Methodology by yurtgc548


									Beyond Grants, Galas, and Golf:
Set Your Sights on Sustainability

       with Roberta A. Healey
    Roberta A. Healey

   More than 30 years in non-profit management and
    development work
   Senior Member, Farr Healey Consulting, LLC
   Served several faith-based organizations as Chief
    Development Officer, including The Hickman
   Executive Committee Chair, International Board of
    Directors of Fundraising Professionals
   Founding Member of American Association of Homes
    and Services for the Aging
   Adjunct Faculty at Villanova University
For Tonight’s Program

   To gain an overview of a successful,
    sustainable fundraising program
   To learn what an integrated development
    plan for your school should contain
   To envision the full range: annual giving,
    major gifts, and planned giving
   To hear how to organize your board, staff,
    and volunteers -- who, together, can get
    the job done
Requirements for a Successful
Philanthropy Program

 Based on its record of service, image
  and reputation, the organization
  must be deemed worthy of support.
  Potential supporters must have
  confidence in the institution.
 The organization must attract strong
  volunteer leadership. It will require
  enthusiastic and generous leaders
  and volunteers.
Requirements … continued

 The Case for Support must be
 understood and accepted.

 The constituents must have the
 capability to support the project at
 the necessary giving levels. The
 funds must be available and
Requirements … continued
 The philanthropic environment and
 timing must be right.

 The program must be well organized
 and staffed with individuals capable
 of undertaking and supporting a
 major project initiative and
 fundraising program.

 Leadership must be enthusiastic and
 generous supporters.
  2006 contributions: $295.02 billion
      by source of contribution

  $222.89               Corporations
   75.6%                   $12.72
                            4.3%     Foundations


                       Source: Giving Institute 2007
   2007 contributions: $306.39 billion
       by source of contribution

 $229.03                  Corporations
  74.8%                     $15.69
                             5.1%        Foundations


                         Source: Giving Institute
   2006 contributions: $295.02 billion by type
           of recipient organization
                              Environment     International
             Arts, culture,   and animals        affairs      Foundations
            and humanities       $6.60           $11.34          $29.5      Unallocated
                $12.51           2.2%             3.8%           10.0%      giving and
                 4.2%                                                       carry overs
 Public-society                                                               $26.08
    benefit                                                                    8.5%

Human services

           6.9%                                                             Religion
                                            Education                        $96.82
                                             $40.98                          32.8%
  Source: Giving Institute 2007               13.9%
 2007 contributions: $306.39 billion by type of
            recipient organization

                            Environment   International
             Arts, culture, and animals      affairs      Foundations
            and humanities     $6.96         $13.22         $27.73      Unallocated
                $13.67         2.3%           4.3%           9.1%       giving and
                 4.5%                                                   carry overs
Public-society                                                            $23.73
   benefit                                                                 7.7%

Human services

           7.6%                                                         Religion
                                      Education                         $102.32
                                       $43.32                            33.4%
   Source: Giving Institute            14.1%
  Understanding Donor Giving Options


                         Cash                         Assets

          Unrestricted                 Restricted

Current                  Deferred                   Current                   Deferred

                            Roberta A. Healey
           Reasons For Giving

Being asked to give by someone you know well    1
Being asked by clergy                           2
Reading or hearing a news story                 3
Being asked at work to give                     4
Someone coming to the door asking you to give   5
Telethon or radiothon                           6
Receiving a letter asking you to give           7
Advertisement in a newspaper or magazine        8
Television commercial                           9
Receiving a phone call asking you to give       10
Being asked by a celebrity                      11

                Roberta A. Healey
Define the Case!
 Organizations do not have any needs
  … it is the people you serve who have
 Donors do not support “needy
  causes”. They want to make “wise
  investments” in well managed

             Roberta A. Healey
The Fundraising Plan
 Your integrated development
 plan incorporates annual, capital
 and planned giving strategies to
 effectively raise funds to meet
 operating, capital and
 endowment need.
 Plan Essentials

 Based on
    Mission and vision
    Long-range plan
 Includes
    Annual Giving
    Capital/Major Gifts
    Planned Giving
Where do you start?
   Strategic Plan
       Long Range Planning
            Program
            Physical Plant
   Operational Plan
       Program
       Physical Plant
            Renovations
            Upgrades
            Routine Maintenance
   Integrated Development Plan
       Annual Giving
       Major Gifts
       Planned Giving

