Are You Ready to Fundraise?Are You Ready to Fundraise?

Presented by Presented by Martha Richards, Miller FoundationMartha Richards, Miller Foundation

Dedee Wilner-Nugent, The Collins GroupDedee Wilner-Nugent, The Collins Group

Oregon Nonprofit Leaders ConferenceApril 11, 2011

Successful and Sustainable Fund Development

DevelopmentInfrastructure

Marketing &Communications

Donor Management &

Stewardship

Development ProgramActivities

Board & Volunteers

Culture ofPhilanthropy

Organizational Planning

MissionFulfillment

Culture of Philanthropy

Organizational Planning

StrategicBusinessMarketingDevelopment

Role of Philanthropy

Development Plan

Overview: mission, case for support, budget, history Fundraising Plan by ConstituencyCalendar of ActivitiesRoles and ResponsibilitiesSupporting Pieces

People give: To express strongly held values and To make a difference

Your success depends on your ability to... Learn donors’ values and preferences in giving Demonstrate that your organization will make an impact in advancing those values and preferences

Philanthropy = Philanthropy = Extension of ValuesExtension of Values

The “Science” of “I’s”

Inform Donor

Donor Invests

Identify Donor and Level

Involve Donor

Understand Donor’s Interest

Determining Constituencies

Who are your most likely supporters? Are you engaging them?How do you identify and prioritize individual prospects

within target groups?

Prospect Identification/Qualification

Oprah Winfrey Major Gifts

Annual GiftsPlanned Gifts

InterestLow High

Abili

tyH

igh

Low

Gift Charts

Board of Directors Annual Fundraising Goals

FY ’09 FY ’10 FY ’11

# of gifts Cumulative Total # of gifts Cumulative

Total # of gifts Cumulative Total

$50,000

$35,000

$25,000 1 $25,000 1 $25,000

$15,000 2 $30,000 1 $15,000 2 $30,000

$10,000 1 $10,000 2 $20,000 2 $20,000

$5,000 3 $15,000 3 $15,000 4 $20,000

$1,000 5 $5,000 5 $5,000 5 $5,000

Total: 11 $60,000 12 $80,000 14 $100,000

FY 2010 Actual FY 2011 Actual FY 2012

Roles

Fundraising Responsibilities Board Volunteer Staff Contractor Other

Grantwriting oversight   active role primary  

Corporate Sponsorships          

Board Giving          

Major Gifts - Cultivation & Solicitation          

Major Gifts - Mgmt & Stewardship          

Membership          

Events          

Mail / Email Appeals          

Donor Communications          

Gift Mgmt / Acknowledgement          

Calendar

Activities January February March April May June July August September October November December

Invitations to special events/cultivation eventsSpeakers' bureau events/workplace giving events

Table Captain/Sponorship event prior to Breakfast or Lunch events

Cultivation events

Ongoing cultivation meetings (e.g. board "heart deliveries" and staff led donor visits)

Annual Breakfast event

Mother's Day Appeal

Father's Day Appeal

South County Luncheon event

Special Donor Match appeal

Year end appeal

Ongoing donor solicitation meetings

Delivering annual glass hearts

Special communications to Major DonorsOngoing special thank you calls to major donors

Major Gifts Activities Calendar

ACQUISITION

CULTIVATION

SOLICITATION

STEWARDSHIP

Annual Fund Activity Calendar

Budget

StaffingOperationsActivities and eventsTechnologyCommunication

Fundraising Success =

…moving donors to greater levels of support

Personally Significant

Small One-Time Gifts

Good Gifts, Occasionally

Good Gifts, Consistently

Cultivation and Stewardship

Reporting and Dashboards

Dollars: Contributions by constituency, fundraising activity, gift level, by month

Donors: Number of donors, acquisition and retention rates

Activities: Cultivation, solicitation, stewardshipVolunteer participationComparisons: To past years, peersCash flow charting

Managing time for Success

Resources

Donor Focused Strategies for Annual Giving, Karla A. Williams, Aspen’s Fundraising Series for the 21st Century.

Donor Centered Fundraising, Penelope Burk, Burk & Associates Ltd.