Dollars & $ense

How to Build a Development Program

What’s Important?Creation of a Public TrustRevenue Stream: Earned vs. ContributedFundraising vs. DevelopmentMarketing vs. DevelopmentMaxims of DevelopmentThings to KnowTaking ActionEvaluationRenewal

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Public TrustOther People’s Money (OPM)State and Federal RegulationAct in Public InterestResponsibility to Others

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RevenueWhat is Your Business Model?Timing?Revenue Mix?

Earned Revenue?Contributed Revenue?

Process for Generating RevenueFundraisingDevelopmentMarketing

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Fundraising vs. DevelopmentFundraising is a One-Time Activity, a Dash for

Cash.Development Seeks a Long-Term Involvement or

Relationship With a Donor, Maximizing Their Interest in the Org. (Donor Centric)

Development Requires Strong Listening SkillsGreat Fundraisers Combine Listening With an

Understanding of How to Match the Donor’s Motivation and Values With the Org’s Solutions

Leadership Skills are Key Development Skills

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Marketing vs. DevelopmentMarketing is the Promotion of an Org. to the

General Public with the Expectation that Qualified Leads Will Become Prospects

Development Focuses on Building Relationships with Prospects so They Become Donors

Marketing Deals with Broad Populations; Development with a Specific Group

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Maxims of DevelopmentAn Organization has No Needs. It has SolutionsSeek Investment, Not CharityFollow the MoneyOrg has a Past, Present and a FutureYou are Not AloneWhat You Do, MattersMake Your Work Satisfying and EnjoyableWhat Goes Around, Comes Around

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Finance, Accounting & DevelopmentFinancial Reports are a Look BackwardsDevelopment Reports are a Look ForwardsFinance and Development Numbers Rarely

Agree; But The Accounting Has To Be The SameFinancial Accounting Standards Board (FASB)

Rules Apply. Understand ThemBecome Facile With All Forms of Financial DataRead Balance Sheets; Not Budget Narratives

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Ethics and GovernanceGood Governance

Mission Anchored in Community Solutions, Not Institutional Need For Money

Laser Clear Case That Speaks to Philanthropists

Informed and Committed LeadershipExcellent Communication CapabilitiesActionTrusted Steward of Resources

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Good GovernanceThe Duty of Care: Acting the Way That a

Prudent Individual Would in Similar Circumstances

The Duty of Loyalty: Placing the Org’s Interest Above the Individual’s Own

The Duty of Obedience: Acting in Accordance with the Law and the Org’s Own Bylaws and Policies

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LeadershipDefining leadership roles

Board, Volunteers and StaffProfessional Services

Recruiting, Educating and Motivating Volunteers

Managing Expectations

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Desirable CharacteristicsIntegrity and AccountabilityInformed JudgmentFinancial LiteracyMature ConfidenceHigh Performance

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Obstacles to Good GovernanceFears

IneptitudeWhat Others Might ThinkAsking Questions and Appearing UninformedExpressing OpinionsOther Board Members

Lack of KnowledgeSubject Area PhilanthropyOrganizational Roles & Processes

Lack of Skills: Leadership and in Being Inclusive and Collaborative

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Environment: Competition and CollaborationThere Are Few New Ideas; There Are

Better Business ModelsEntrepreneurism vs. ApprenticeshipLearning Partners

Conduct an Environmental Scan for Potential Competitors and Collaborators

Funders LOVE Strong CollaborationsCollaborations Rarely Work Unless the

Budgets are Clear14

The Building BlocksVisionMissionStrategic PlanningCase Statement/ PublicationsGift OpportunitiesCampaignAction

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Venture FundingGrantwriting vs. Individual DonorsInvolve Key Prospects in Creation of the

Building BlocksIs Everyone Committed?Have You Done What You Said You Would

Do?What Conversations or Corrections are

Needed? Reports? Evaluations?

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Relationships: People & ParticipationBoard and Other Volunteers

Board’s Responsibility is Org. Governance Policy Formation Decision Making (Retain or Delegate Authority) Oversight (Monitoring, Assessment, Feedback) Development (Donor, Fundraising, Advocacy)

Donors and Prospects (Care and Feeding)Staff (Vision and Implementation)Suspects and the General Public

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Taking ActionIdentify ProspectsResearch ProspectsStrategize With Volunteer and StaffCultivation and Making the First CallSolicitationMaking the CloseFollow Up

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RenewalPay Your Dues!Development/Leadership Requires RenewalYou Will Become Wealthy, But Not Rich

The Wealthy BarberInvest in YourselfBibliography/ Associations

You Can Change the World, or Your Part of ItAlways Be Interested in People

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Go Build Your Dream!