                         Roberta A. Healey
Drafting the Plan Document
 Assess and quantify organizational
   Identify target prospect/donor
    constituents for each need area
   Develop broad and individual
    strategies for each constituency
   Select from among strategic
   Draft and Approve plan document
   Implement, review, evaluate, update
The Plan Document
 Section for Each Program/Strategy
   Action outline:
      Tactics
      Dates
      Assignments
   Goals
        Number   of   prospects
        Number   of   donors/participants
        Number   of   gifts/participants
        Number   of   dollars
 Executive Summary
Integrated Development Plan

 Individuals
   During    their lifetime
   Estates
 Institutions
   Foundations
   Corporations

              Roberta A. Healey
     Annual Giving
   Any organized effort by a
    gift-supported organization
    to obtain gifts on a yearly
    basis, usually to support
     Individuals
     Organizations

            Roberta A. Healey
    Major/Capital Giving
    Funds provided for buildings,
    including construction and
    equipment, endowment and
       Individuals
       Organizations

                Roberta A. Healey
Planned Giving
   The integration of sound
    personal, financial and
    estate planning concepts
    with the individual donor's
    plans for lifetime
    testamentary giving.
     Individuals

            Roberta A. Healey
Roles & Responsibilities

 Board
 Staff
 Volunteers

          Roberta A. Healey
3 Fundamental Board Tasks*
    As the chief leadership body, the board:
          As Stewards, is ultimately responsible for the
           health and effectiveness of the enterprise
          In Sustaining Capacity, the board offers
           wisdom, oversees the work, and attends to
           the foundations of its wealth
          In Preserving Credibility, the board brings
           the weight of the good will and generosity of
           the organization to the community.

* Fearless Fundraising for Nonprofit Boards, BoardSource, pages 1-2

                                    Roberta A. Healey
BoardSource Responsibility #4

    One of the board's foremost
    responsibilities is to provide
    adequate resources for the
    organization to fulfill its mission.
    The board should work in
    partnership with the chief executive
    and development staff, if any, to
    raise funds from the community.”

               Roberta A. Healey
The philanthropy team

   Board of Directors
   Staff
       Executive Director
       Development Director
   Respect for the culture and
       must be flexible/adaptable

                 Roberta A. Healey
    Roles: Board

   Participate fully in the implementation of the
    integrated development plan.
   Clearly articulate the mission, vision and
   Make your own generous gift.
   Refer prospective donors.
   Sign or write personal notes on solicitation
    letters and thank you letters
   Cultivate and solicit personal gifts.
   Adopt and implement a strategic plan that
    ensures necessary funds to turn the plan into
                  Roberta A. Healey
Roles: Head

   Participate fully in the implementation of the
    integrated development plan.
   Clearly articulate the mission, vision and
   Make your own generous gift!
   Attend all fundraising programs and events.
   Call on prospects as appropriate.
   Sign letters and other correspondence as

                 Roberta A. Healey
Roles: Chief Development Officer
 Draft and, following board approval, implement
  the comprehensive integrated development plan.
 Clearly articulate the mission, vision and
 Make your own generous gift!
 Market the agency as a major philanthropic
 Research donors.
 Ensure accurate receipt, recording,
  acknowledgement and reporting of gifts.
 Work cooperatively with finance staff as
 Monitor legislative, regulatory and demographic
                Roberta A. Healey
Where is Your Board?
    Level One*
          Little personal risk … all activities done as a
           group such as approving staff plans and
           setting goals, priorities
    Level Two*
          Prospect cultivation and outreach, board
           begins to understand the need for relationship
           building, events as a “point of entry” for new
    Level Three*
          Generous personal giving, personal asking,
           focused relationship building

* Fearless Fundraising for Nonprofit Boards, BoardSource

                                    Roberta A. Healey
Identifying Benchmarks
   Fund Raising: Evaluating and Managing
    the Fund Development Process, James M.
    Greenfield, FAHP, ACFRE; John Wiley &
       Median giving
       Cost to raise a dollar
       Number of prospects
       Number of donors
       Number of Volunteer
   Better Business Bureau Wise Giving

                     Roberta A. Healey
Thank You

   610-996-4650

            Roberta A. Healey
3   more webinars:
  •Sticking to Priorities: Making Advancement Happen While
      You’re Jugging 20 Other Balls
  •The Sweet Spot: Asking for Major Gifts and Getting Them
  •Train Your Trustees: Short Fundraising Exercises for
      Board Meetings

 Regionalworkshops
 Podcasts coming in the spring

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