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LEVERAGING
RESOURCES:
PerspectivesfromThoseintheTrenches
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SantaFe,NM
May31,2012
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Sustainability encompasses both financial
sustainability (the ability to generate
resources to meet the needs of the present
without compromising the future) and
programmatic sustainability (the ability todevelop, mature, and cycle out programs to
be responsive to constituencies over time).
--- Bell, Masaoka, and Zimmerman
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Region6DevelopmentFacts 10 of 27Centers have Development Positions 2of those positions are currently open Development Positions Range in FTE from
approximately 30% to more than 1 FTE
Develop staff are responsible for raising 15 to 40 % oftheir organizations over all annual budget
Comments following were based on conversationswith 6of the 8centers with currently-filled positions
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FromDevelopmentDirectors
Perspecves
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Challenges..Convincingcommunitythatdisabilitiesdontjustgoaway
LackofbeingknownincommunityElevatorspeechesPeopleareuncomfortablemakinganaskNeedideasfrom/contactwithothersraisingresourcesforthesamepurpose
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Strategies
FocusonindividualdonorsandbuildingadonorbaseEngagingentireorganization:
AllnewstaffreceiveorientationondevelopmentroleCapturingandusingstoriesaboutfamiliesUsingstaffmeetingnotjusttoreportbuttoengage
Placingadditionalemphasisraisingtheorganizationsoverallnamerecognitionandvisibilityinthecommunity
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WordsofWisdomEveryonehasaroleindevelopmentDiversityoffundingiscritical BUT!!!!!Athoughtfuldevelopmentplanisneeded,regardless
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ElementsofaDevelopmentPlanGoal:Howmuchtoraise?Example:$275,000annualbudget
Contracts/grantscover$265,000Needtofundraise$10,000
NowHowtodothat?
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What,Who,When,Where,How
Usuallystartwithwhobutthatwilldependonthetypeofactivity
WestartwithWHAT.DifferentTypesofDevelopmentActivitiesrequiredifferenttypesofWHO
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TypesofDevelopmentAcvies
AppealLetters/MailCampaignsOnlineFundraisingCultivationofIndividualDonorsMajorDonorCampaignsEventsGrantWritingCorporate/BusinessSponsorshipsCapitalCampaignsEndowments
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ThatsQuiteaListWhatstherightonesforyouragency?Shouldyouconsidermorethanone?Howdoyoudecidewhatisdoable?Whatresourcesdoyoualreadyhave?
Time,volunteers,mailinglists,committment
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AppealLeJers
AnnualMailCampaign
Doyouhaveavigorousdatabase?Canyouwriteacompellingappeal? Costsofprinting,returnenvelopes,postageReturnrateof3-4%isconsideredprettygood.
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Who,How,When,Writingcanbehandledin-houseorbyavolunteerCanprintingandenvelopestuffingbehandledin-house?
Generallydoneonceayear-beforeendofyearsofolkscanhavetaxdeduction
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Who,When,HowWebmastertoadddonatebuttontowebsiteAnytime,thesoonerthebetterWhounderstandssocialmediaandmobilegiving?
NTENasaresource
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CulvaonofIndividualDonors Individualsmakeupthemajorityofdonationstononprofits
HowtofindpotentialdonorsbeyondyourclientbaseDonorloyalty
Familiesage-outmaygoontosupportadultservices
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Who,When,HowEveryoneassociatedwithyourparentcenter
FrontdeskfolkswhogreetandanswerphoneDirectservicestaffBoardmembers
Everyone-AllthetimeBybeingcomfortablewhensomeonetellsthemwhatagreatjobtheydidandhowcantheyhelp
PracticingtheelevatorspeechKeepingyourdatabaseuptodate
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MajorDonors-Anyoneknowany?DefineMajorDevelopmarketingmaterials Whohascontactsandcanintroduceyou?ItsaboutbuildingrelationshipsMaketakesometimetopayoff
Learnhowtodoanask
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Who,What,When Ithelps: TohavehelpforintroductionsTodovisitsinpairsTohavehelpindevelopinggoodmarketingmaterials Findoutasmuchbackgroundonpotentialdonorinadvance.
