Consulting

Obtaining a gift is just the first step. By maintaining communications with donors and further engaging them in the work of the agency, future donations (and increased donations) are made possible. The next natural step is to find ways to move them higher on the pyramid and thereby increase the long-term financial stability of the organization.

I have had the pleasure of working directly with Kirsten for a couple years at The Institute of Internal Auditors Research Foundation. Kirsten was hired to help the Research Foundation formulate a development plan to support its research and relationship building activities globally. I had an opportunity to work closely with her and was very impressed with the skill sets she brought to the IIA Research Foundation. She focused on strategies to build relationships through various initiatives and provided great advise, expertise and professionalism. I admire her commitment to excellence and always striving to place the organization in a premier position. I strongly recommend Kirsten and would be happy to work with her again in the future! Please feel free to contact me directly if you would like to hear more about the value Kirsten brought to The IIA’s Research Foundation. Bonnie Ulmer Vice President, Learning Solutions Institute of Internal Auditors Bonnie.Ulmer@theiia.org

First-Steps in Developing a Fund Raising Program

Effective fund raising grows out of an organization-wide commitment to partnering with individuals and organizations who are interested in supporting the cause. Contrary to operating in a vacuum, individuals involved in the fund raising program of an organization will need to interact with nearly every department of the organization.

Most fund raising professionals agree that certain components should be in place, or at least in mind, for a development plan to be effective. This includes such things as:

• a clear, compelling mission with specific objectives of what the organization seeks to accomplish
• an organizational communications plan
• a board that is interested in, and involved with, the development process
• a donor management system that will allow for donor tracking, appeal segmentation and other fund raising management reporting
• systems in place for quality improvement
• an ability for development staff to provide public feedback to other areas
• a clearly written case for support
• a development plan specific to the organization
• training for board and other fund raising volunteers

These are all components of the following categories:

Leadership. Strong leadership is essential for a strong organization. The leaders set the tone for the rest of the organization to follow. The Board of Directors is charged with leading the fundraising efforts of the organization. Staff and volunteers will take their cue from those in leadership positions. If the leadership is involved in fundraising, others will be much more likely to join them.

Mission / Vision. People give to people. An additional element to foster philanthropy that is needed is a cause that resonates with the donor. The mission is what keeps people engaged and passionate about the work the organization is accomplishing.

Awareness. In order for someone to contribute to an organization, they first need to know about the organization – and that funding is needed. Marketing theory states that someone needs to hear a message seven times before they hear it and remember it.

Fund Development Procedures. For many organizations, the challenge is not as much in getting the first gift as it is in renewing the gift. Solid fund development procedures will ensure that donors feel appreciated and will be most likely to give another gift.

Engagement. Volunteers often become donors. Inviting people to participate in non-financial ways can have long-term positive impacts and increase the reach of the organization.

The Fund Raising Start-Up Program

The Fund Raising Start-Up Program is designed to provide a basic introduction into a formalized fund raising program and takes into account the five categories mentioned above: Leadership, Mission / Vision, Awareness, Fund Development Procedures and Engagement. The Components of this program are:

1. Board Sessions / Preparation. These three customized sessions will prepare the Executive Director and Board to fulfill their role as advocates for the organization and will also provide key information needed to develop the case materials and fundraising plan for the organization. The first exercise will assist the board in solidifying a fundable vision for the organization. The second session will be an overview of the fund raising plan and will evaluate strengths of the board to confirm that the plan is achievable. The final training will cover ‘The Ask.’
2. Developing a Fund Raising Plan. The Fund Raising Plan outlines a road map that will define success. This plan often includes annual giving methods such as direct mail, a special event and personal asks as well as major gift methods that are more intensive in regards to personal asks. The ability of this plan to meet its goals will be contingent on the development of a compelling vision and organizational plan.
3. Major Gift Materials. As the Executive Director and board members approach community members for funds, they will benefit from a packet of materials that answer basic questions that a potential donor may have. This document, typically called a ‘case statement,’ will be developed using past printed materials, feedback given during the visioning exercise and interviews with the Executive Director and Board Chair or designee.
4. Monthly Feedback / Recommendations, 9 Months. As the board begins to develop a fund raising program, ongoing fund raising counsel will be beneficial in providing feedback and recommendations to the board. The monthly fee will include direction in planning (and participating in) monthly fundraising committee meetings (or board meeting), one meeting per month on-site at the organization’s offices and availability by phone to assist in implementing new strategies and making adjustments to the strategies as they are implemented.

Timeline

 Month 1

• Initial Meeting (2-3 hours) to gather information regarding financials, programs, current fund raising procedures, the agency, etc.
• Schedule trainings (Visioning, Fundraising Plan, Making the Ask)
• Client will provide documentation for review
• Interview staff involved in fund raising process
• Document current fund raising plan

Month 2

• Visioning Exercise
• Draft Fund Raising Plan
• Review draft Fund raising Plan report with client and discuss implementation plan
• Draft case statement

Month 3        

• Fundraising Plan Training
• Revise Case Statement as necessary

Month 4 – 12

• Making The Ask Training
• Meet monthly with the Fundraising Committee (or Board)
• Make recommendations for adjustments as needed
• Provide feedback regarding progress as it compares to other similar organizations
• Meet monthly with staff