connecting strategic planning to fundraising success...essential need compelling case influential...
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FROM STRATEGYFROM STRATEGY
TO SUPPORTTO SUPPORT
Connecting Strategic Planning
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
Connecting Strategic Planning
to Fundraising Success
AFP Houston, May 2012
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TO SUPPORTTO SUPPORT
Session 1:
9:05-10:05 a.m.
Session 2:
10:15 – 11:15
Key Elements to Fundraising Success
The Link Between Strategic and
Fundraising Plans
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
10:15 – 11:15
Session 3:
12:00-1:00 p.m.
Fundraising Plans
Analyzing Your Strategic Needs
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MY GOAL FOR THIS WORKSHOPOffer at least one idea/concept that you
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
Offer at least one idea/concept that you
can use when you get back to your office?
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“Begin with the end in mind.”
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
“Begin with the end in mind.”Steven Covey
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The FundThe Fund--Raising ProcessRaising Process
Identification
Evaluation &
ResearchRenewal
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
Interest &
Involvement
Solicitation
Commitment
Acknowledgment
Recognition
DonorDonor--
CenteredCentered
FROM STRATEGYFROM STRATEGY
TO SUPPORTTO SUPPORTBUILDING BLOCKS TO BUILDING BLOCKS TO
SUCCESSFUL GIFT SOLICITATIONSUCCESSFUL GIFT SOLICITATIONA Donor Centered ApproachA Donor Centered Approach
Timothy R. Burcham, CFRE 859-699-2820 [email protected]
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Fundraising ProgramsFundraising Programs
PLANNED PLANNED SPECIAL SPECIAL
ANNUAL ANNUAL
GIVINGGIVING
Timothy R. Burcham, CFRE 859-699-2820 [email protected]
Capital
Giving
PLANNED PLANNED
GIVING GIVING
SPECIAL SPECIAL
EVENTSEVENTS
MAJOR MAJOR
GIFTSGIFTS
CAPITAL CAPITAL
CAMPAIGNSCAMPAIGNS
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TYPICAL ELEMENTS OF
A DEVELOPMENT PLAN
� Fundraising Goals
� Case for Support
� Marketing, PR, and Communications
� Fundraising Strategies and Structures
� Gift Tables
� Prospect Identification, Research, and Evaluation
� Prospect Assignment and Cultivation
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
� Prospect Assignment and Cultivation
� Volunteer Enlistment and Training
� Solicitation Methods and Materials
� Donor Commitment Processes and Forms
� Gift Tracking and Reporting Systems
� Donor Acknowledgment
� Donor Recognition
� Donor Renewal
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6 Key Elements6 Key Elements
for Fundraising Successfor Fundraising Success
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
for Fundraising Successfor Fundraising Success
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� Essential Need
� Compelling Case
� Influential Leadership
66 Key Elements Key Elements
for Fundraising Successfor Fundraising Success
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
� Influential Leadership
� Sufficient Prospects
� Detailed Plan of Action
� Sound Management
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TO SUPPORTTO SUPPORTAn Essential Need An Essential Need
� Clear vision of the future
� Key challenges and opportunities
� Links to your organization mission
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
� Links to your organization mission
� New and/or improved benefits
� Evidence-based
� Quantifiable
FROM STRATEGYFROM STRATEGY
TO SUPPORTTO SUPPORTA Compelling A Compelling Case Case
� Unique identity, competencies, and
strengths.
� Outwardly-facing, focused
� Tells a story
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
� Evokes an emotional response
� Defines philosophical rationale for giving
� Links fundraising goals to desired outcomes
� Creates a sense of importance/urgency.
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Do you have what you need from
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
Do you have what you need from
your organization’s strategic plan to
define essential need and create a
compelling case for support?
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FILL IN THE BLANKFILL IN THE BLANK
To successfully raise private funds,
the most important information I
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
the most important information I
need from my organization’s
strategic plan is ______________.
