The Development Plan

Linda Lysakowski, ACFRE
President, Linda Lysakowski, LLC
Linda Lysakowski.com: Dedicated to inspiring philanthropy and creativity

Why Plan
 Knowing where you are
 Knowing where you’re going
 Kn0wing how to get there
 Keep from getting sidetracked

Where is Your
Organization Now?
 Birth
 Youth
 Midlife
 Maturity

Where is Your
Development Program
Now?
 Birth
 Youth
 Midlife
 Maturity

Who Should Be Involved in the
Planning Process
 Development Staff
 Non Development Staff
 Board
 Development Committee
 Consultants

The Four Steps of Fundraising That
Should be Included in Your Plan
 Remember that the goal of all
fundraising activities should be to
move donors up the donor pyramid.

Identifying—Making Connections
 Every board member, staff
member, and volunteer has a
sphere of influence

Cultivating
 One-on-one activities
 Cultivation events

Soliciting
 Making in-person visit, phone calls ,
or direct response contacts with
potential donors, funders

Stewardship
 The last step in the first gift, and the
first step in the next gift
 The one thing donors want most!
 It costs six times as much to find a
new donor than to retain a current
donor!

So, what does an effective
development office need?
 Infrastructure
 Human resources
 Commitment

Infrastructure
 Software Needs
 Policies
 Procedures
 The Development Budget
 Case for Support

Do We Need Donor
Software?
Yes! Because you need:
 Personalized appeals
 Accurate recording and reporting
 Donor history
 Donor preferences
 Acknowledgment
 Specialized functions

Policies & Procedures
 Gift Acceptance
Policies
 Recognition
Policies
 Investment
Policies
 Office
Procedures

Procedures
 Who receives gifts?
 How do you acknowledge gifts?
 Who signs thank you letters?

Budget
 Personnel
 Professional Development
 Software and Equipment
 Dues and Publications
 Office Supplies
 Communications
 Seed Money for Events

The Case: Another Definition
Internal Case (aka „the case‟)
“The internal case is a „data base,‟ a
compilation of information that will
support the preparation of various
documents and publications that will
explain the organization‟s work.”
Source: Henry A Rosso Achieving Excellence in Fundraising

Why are ethics important?
The Donor Bill of Rights/Codes of Ethics/Standards

Diversify, diversify, diversify……
What does your “pie” look like?

The 95/5 Rule and what it means for fundraisers

SETTING GOALS
 Monetary and non-monetary goals
 The first year is the hardest
 Look at past history
 Consider percentage of increase goals
 Participation goals
 Plan your time—remember the 95/5 rule!
 Don’t forget objectives and action steps

The reasons many plans
sit on a shelf
 The right people were not involved
 Action steps are not in place:
 Who is responsible?
 How much will it cost/raise?
 When is it going to be comleted?
 Evaluation systems are not in place

What should your plan
look like?
 Goals
 Objectives
 Action steps are not in place:
 Who is responsible?
 How much will it cost/raise?
 When is it going to be completed?

What should your plan
look like?
Description Responsibility Income Expenses Start Date End Date
Goal A
Objective 1
Tasks 1.1
1.2
1.3
1.4
1.5
1.6
Objective subtotal

Assessing Current
Fundraising Programs
 SWOT Analysis
 History
 Development Audit
 Philanthropic Profile Assessment

Development History
 Use your donor software to track all
development events and activities:
 Direct mail/telephone/Internet responses
 Special events
 Grant proposals
 Major Gifts
 Planned gifts
 Capital Campaigns
 Volunteer Results

Tools to Help
 www.4Good.org
 Special events evaluation
 Board evaluation tools
 Case statement checklist
 Are You Ready for a Capital Campaign?
 The Fundraiser’s Private Vault™

Special Offers
 Special Quick and Dirty Development
Audit $750 if completed by June 30, 2014
 15% discount of Fundraising for the
GENIUS, 2nd edition—use discount code
linda2014books at ForTheGENIUS.com or
LindaLysakowski.com

Contact Linda
 www.LindaLysakowski.com
 Linda@LindaLysakowski.com
 702-892-0955

The Development Plan

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The Development Plan