SMARTWay

Indicators

DEVELO

PMEN

T DR

IVER

SINCOM

E

DONOR MOVES

WHAT ARE MY/OUR GOALS?

WHAT IS OUR VALUE-ADDED?

WHAT IS THEIR “VALUE-SOUGHT?

Our InstitutionalStrengths

Vision, Mission,Plan

Donor Motivations

HOW DO WE CONNECT WITH THEM?

Value-Add, Value-Sought

WHICH OPPORTUNITIES DO WE PURSUE?

SMART WayTM Scorecard

WHAT ACTIONSDO THEY TAKE?

Donor Moves

WHAT ACTIONSDO WE TAKE?

Development Drivers

HOW DO WE ENSURECONSISTENT RESULTS

OVERALL?Plan-Do-Check-Act

HOW DO WE CONTROL WORKLOADAND RESULTS?Simpli�ed Performance Metrics

HOW DO WE MANAGE THE PIPELINE?Opportunity ManagementTools

FUNDRAISING THE SMARTWAYTM

SMARTWay

Indicators

DEVELO

PMEN

T DR

IVER

SINCOME

DONOR MOVES

LEAKYBUCKET STATISTICSResponses from 700 nonpro�t executives to our on-line assessment in the nonpro�t sector

HAVE a strategic plan

47%53%LACKa plan

have undocumented “preferences” for qualifying prospects

of respondents have no qualifying standards at all

Only 6% of our respondents utilize an ideal-donor profile

including insights into charitable philosophy and motivations

for giving

15%16%

61%37%

When it comes to qualifying criteria, most development of�cers are �ying blind or relying on their intuition

63%Rely on

total income,a trailing indicator

Track any leading indicators at all

Don’t track their income

tactical responses to a strategic problem

49% responded “hold more

special events”

48% responded “write more

grant applications”