Are You Ready to Fundraise?
Presented by
Martha Richards, Miller Foundation
Dedee Wilner-Nugent, The Collins Group
Oregon Nonprofit Leaders Conference
April 11, 2011
Successful and Sustainable
Fund Development
Organizational
Planning
Development
Infrastructure
Culture of
Philanthropy
Mission
Fulfillment
Marketing &
Communications
Donor
Management &
Stewardship
Board &
Volunteers
Development
Program
Activities
Culture of Philanthropy
Organizational Planning
 Strategic
 Business
 Marketing
 Development
Role of Philanthropy
Development Plan
 Overview: mission, case for support, budget, history
 Fundraising Plan by Constituency
 Calendar of Activities
 Roles and Responsibilities
 Supporting Pieces
Philanthropy = Extension
of Values
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
The “Science” of “I’s”
Identify Donor
and Level
Inform
Donor
Involve
Donor
Donor Invests
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?
High
Prospect Identification/
Qualification
Major Gifts
Ability
Oprah Winfrey
Low
Annual Gifts
Planned Gifts
Interest
Low
High
Gift Charts
FY ’09
FY 2010
Actual
# of gifts
Board of Directors
Annual Fundraising Goals
FY Actual
’10
FY 2011
Cumulative
Total
FY
FY’11
2012
# of gifts
Cumulative
Total
# of gifts
Cumulative
Total
1
$25,000
1
$25,000
$50,000
$35,000
$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
Roles
Fundraising Responsibilities
Grantwriting
Corporate Sponsorships
Board Giving
Major Gifts - Cultivation & Solicitation
Major Gifts - Mgmt & Stewardship
Membership
Events
Mail / Email Appeals
Donor Communications
Gift Mgmt / Acknowledgement
Board
oversight
Volunteer
Staff
Contractor
active role
primary
Other
Calendar
MajorFund
Gifts Activities
Calendar
Annual
Activity Calendar
Activities
January
February
March
April
May
ACQUISITION
Invitations to special
events/cultivation events
Speakers' bureau events/workplace
giving events
CULTIVATION
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)
SOLICITATION
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
STEWARDSHIP
Delivering annual glass hearts
Special communications to Major
Donors
Ongoing special thank you calls to
major donors
June
July
August
September
October
November
December
Budget
 Staffing
 Operations
 Activities and events
 Technology
 Communication
Fundraising Success =
…moving donors to greater levels of support
Small One-Time Gifts
Good Gifts, Occasionally
Good Gifts, Consistently
Personally Significant
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, stewardship
 Volunteer participation
 Comparisons: To past years, peers
 Cash 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.