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