Learning How to Build a Comprehensive Development Plan

Lisa C. Intagliata, CFREDirector of DevelopmentSarasota Memorial Healthcare Foundation, Inc.

April 17, 2012

Introductions

Introduce yourself, title, organization Where you are in your development planning

– Beginning– In the middle (maybe stalling)– At the end

What you hope to gain today-Your goals

Which plan comes first?

Long-Range Plan- Defines what your organization will look like at the end of a given time

Strategic Plan- Defines how you will get there Marketing Plan- Defines your potential markets and

how to reach them Development Plan- Defines fundraising strategies &

goals

What is a Development Plan?

Blueprint for raising funds Required to achieve goals stated in your

strategic plan Board’s responsibility to direct staff to

prepare a fundraising plan-or work w/ consultant to do so

Must determine strategies & set goals w/ your fundraising committee-interfaces w/ organization’s budgeting process (Exercise #2)

Why is it important?

Gives a clear sense of who we are and how our mission relates to the community we serve

Gives a clear sense of our organization’s direction, familiarity w/ its activities and how they relate to the community

Directs us on how we plan to achieve the mission Gives us the knowledge of how much it will cost

Bottom Line

As an organization, we can NOT raise funds without it

Assessing Your Fundraising to Date(Step #1 in Your Plan)

• Review all relevant written material- direct mail, case statements, annual reports, brochures, newsletters etc…

(Exercise #1)

• Review your fundraising programs success rate- Ways you asked & how much you received(Exercise # 3- Cost Effectiveness Formulas)

• Review the gift potential of each market/constituency (upgrading & acquisition opportunities) (Exercise # 4)

• Review the available investment resources (volunteers, staff, space, equipment, materials, budget etc…)(Exercise #6B)

Assessing Your Fundraising to Date(Continued)

Build understanding & ownership in your plan with volunteers & staff by involving them

Interview 12-15 people close to your organization(Board members, volunteers, staff, alumni, parents etc…)

What questions should you ask? Review Readiness Assessment

Handout/Quiz

Possible Interview Questions

Why did you get involved with this organization? What is you current opinion of the services offered to

our clients? How effective has the board been in raising funds? How effective has the staff been in communicating

its need for fundraising assistance to the Board? How good a job does the org. do with regard to

media and PR? What are your specific responsibilities as a staff

(board) member or volunteer?

Creating an Organizational Development Plan

Gather information from interviews SWOT EXERCISE Outline Fundraising Goals for the Year

- Annual Fund (Moves Management) (Exercise # 5) - Prospect Research - Corporations/Foundations - Special Events - Planned Giving - Communications/PR - Capital Initiatives?

- Volunteer or Membership Recruitment/Retention

Outline Strategies/Tactics/Initiatives

Based on the goals you set for each facet of your Development operation, map out the following: – Strategies to reach each goal– Tactics to achieve the strategy– Initiatives to actually achieve the tactics– Set each initiative to a timeline you can follow

(Exercise # 6)

Clarifying Your Financial Needs(Step # 2 in Your Plan)

Draft an Institutional Budget Test fundraising potential against the draft

budget by identifying prospects, analyzing readiness & capacity, and identifying the resources required for solicitation strategies.

How do you begin?

#1 Work w/CEO to determine what your fundraising needs will be next year (new staff, equipment, growth, # of people to serve)

#2 Work with CFO to estimate the costs of the changes in step #1 and add to costs from last year’s budget

#3 Determine what you are most likely to accomplish-amount of $ you will probably raise based upon past results (NET FUNDRAISING GOAL)

(SEE HANDOUT)

Net Fundraising Goal

+ Costs of Fundraising

= Total Development Goal For Year

Creating an Operational Development Plan

Finally adopt both the budget & Op. Dev. Plan

Finalize the budget & confirm fundraising goals -FINALIZE OPERATIONAL DEV. PLAN

OUTCOME

The outcome of the planning process is a written, operational development plan for the year which clearly articulates:

* Goals (financial & operational)

* Strategies

* Tactics

* Initiatives

* Timeline

Other resources

AFP International-- www.afpnet.org AFP Southwest FL Chapter Nonprofit Resource Center/Giving Partner Selby Library/Sarasota County Public Library

System

THANK YOU!

Questions?

Lisa C. Intagliata, CFREDirector of DevelopmentSarasota Memorial Healthcare Foundation, Inc.1515 South Osprey AvenueSuite B-4Sarasota, FL 34239(941) 917-1286(941) 917-2270 FaxLisa-intagliata@smh.com