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
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4. Plan Ingredients = Opportunity
• Money + Markets + Message + Methods
+ Messenger = An opportunity to create
a timeline and deadlines to ensure the
process is moving forward.
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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?
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6. Your Plan Should Match Your Organization’s
Readiness and Responsiveness
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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!
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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
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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
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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)
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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
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13. Gift Range Chart $25,000 Example
Gift 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) $ 5,000
20% 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) $ 1,500
80% of donors 20% of goal
14. For More Information
www.pickclickgive.org
Contact Us, Search function, information for
donors and organizations
www.forakergroup.org info@forakergroup.org
(907) 743-1200 • toll-free (877) 834-5003
Educational Opportunities, Organizational
Development, Shared Services, Advocacy
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