Post on 13-Jan-2016
Essential Tools for Fundraising Staff
ProductivityJim Lyons
Pride Philanthropy
I. Setting Goals / Strategies:
Aligning with System
Development Strategic Planning
• Translate System Vision into Actionable Initiatives
• Mission – Reason for Existence and Goals into a Simple, Compelling Statement
• Intended Impact – Accountable Achievements
• Partnerships and Collective Collaboration
Opportunity Assessment
• Projects• Financial and Activity Goals• Priorities and Objectives• Timelines• Roles and Responsibilities
II. Evaluating & Enhancing Structure
and Operations
Assess Talent
• Staff Development• Volunteer Leadership• Succession• Meetings – S.W.O.T.• Online Surveys
Board Evaluation
Measure Satisfaction and Meet Constituency Expectations
• System Board• Management Team• Development Board• Development Staff
• Nonprofit “Family”• Donors• Beneficiaries
Cost Allocation – Direct & Indirect Cost Analysis
• Staff Time Analysis• Special Event Audit
III.Performance Improvement: Measuring and
Expanding Success
Tracking Philanthropic Data
• Moves Management
• Dashboards
• Score Cardso Highlight and Measure Strategic Initiatives and Progress
Evaluating Programs
• Impacts, Outcomes, and Implementation• Geography• Needs and Interests• Accountability
Managing Relationships – Donors & Development
Volunteers
Engage
Cultivate
Recognize
Steward
Retain
IV. Focusing on Metrics that Support Strategic
Objectives
“If everything is important, then nothing is.”
Overall Financial Performance
• Total Funds Raised• Return on Investment• Cost per Dollar Raised• Budget Expense per FTE
Special Events Annual Giving Major Gifts Endowment Memorial Gifts
Capital Campaign
Total Planned Giving
0%
5%
10%
15%
20%
25%Comparative Effectiveness of Philanthropic Ef-
forts
% Staff Time
% Cash Spent
% Total Gift Re-ceived
Why Fundraising?
Culture of Philanthropy• Board(s) Giving• “Family” Support• Number of Active Development Volunteers• Number of New Development Volunteers• Grateful Patient Referrals• Gifts Attributed to Volunteer Involvement
Volunteer Connector$10,000
$100,000
New Volunteers$50,000
$500,000
$250,000$50,000
$50,000
$10,000$25,000
$1,000,000 New Volunteer$250,000
$3,000,000
$500,000
$10,000
Signature Gift Donor - $2,000,000
Signature Gift Donor - $1,000,000
Signature Gift Donor - $100,000
Special Gift Club Donor - $10,000
Annual Gifts Club Donor - $250-$1,000
Signature Gift Donor - $500,000
First Time Donor Joined Annual
Gifts Club Through Annual
Appeal
Development Director Solicits Gifts at Platinum Level of Annual
Gifts Club
Development Director Solicits for Special Gifts
Club – Donor Said “Not at this
Time
Volunteer Joins Director to Solicit for Special Gifts Club – Received $10,000 Pledge
Physician Joins Volunteer &
Director to Solicit for a Signature Gift – Received
$100,000 Pledge
CEO Joins Physician,
Volunteer, and Director to Solicit for $2,000,000
GiftRECEIVED
GIFT!
= Staff= Donor
Step 1 Step 2 Step 3 Step 4 Step 5 Step 6
=Volunteer =Physician =CEO
Impact of Volunteer Connectors on Gift Size“Converting an Annual Donor to a Major Contributor”
Overall Revenue
• Net Fundraising Revenue• New Pledges and Cash
Staff Productivity
• Fundraiser Visits• Solicitations per FTE• Major Gifts Revenue• Planned Gift Expectancies• Proposals Submitted• Proposals Declined
Top 10 Productivity Tips10. Set agendas for each meeting, including staff.
9. For every task: “Could this be delegated?”
8. Every day, call at least one donor.
7. Every day, call at least one development volunteer.
6. Prepare and prioritize Friday afternoon (or Sunday evening).
5. Set and stick to clear priorities.
4. Return incoming calls twice a day, unless urgent.
3. Limit how many times a day you check email.
2. Block an hour every day (door closed-no calls) for major gifts.
1. Don’t schedule every minute of the day.
Donor Acquisition, Retention, and Attrition
• Total Number of Donors
• First Time Donors
• Gift Conversion Rates
Institutional Relevance• Dollars Received for Strategic Priorities
• Campaign Progress Towards Goal
www.pridephilanthropy.com | 888.417.0707
Thank You!