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January 19, 2012

January 19, 2012. “The Development Plan – Mission First” Dana Kimberly, CFRE, President and Founder Danforth Development Inc. Powers Building, 16 W. Main St., Rochester, N. Y. 14614 www.danforthdevelopment.com 585-473-3898

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January 19, 2012

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  1. January 19, 2012 “The Development Plan – Mission First” Dana Kimberly, CFRE, President and Founder Danforth Development Inc. Powers Building, 16 W. Main St., Rochester, N. Y. 14614 www.danforthdevelopment.com 585-473-3898 The Development Plan sets goals that promote financial growth by fundraising methodology. The Plan creates a clear connection between organizational needs and donor support. The Development Plan - Mission First January 19, 2011

  2. Ten Steps to Creating A Fund Development Plan Step One – Mission First Articulate the organizational needs: • Program 1 • Program 2 • Program 3 • Endowment Needs • Capital Needs The Development Plan - Mission First January 19, 2011

  3. Step One Mission First • Develop Financial Needs for Each Need, Now and X Years into the Future The Development Plan - Mission First January 19, 2011

  4. Step Two Analyze Past Results Ideally, go back two years to analyze your fundraising data and results • What generates the largest percentage of revenue? • Which sources have been most reliable? • Which sources have the greatest potential for growth? • Which sources are not producing and why? The Development Plan - Mission First January 19, 2011

  5. Step Three Evaluate Internal and External Factors Internal Factors: • Are your donor giving records in good order? • Do you have a new Executive Director? • Are you launching a capital campaign? • Are there new programs being developed? • Are your Board members skilled ambassadors? • Do you have a grant writer on staff? • Do your donors give loyally? • Are you starting from scratch with very few donors? The Development Plan - Mission First January 19, 2011

  6. Step Three Evaluate Internal and External Factors External Factors • Will the economy affect your fundraising this year? • Are competing organizations asking your donors for gifts? • Does your mission match the needs of the community? • Are changing giving trends likely to affect your fundraising? The Development Plan - Mission First January 19, 2011

  7. Step Four Identify your Champions Who? How Many? What Skills Do They Bring? • Members of the Board of Trustees • Executive Director • Development Staff • Key Donors • Organizational Allies – Political, Media, other Partners and Collaborators The Development Plan - Mission First January 19, 2011

  8. Step Five Set $ Goals by Method EXAMPLE : Program #1 $100,000 Need $100,000 Goal • Major Gift Solicitations: Goal $75,000 • Special Events: Goal $15,000 • Direct Mail: Goal $10,000 The Development Plan - Mission First January 19, 2011

  9. Step Six New, Renew, Upgrade After identifying the methodologies you will use, think about it from three perspectives: • Acquiring new donors • Renewing current donors, corporate sponsors, foundation grantors • Upgrades – asking supporters for larger gifts Plus! Donor Relations : how will you get closer to each prospect and donor? The Development Plan - Mission First January 19, 2011

  10. Step Seven Set A Timeline Create a monthly calendar expressing each of the following: • Solicitations and asks • Events • Donor relations activities Some elements will happen once a year, some will happen several times, and some will happen every month. The Development Plan - Mission First January 19, 2011

  11. Step Eight Net Income by Method For each fundraising method or donor relations activity: • Projected Gross Income • Total Expenses • Net Income after Expenses For expenses – include staff time, printing, postage, travel, food, and etc. The Development Plan - Mission First January 19, 2011

  12. Step Nine Put It All Together The Development Plan - Mission First January 19, 2011

  13. Step Ten Evaluation Criteria In addition to funds raised, you can choose to track: • # of mission-based contacts with donors and prospects • # of renewal donors • # of donors who increase their gifts • # of new donors • # increase in attendance at events • # new volunteers and Board members who got involved with fundraising • # of first-time donors who make a second gift • # of new prospects identified • % of new prospects who made a first gift • Level of personalization in communication vehicles • # of mission-based stewardship activities The Development Plan - Mission First January 19, 2011

  14. Thank you for putting ‘Mission First’ The Development Plan - Mission First January 19, 2011

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