Creating Your Fundraising Plan

Deborah Antoine, Ed.D.Toni WileyCapacity Building ProgramThree-Day TrainingFebruary 18-20, 2015Orlando, Florida

A Blueprint for Success

A PlanMoves you from reactive to proactiveProvides a roadmap for your fundraisingGets everyone on the same page

Who Has a Plan?

Yes, got a plan and it’s in writing!

I have a plan, but it’s in my head

Plan? What plan?

Six Simple Steps

Identify your assets

Set your goals

Create a plan of action

Work the plan

Monitor the plan

Celebrate!

How Much Money?

Ask yourself, “What will it take to deliver services and cover overhead expenses next year?”

How Much do You Need to Raise?

Yes, down to the penny

We have a ballpark amount

We just raise whatever we can then

figure out how to spend it

Evaluate the Past

How did it go last year?

What about the previous years?

What worked well?

What didn’t work?

Strategy Last Year Two Years Ago

Include in This Year’s Plan?

Notes

City/State/Federal Funding $ $

Foundation Grants $ $Special Events * $ $Direct Mail * $ $Major Gifts $ $Individual Giving *- Appeals $ $

Individual Giving - Online $ $

Memberships $ $Corporate sponsorships $ $

Product sales * $ $

Other $ $Total

* Net of Expenses$ $

Diversify Funding Sources

Step One

Identify your assets.

What are Assets?

Organizational assets are things you have going for you that make fundraising easier.

Organizational Assets

Compelling mission

Large public base of support

Name recognition

Well-known staff or Board members

Great facility

Others?

Fundraising Assets

Great relationships with donors

High traffic to your website

Large list of responsive supporters

Something else?

Step Two

Set your goals

Three Fundraising Targets

Number of dollars to raise

Number of current donors to renew

Number of new donors to acquire

Do You Pay Attention to Donor Renewal Rates?

Yes, we are

OR

We need to

Determine Strategies

Grant Writing

Special Events

Direct Mail

Major Gifts

Online Fundraising

Others?

Make Sure it Works

Strategy Goal Dollars to raise

# Renewed Donors

# New Donors

Grant writing

Special events

Direct mail

Major gifts

Online fundraising

Others?

Totals $

Step Three

Create a plan of action…

Start Putting it Together

Fundraising Targets

Fundraising

Strategies

Action Plans

Example

1. Raise $100,0002. Renew 65% of donors

3. Acquire 500 new donors

Raise $25,000 - grants.Raise $50,000 - major gifts.

Raise $25,000 – individual donors (event, direct mail, online giving)

Action Plans

Strategy Details

Strategy Description

Target Audience

$ Goal

Cost?

Who will do?

By when?

Grants

Events

Direct Mail

Major Gifts

Online Giving

Other?

ExampleStrategy Description Target

Audience$ Goal Cost? Who will

do?By when?

Grants Write grants Private foundations

$25,000 $0 Me Deadlines

Events Fundraising dinner

Current and prospective donors

$10,000 $2,500 Me, committee

Planning calendar

Direct mail

Back to school appeal

Current donors $10,000 $2,500 Me Sep 1

Major gifts Cultivate and ask for major gifts

Current and prospective major donors

$50,000 $0 Me, Board 2 each month

Online giving

Raise money online

Current and prospective donors

$5,000 $0 Me Nov 1

Other?

Action Steps

Action Step Who will do it?

When will it happen?

What resources are needed?

1.

2.

3.

4.

5.

6.

ExampleStrategy: Grant Writing

Action Step Who will do it?

When will it happen

What resources are needed?

1. Research opportunities

Me By May 1, 2015 Time

2. Prioritize the opportunities

Me By May 7, 2015 Time

3. Create a deadline calendar

Me By May 10, 2015 Time

4. Write proposals Me Before deadline Time

Step Four

Work the plan

Step Five

Monitor the plan

Regular Development Review?

Yes, we are

OR

We need to

Regular Review

Review your plan monthly

Course-correct if needed

Monthly Checklist

Total dollars

Renewed donors

New donors

Goals

Planned vs. Actual

Review each strategy and goal.

Ask yourself:

How are we doing versus what we planned?

What do we need to adjust?

Step Six

Celebrate when things go well!

Then start all over again!

Keeping Donors in the Loop

DONORS

Assess

Involve

Invite

Ask

Thank

Research

Appreciate

Ask Again

Cultivate

Inform

A Dozen NuggetsIndividual donors are the largest source of untapped

potential.

It’s not about money: It’s about relationships

Create excitement

Start early

Expand your outreach

Look out the window, not in the mirror

A Dozen NuggetsPeople give because you meet needs, not because you have needs

Diversify your funding sources

Give before you ask

Ask with pride, not apology

Giving is transformational

Show me you know me

Give thanks