. Messages that Connect Is it right for your audience? Keep it Simple Make it memorable Unexpected Concrete Emotional, tapping into positive or negative feelings

52. Change Your Message… Your Message Doesn’t Have to Be… Telling A Mission Statement Three paragraphs Long An “About Us” Page Expensive

53. Why Me? Why Now? What For?

54. “I love saving you money.” (I know what you want)

55. The “New” Cultivation Process… Stop being a not-for-profit. Why do we define our selves in the negative? It makes no sense. Does your organization exist to ‘not make any money?’ Or, does it exist to save lives, change lives and impact lives. Connection to Impact Drives Potential for Income. Source: www.forimpact.org

57. New: The bigger connection to impact the better the partnership

58. Old: Major gifts are infrequently asked for or given and require a personalized cultivation plan and solicitation.

59. New: Partnership opportunities are presented when good partners present themselves. Both parties bring value to the table and help each other reach their goals.

60. Old: Nonprofit “charities” ask for donations. Giving is the ‘right thing to do.’

62. Case Study In Making It Simple: “In A Nutshell” “The Soap Box and Toolbox for New York’s Nonprofits.”

63. What’s Your ‘Impact Statement’? Impact Statement WHAT WHY HOW

64. Best Practice Summary Choose your fundraising methods strategically Build organizational capacity and infrastructure People give to other people - establishing relationships are key People give because of self-interest - know what motivates your donors You are asking for investments and partners, not charity and prospects Developing a compelling message is critical Money follows people - get prospects involved Few people give without being asked

65. Added Ideas, Comments, Questions???