Fundraising for Success

Fundraising for Success

Why is a Fundraising Plan Important? Serves as a blueprint for successful fundraising Moves you from reactive to proactive Provides a clear guide for action Focuses everyone on the same goals 2

Begin at the Beginning How much money do you need (what will it take to deliver our programs this year?) How successful was last year s fundraising? What about the prior years? What worked well? What did not work? 3

How Much Money Do You Need? Analyze current financial picture Assess prior years performance What has worked well? What was less successful? 4

Identify Organizational Assets Appealing mission Public base of support Recognized name Well-known staff or board members Excellent facility Others? 5

Idenetify Fundraising assets Comprehensive database Strong donor base High donor retention Sound prospecting strategy Other? 6

What constitutes a good fundraising base? Organization has a mix of funding sources - Individuals - Foundations - Corporations - Government - Events - Other Organization has a mix of small and large gifts 7

Basic Development Plan Components Resource needs Revenue sources Individual prospects Fundraising strategies 8

Resources required: General operating Program needs Special needs Capital needs Reserves Endowments 9

Establish Fundraising Targets Number of dollars to be raised Number of grants to be secured Number of current donors to be renewed Number of new donors to be acquired 10

SIS FISCAL YEAR 20XX For Example STRATEGY LAST YEAR PRIOR YEAR PROPOSED NOTES GRANTS $ $ $ SPECIAL EVENTS $ $ $ DIRECT MAIL $ $ $ ANNUAL CAMPAIGN $ $ $ MAJOR GIFTS $ $ $ MONTHLY GIVING $ $ $ LAPSED DONORS $ $ $ ONLINE GIVING $ $ $ CORPORATE $ $ $ SPONSORSHIPS GOVERNMENT GRANTS $ $ $ FOUNDATION GRANTS $ $ $ OTHER $ $ $ 11

Identify Strategies Grantwriting Special events Direct mail Major gifts cultivation Annual campaign Online fundraising Other 12

Set Your Goals S Specific M Measurable A Action-oriented R Realistic T Time-sensitive 13

Create Specific Plans: Action Item I Strategy: Annual campaign Goal: $100,000 Renew 65% of last year s donors Acquire 200 new donors 14

Action Item II Strategy: foundation grants Goal: $500,000 Renew four existing grants = $350,000 Secure three new grants - $150,000 15

ETAILED PLAN OF ACTION: WHO WILL DO WHAT BY WHEN AND HOW MUCH WILL IT COST? For Example STRATEGY DESCRIPTION TARGET AUDIENCE $ GOAL COSTS WHO WILL DO? BY WHEN Grants Write grants Private foundations $500,000 $2,000 Contract grantwriter August 1 Events Annual gala Current and new donors Direct mail Major gifts Back-to-school appeal Identify ten promising prospects $100,000 $12,000 CEO, committee Current donors $10,000 $2,500 CEO, direct mail house Current and prospective donors Planning calendar September 1 $50,000 $0 CEO, board Two per month Online giving Update website Current and prospective donors Other? $5,000 $2,500 CEO, contractor May 1 16

For example Strategy: Grantwriting ACTION STEPS WHO WILL DO IT? WHEN WILL IT HAPPEN? WHAT RESOURCES NEEDED? Research opportunities CEO February 1, 2019 Time Prioritize opportunities CEO February 8, 2019 Time Create a deadline calendar CEO February 15, 2019 Time Write proposals Contract grantwriter Before submission deadline Contractor fee, time 17

Track Your Progress Monthly checklist: Total dollars Renewed donors New donors Goals 18

Assess Planned vs. Actual Review each strategy and goal Determine: - How are we doing vs. plan? - What do we need to adjust? 19

Establish Non-financial Goals Increase board participation Boost volunteer giving Test donor acquisition strategies Expand annual campaign Improve email open rates Increase direct mail response rates Launch giving cohorts 20

Revenue sources Fees for service/entrepreneurial ventures Government/public funding opportunities Private foundations Businesses Individuals Membership Planned gifts Endowment interest In-kind gifts 21

How do we diversify our fundraising mix? Determine percentage of funding from top revenue sources (2 or 3) Maximize existing resources Identify new revenue sources Do cost-benefit assessment of all activities Determine skills/staffing required for growth Identify tools needed (hardware/software/other) 22

Identify potential prospects Board members CEO and staff Volunteers Clients Donors (present and past) Government Foundations Corporations Other nonprofit organizations Other stakeholders Extended networks 23

Develop your case for support What do you do? Where do you do it? Who else does what you do? How is what you do different? Who are your clients? What are your results? What is your vision for the future 24

Determine fundraising tactics Grant proposals Letters Printed solicitations (brochures, etc.) Telephone Online Person-to-person Events 25

How much money do we need? What were your expenses last year? What cost increases do you anticipate? What new initiatives do you hope to launch? How much more money is required? What options are available for increases? 26

Where can I find additional revenue? Current donors can increase contributions New donors can be secured Additional grant funding can be secured New fee-for-service ventures can be launched Costs can be reduced in some areas and expenses shifted from one area to another Special events can be created (with cost-benefit assessment) 27

How do we create a fundraising plan? Define non-financial goals Define attainable financial goals Establish reasonable metrics Create an action plan Set deadlines Assign responsibility 28

Tips for Success Emphasize activities with the greatest potential Focus on individual donors Focus on donor interests rather than organizational needs 29

Building for the Future Cultivation - Identifying new prospects - Engaging them with your organization Stewardship - Strengthen relationships with current donors and volunteers - Enhance ongoing communication 30