Transcript Creating Your Development Plan, Goals and Structure
Summer Seminar 2014: Best Practices and the Model Development Department Creating Your Development Plan, Goals and Structure
The Development Plan Step 1: Fundamentals
• • Define the strategic vision – Leadership • Acknowledge the 3 Components of philanthropic • • • giving to Cath. education.
Annual Giving Major Gifts Planned Giving Fundraising or Advancement?
The Development Plan Step 1: Fundamentals
• Assessment of Strengths and Weaknesses • Create the appropriate organizational structure • Hire/assign the “right’ people.
• Resources/Budget
Step 2: Define Plan Components
• The 3 Core Disciplines:
Annual Giving Major Gifts
• • • • •
Planned Giving
Events – Limit the Number Communications/Stewardship Relationship Management Major Gift Focus – Iden., Cult., Sol. How to Promote Planned Giving?
• •
Step 3: First Draft
How much funding is needed?
• • • Based upon real budgetary needs This year: unrestricted/temporarily restricted Three to five years: within the context of the school ’ s Strategic Plan • What are the capital projects that require funding?
How will you direct limited human and financial resources?
• • • • • Data mining and management Relationship management/maintenance and major gift focus Annual Fund Major Gift Program Planned Giving
Establish Metrics: Annual Fund Annual Fund Metrics
: • $ Goal • Alumni % • Current parent % • Board participation • Donor acquisition -- # of new donors • Donor enhancement -- # of donors giving more $ • Track each mailing/solicitation separately • Effectiveness of segmentation strategy and approach • Use survey information to shape strategy
Establish Metrics – Major Gifts
The Major Gifts “Sales” Process
:
Priority of capital funding projects
-
$ goal Number of solicitation calls per month Number of cultivation calls per month Number of MG prospects one MG officer can manage
“Comprehensive ask” Weekly/Monthly/Quarterly review of objectives and accomplishments
Establish Metrics – Planned Giving
Planned Giving:
• Key element of the endowment solution • # of educational sessions • # of communication pieces • # of awareness meetings with key people — establish call goals: • Centers of Influence (attorneys, trust bankers, fin. planners) • Alumni/Benefactors/Friends/Leaders 65 years and up.
• # of solicitation meetings • # in hopper who are considering a PG • # who have indicated a gift has been established • Create Legacy Club
Step 3: Finalize the Plan
• Put it in writing
and
on a white board
in your office
• Keep it in front of you to facilitate
every day engagement
• Split into two halves (based on the semesters) • Share it with the team responsible for implementation • Conduct regular review, updates and progress reports
Setting Goals – Annual Giving
• Set dollar goal for the annual fund first • Set participation goals for the AF next • Create the budget for the annual fund • Set
net
dollar goal for the auction and other fundraisers by clearly defining all costs involved •
Manage the budget carefully!!
• Work toward
centralizing all fundraising
in the Development Dept.
Setting Dollar Goals – Major Gifts
• Involves prospect identification to determine MG potential: • Screen the database for wealth electronically • Conduct screening and rating sessions (local intelligence) • Review history of giving records • Consider the relationship with the prospect • Conduct a formal Feasibility Study • Create the giving pyramid
Setting Goals – Planned Giving
• Set a call goal – a number of awareness/solicitation in person visits for the year • Set a general communications/awareness goal for the year: number of PG targeted mailings, article in newsletter, web page, information sessions.
Advancement Structure
D I RECTOR OF AD VAN CEM EN T D I RECTOR OF AN N UAL FUN D D I RECTOR OF M AJ OR GI FTS D ATABASE M AN AGEM EN T/ AD M I N . SUPPORT D I RECTOR OF SPECI AL EVEN TS COORD I N ATOR AL UM N I REL ATI ON S
M aximizing Philanthropic Potential
M ission Leadership Personnel Plan Budget D isciplined I mplementation