One of the most important tools for an organization is its development plan. But building an effective plan can be a difficult challenge. And once you have the perfect plan, how can you secure buy-in and activate the fundraising team? You need a Dynamite Strategic Development Plan. In this session you will discover five steps that guarantee your organization stays on track to reach its fundraising goals and what you need to do to get all members of your fundraising team actively producing effective results. Whether you are heading up a multi-year effort, setting your annual development plan, or building your first fundraising project, this session will clear the clutter, focus your efforts, get and keep everyone oriented towards your goals.

1. Build and Activate a
Dynamite Development Plan

2. Who we are
Heidi Hancock, CFRE Jonathan Spinner

3. What do you want
to get out of today?
How can we help
you with your
fundraising?

4. Dynamite Development Plans
Rod Waddington

5. Dynamite Development Plans

6. Dynamite Development Plans

7. Identify Real Opportunities
● History is a great predictor... to a point
● It’s all about the activities
● Who’s providing the funds
○ no really... exactly who?
● How much for each Who or What
● Build the list
Get started right

8. What’s the Deal?

9. All about the Balance
● Acquisition
● Retention
● Renewal
● Upgrade

10. Try this at Home

11. Pick the right Fundraising

12. Set Your Methods
● Figure your cost-per-dollar raised
Program name total time
___________________ _________(hrs)
total expenses/total $ received Cp$R
______________/______________ = ___________

13. Get me the money... FAST!

14. Calendar it!
● Schedule fundraising activities on the
calendar
○ events
○ campaigns
○ thematic messages
■ everything from large events like an
annual gala to individual phone calls to
set a meeting can go on the calendar
● Note benchmarks (¼, monthly, daily to-dos?)
● Share the calendar
● Use dates to motivate and keep yourself and
others on track

15. Get your Board on Board

16. Set specific benchmarks and goals
1) Fill in the scary gaps with a preview
★ You’re the tour guide
■ Build an itinerary
■ Be sure to include financial
benchmarks in your itinerary
2) Prepare an equipment list
★ What do they need to bring on the trip
3) Sum it up with numbers

17. DYN - O - MITE!!!
★ Step 1 – Identify Opportunities
★ Step 2 – Balance Acquisition,
Retention, Renewal and Upgrade
★ Step 3 – Set your Methods
★ Step 4 – Calendar it!
★ Step 5 – Set Specific Benchmarks
and Goals

18. And…. ACTIVATE!

19. Everyone Loves a Good Story

20. Just Add Narrative
✓ Many Stories in a Campaign, used at
different times
✓ Not only the Case Statement
✓ Remember to Listen Harder, Pay Attention!
✓ The more you listen, the more you can
“personalize” the Campaign
✓ Don’t Assume, Don’t Allude

21. What did you say to ME?

22. Everyone has Something Special to Say

23. The Key - Individual Narratives
1. Give each stakeholder the chance to
create their own narrative
2. Provide guidelines and key phrases as
“hooks”
3. Listen to their responses and reinvent the
Case Statement and your own narrative

24. Getting Buy-In

25. Narratives Come in Many Forms:
✓ The Development Director’s Gift Matrix
✓ The CEO’s Program Plans
✓ Each Volunteer’s Own Story of Why They’
re Involved
✓ The Program Staff’s Goals
Getting Buy-In

26. Listening and Telling

27. Say What?
55%of information is gathered from body language

28. Say What?
30%of information is gathered from tone of voice

29. Say What?
15%of information is gathered from actual words

30. Interactive Exercise!

31. Intensive Listening Exercise
✓ Tell your story of “how you got here” in
five minutes
✓ Your partner will give “just the facts” back
to you in two minutes
✓ Reverse roles
✓ Did they get your story right – did you get
theirs?

32. Results!

33. DYN - O - MITE!!!
★ Step 1 – Identify Opportunities
★ Step 2 – Balance Acquisition,
Retention, Renewal and Upgrade
★ Step 3 – Set your Methods
★ Step 4 – Calendar it!
★ Step 5 – Set Specific Benchmarks
and Goals

34. All Together Now!
✓ Personal Narrative
✓ Who’s your Audience
✓ Get the Buy-in
✓ Listen and Tell

35. Fire Up a Flare!
Need Help With a Creating or
Activating a Dynamite Plan?
Take Advantage of Our AFP-RI
Conference Discount!
Save $!!

36. More ways to ramp it up

37. More ways to ramp it up
Use Coupon Code AFPRI2014

38. Any questions?

39. Reach Out and Touch Someone
Heidi Hancock, CFRE
Toll Free 1-800-485-0742
email: hhancock@mosaicnpd.com
mosaicnpd.com
Jonathan Spinner, PhD.
1-860-674-9528
email: jspinner@real-fundraising.com
www.real-fundraising.com