1 Aligned strategies & responsibilities

2

3

4

5

Best

Friend

One-on-One

Group Friend

Acquaintance

Holiday Card List

Entry Level

• Direct mail• Events• Social media

Mid-Level

• Small group• V2V

Top Level

• F2F• Trusted

Advisor

Donor acquisition(impersonal)

Deep donor engagement(highly personal)

Transition fromimpersonal to personal

• Strategies must be in balance

• The top gets the priority

• Mid-level doesn't mean "middle sized"

• The primary goal is upward flow

• Activity must be relationship driven

1 Aligned strategies & responsibilities

2 Attainable goals, metrics & incentives

3

4

5

• Biggest reason for staff turnover

• Should not only be needs based

• Should involve development staff

• Should consider current activity repertoire

• Should be re-forecasted throughout year

• Financial goal

• Donor retention

• Growth in current donors

• New donors

• What do you need from each activity?

• Who is primarily responsible?

• What are the specific goals of each activity?

• Who is responsible for the overall development goal?

• Define 3-4 metrics for each

• Only 1 should be $ to raise

• Tie the metrics to what is needed for overall success

• Be creative

• Involve staff members in the process so they understand and own the metrics

1 Aligned strategies & responsibilities

2 Attainable goals, metrics & incentives

3 A focus on high-capacity donors

4

5

The Focus of

Most Nonprofits

The Untapped

Potential in

Every Nonprofit

• How much wealth he/she has

• How much of that wealth he/she chooses to give

• Capacity

• Access

• Relevance to mission

• Inclination

• Take the time to create a donor plan

• Learn their passions and interests

• Show them how their last gift was used

• Propose a specific project from budget

• Affirm their decision to give

1 Aligned strategies & responsibilities

2 Attainable goals, metrics & incentives

3 A focus on high-capacity donors

4 Support from non-fundraising leadership

5

• CFO - Finance

• Human Resources

• Programming (mission)

• The Board

WE ARE NOT A

FUNDRAISING BOARD!

Yes,You Are!!!

• Have conviction for the mission

• Give their personal resources

• Rank the mission in their top three

• Introduce their network

• Participate as an impassioned volunteer

1 Aligned strategies & responsibilities

2 Attainable goals, metrics & incentives

3 A focus on high-capacity donors

4 Support from non-fundraising leadership

5 A strategy to reward & retain key staff

• Sense of instability among staff

• Spinning of wheels instead of progress

• Constant focus on training instead of growth

• Lack of loyalty to your mission

• Too high of expectations

• Lack of opportunity for personal growth

• Hiring from your constituency

• Protecting them from unrealistic expectations

• Compensating them fairly

• Creating a retention plan

• Sustainable growth

• Passionate & engaged donors

• Happy & content staff

• An active board