Interests,whereelsetheydonate-lookatdonorlistsfromotherplaces
Regularcorrespondencetokeeptheminformed Findouthowtheywishtobeacknowledged
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GreatresourceSevenFacesofPhilanthropy:ANewApproachtoCultivatingMajorDonors
Authors:RussAlanPrince&KarenMaruFile (Jossey-BassNonprofitandPublicManagementSeries)
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EventsFriend-raiserorFundraiser?CostsversusBenefitsFindingsomethinguniqueinyourcommunityandmakingityours
Mayhavetobuildonsuccessiveyears
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Corporate/BusinessSupportSponsorshipsforevents
Haveabenefitspackageavailable.MostcorporationshavesomephilanthropicdivisionAgive-backtotheircommunityGrantsversusvolunteersDotheyhaveafocusarea?
Wheredoyourfamilieswork?naturalconnection
Outreachtotrainonfamilyissues
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Who,When,HowNeedsomeonetodoresearch-volunteers,boardmembers?
Puttogetherprofiles,contactinformation,whatfocusareasare.
DontforgetsmallbusinessesWhen?Ongoing
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CapitalCampaign
Toraisemajorsumsforabuildingorendowment,andgenerallykeepsuchfundsseparatefrom
operangfunds.
Thesecampaignsencouragedonorstogivemorethantheywouldnormallygiveandtapdonors,
Suchascorporaonsandfoundaonswhowouldnototherwisegive.
Acapitalcampaignnormallybeginswithaprivatephasebeforelaunchingapublicappeal.
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GrantsandFoundaonsFindingamatchofyourworkandtheirprioritiesUseforprogramsnotgeneraloperatingHavetoapplyannuallySomeareonetimeonlyormustwaitXXcyclesbeforereapplying
Thisfieldhasbecomeverycompetitive
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Who,When,HowSubscribetoservicesuchastheFoundationCenter
Databaseofavailablefundsthatcanbesortedinseveralways Geographicareaserved Focusarea Typeoffunding,generaloperating,capacitybuilding,etc.
Thereisanannualcosttosubscribeandsomeoneneedstobedoingregularresearch
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Endowments,WillsTrustsAsumofmoneythatisinvestedtogenerateanannualreturn.
Althoughendowmentsmaybecreatedwhenasizeablegiftisreceivedfromanindividualorfamily,
oftenasdirectedinthewilluponthedeathofafamilymember,theyaremoretypicallytheresultsofmanygiftsovertimefrommanysources.
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Who,When,HowSomefoundationshavedonor-advisedfunds,aretheyawareofyou?
Attorneysspecializinginwillsandtrustsneedtobecontacted.
Materialsdevelopedanddistributed-liketheonesdoneforMajorDonors-itsmorethanabrochure
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CreangRevenueStream
Arethereanyservicesthatyoucanchargefor?Arethereanyproductsdevelopedthatyoucansell?
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Who,When,HowNeedtodevelopbusinessplanNeedtodetermineProductorServiceNeedtosetfeeorprice
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DevelopmentPlansShouldbejointlydevelopedbystaffandboardSystems&proceduresarecriticaltoimplementtheplanwhodoeswhat,bywhen
MusthavetherighttoolsDonordatabase/softwareDecentwebsiteAbilitytodoe-marketing
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IfYouHireaDevelopmentperson Itisaninvestmentbasedonbuildingrelationships,yourreturnoninvestmentmaybesomeyearsdown
theroadAdevelopmentpersonwithconcreteexperiencecanbringyoutheexpertisetomakeyourresourcedevelopmentmoreeffective
Remember-developmentismorethanaskingpeopleformoney;therearemanyrelatedtaskstobedone,evenforthosewhoareaversetoaskingformoney
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Veryimportant!!!Bepassionateaboutwhatyourorganizationdoes!Remember,youarenotbeggingformoney
Youareofferingaservicethatyouareaskingpeopletopayforbecausetheythinkitis
importantservicetohavedone;
andyourorganizationdoesitwell.
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Butwhatifyoucanthirea
developmentperson?
Theonlywaytogetmoreproductivitywithoutaddingpeopleistodobetterandlongerrange
planningsothateveryoneknowswhatisgoingtohappen.
Youstillneedagooddevelopmentplan,systems&procedurestoimplementthatplanandtherighttools.
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WRAPUPMoneydoesntgrowontrees.Developmentiseveryonesresponsibilitybutitwilllookdifferentfordifferentfolks.
Diversefundingisnecessaryandrequiresathoughtfulplanwiththerighttools.
Weprovideanimportantservicethatweneedtomarketbetter-wearentbegging.
Funderswanttohelpus.
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ThankYou!