Do You Need a Development Audit?

Measuring Success: The Development Audit

Linda Lysakowski, ACFREPresident, Linda Lysakowski, LLC

Linda Lysakowski.com: Dedicated to inspiring philanthropy and creativity

Why is it Important to Evaluate your Development Program?

Funding sources expect more bang for their buck!

Boards have greater expectations!

Organizations often feel development is “dispensable.”


How Do You Evaluate Success?Development AuditSelf Evaluation


What Needs to Be Evaluated?Infrastructure:

SoftwarePolicies and proceduresCase for support


What Needs to Be Evaluated?Donor Relations

Do you communicate with donors when you’re not asking for money?

Do you let donors know how their money was used?

Do you thank donors promptly and accurately?

Do you recognize donors in meaningful ways?


What Needs to Be Evaluated?Awareness

Does your community know your organization?

Is the media aware of your organization?

What tools do you use to create awareness?


What Needs to Be Evaluated?Development Program

Do you incorporate all types of fundraising?Do you measure how successful each type of

fundraising is?Do you incorporate this analysis into your

development plan?


What Needs to Be Evaluated?Human Resources—do you have the right

people in the right seats on the bus?BoardStaffVolunteers


InfrastructureDonor software:

Is your software doing what you need to have it do?

Web based or not?CodingReportingStaff trainingBudget


Infrastructure

Policies and ProceduresGift acceptance policiesInvestment policies Office procedures for receiving,

recording, reporting and acknowledging gifts

Development budgetCase for Support


AwarenessWebsiteSocial mediaPR/development relationshipMedia relationsAnnual report990 Form (U.S.)


Fundraising Program

The integrated development program—don’t put all your eggs in one basket


Fundraising ProgramGrantsSpecial eventsDirect responseSocial mediaMajor gifts Capital campaignPlanned giving


Do Your Program Outcomes Fall Within Acceptable Standards?

Acquisition Mailings $1.25-$1.50 per $1 raised

Direct Mail Renewal $.20-.25 per $1 raised

Special Events $.50 per $1 raised

Foundation Proposals $.20 per $1 raised

Personal Solicitations $.10-.20 per $1 raised


Constituencies

Are you reaching them all?IndividualsFoundationsCorporationsOrganizations


ConstituenciesHow to reach individuals:

Direct response Mail Phone Website Social media

Events In person: one-on-one


Constituencies

How to reach foundationsGrant proposalsPersonal contactTrustee connections


Constituencies

How to reach corporationsProposalsFact sheetsIn person


Constituencies

How to reach organizationsSpeechesMeetings


Long Range Development PlansCapital NeedsEndowment Needs


Human ResourcesBoardStaffVolunteers


Human ResourcesBoard:

Large enough?Effectives?Diverse?


Human ResourcesStaff

Do you have enough people in development?

Do you provide training and support?

Do you invest in staff?


Human ResourcesVolunteers

How do you involve volunteers in fundraising?

Do you provide training and support?


Assessing Current Development ProgramsSWOT AnalysisBudgetDevelopment AuditPhilanthropic Profile Assessment


SWOT Analysis of Your Development Office

StrengthsWeaknessesOpportunitiesThreats


Assessing Current Development ProgramsBudget:

Who develops the fundraising budget?Is it realistic?Are you spending too much? Too little?


Assessing Current Development ProgramsPhilanthropic Profile Assessment: how do you

rank?


Implementing and Evaluating the Fundraising Plan

Taking OwnershipWhat Happens When It Falls ApartMeasuring SuccessReporting Success


GovernanceBoard size/make-upBoard contributionsAttendance/involvementBoard recruitmentBoard educationCommittee structureBoard self-assessment


StaffingSize of

development staffStaff dutiesOrganizational

chartProfessional

developmentThe 95/5 Rule


VolunteersInvolving volunteers in

PlanningCultivatingSoliciting

The development committee


We Need a Development Audit, but……..We can’t afford it (or can we

afford not to?)We don’t have the time.We want to do it ourselves.


Hiring a Consultant to Do the Audit

How much will it cost?How long will it take?What are the pros and cons?What is the role of staff if we hire a

consultant?


What can we evaluate ourselves?Know your development historyReview your strategic plan and

your development planDo a SWOT analysis


Development HistoryUse your donor software to track all

development events and activities:Direct mail/telephone/Internet responsesSpecial eventsGrant proposalsMajor GiftsPlanned giftsCapital CampaignsVolunteer Results


Review Your Strategic PlanHave you included

development strategies in the plan?

Are the goals realistic?

Is the development plan part of the strategic plan?


Review Your Development PlanWere the planning goals based on

past performance?Were there too many goals/too few?Did the entire development staff

participate in the planning process?Was the budget realistic?Was the timeline realistic?Were there sufficient human

resources to implement the plan?


Tools to HelpEvaluation tool available at

4Good.org


RememberIf you can’t measure it, you

can’t manage it!


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Do You Need a Development Audit?

Government & Nonprofit

Transcript of Do You Need a Development Audit?