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1. Select a recorder
2. Share your answer at your table
RAPID ROUNDTABLE – 10 MINUTES
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
2. Share your answer at your table
3. Write responses on flip chart
4. Select top 3 responses
5. Select someone to report out
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Morning Session 2:
10:15 – 11:15
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
10:15 – 11:15
The Link Between Strategic
and Fundraising Plans
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THE STRATEGIC PLANTHE STRATEGIC PLAN
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
THE STRATEGIC PLANTHE STRATEGIC PLANThe Key To Fundraising SuccessThe Key To Fundraising Success
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CURRENT CURRENT FUTURE FUTURE STRATEGIC
GETTING FROM HERE TO THERE
Timothy R. Burcham, CFRE 859-699-2820 [email protected]
CURRENT CURRENT
STATESTATE
FUTURE FUTURE
STATESTATE
STRATEGIC
PLAN
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AA Sequential Sequential ProcessProcess
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
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Analyze
Situation
Define the
Strategic
Vision
Quantify &
Prioritize
Needs
Analyze
Funding
Sources
Strategic Planning Strategic Needs Analysis
AA Sequential Sequential
Fundraising ProcessFundraising Process
GENERATED
REVENUE
INTERNAL
REALLOCATION
PUBLIC SECTOR
FUNDS
Timothy R. Burcham, CFRE 859-699-2820 [email protected]
Track and
Report
Results
Draft a
Case for
Support
Test Case
with Key
Prospects
Analyze
Results
and Adjust
Design a
Plan
and Act
Case Development and Testing Fundraising Plan
PRIVATE SECTOR
FUNDS
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REVIEW AND ANALYSIS OF:
� Vision, Mission & Values
� History - Past & Present
� Capacity
� Response
TYPICAL ELEMENTS OF TYPICAL ELEMENTS OF
A STRATEGIC PLANA STRATEGIC PLAN
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
� History - Past & Present
� Environment
� Trends
� Strengths/Weaknesses
� Opportunities/Threats
� Response
� Stakeholders
� Partners
� Clients/Recipients
� Beneficiaries
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� Vision, Mission, & Values
� Goals and Objectives
� Action Steps
� Desired Outcomes
REVIEW AND ANALYSIS OF:
Vision, Mission & Values
History - Past & Present
Environment
Trends
Strengths/Weaknesses
TYPICAL ELEMENTS OF TYPICAL ELEMENTS OF
A STRATEGIC PLANA STRATEGIC PLAN
Timothy R. Burcham, CFRE 859-699-2820 [email protected]
� Desired Outcomes
� Performance Measures
� Key Metrics
� Targets
Opportunities/Threats
Capacity
Response
Stakeholders
Partners
Clients/Recipients
Beneficiaries
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At the end of the day…At the end of the day…
�� About impact and change.About impact and change.
�� Answers the 5W questions Answers the 5W questions --
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
�� Answers the 5W questions Answers the 5W questions --
who, what, when, why, and who, what, when, why, and
where?where?
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DRILL DOWN EXERCISEDRILL DOWN EXERCISE
A. Describe one essential need for your organization and
identify the primary driver.
B. Briefly describe the impact and/or change for any or all
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
of the following:
• Who?
• What?
• Where?
• Why?
• When?
FROM STRATEGYFROM STRATEGY
TO SUPPORTTO SUPPORTKCTCS EXAMPLE:KCTCS EXAMPLE:
Essential Need: More KCTCS students transferring to
4-year universities (Key Performance Metric)
Primary Driver: Educational Attainment of Kentucky
Citizens (State Goal for Global
Competitiveness)
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
Competitiveness)
Impact: Who = KCTCS students desiring
to transfer to 4-year institutions to
obtain a baccalaureate degree
What = Decreases the overall cost for
students to earn a 4-year degree.
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DRILL DOWN EXERCISEDRILL DOWN EXERCISE
A. Describe one essential need for your organization and
identify the primary driver.
B. Briefly describe the impact and/or change for any or all
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
of the following:
• Who?
• What?
• Where?
• Why?
• When?
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Session 3:
12:00-1:00 p.m.
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
Analyzing Your Strategic Needs
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STRATEGIC NEEDS ANALYSIS
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
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STRATEGIC NEEDS ANALYSIS
Two Components:
� The total projected dollar amounts
needed to fund each of your strategic
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
needed to fund each of your strategic
goals and objectives.
� The sources of funds to meet the
needs.
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STRATEGIC NEEDS ANALYSIS
Two Goals:
� To determine the role and amount that
private sector dollars play in achieving
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
your strategic vision.
� To match necessary private sector role
and dollars to development plans.
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Fiscal Years
2013 - 2016
RECURRING EXPENSESPersonnel
Compensation &
Benefits
Programs
and
Services
Office
Space
Technology Equipment
and
Supplies
STRATEGIC GOAL 1
Objective 1(a) $$$$ $$$$ $$$$ $$$$ $$$$
TOTAL PROJECTED EXPENSES
Regardless of SourceFor Demonstration Purposes Only
NON-RECURRING EXPENSES
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
Objective 1(b) $$$$ $$$$ $$$$ $$$$ $$$$
Objective 1(c) $$$$ $$$$ $$$$ $$$$ $$$$
STRATEGIC GOAL 2
Objective 2(a) SSSSS SSSS SSSS SSSS
Objective 2(b) SSSS SSSS
Objective 2(c) SSSS SSSS SSSS
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Fiscal Years 2013 – 2016
STRATEGIC GOAL 1
Objective (a)
FUNDING SOURCEFund
Reallocation
Generated
Revenue
Public
Sector
Funds
Private
Sector
Funds
RECURRING EXPENSES
ALL PROBABLE FUNDING
SOURCESFor Demonstration Purposes Only
NON-RECURRING EXPENSES
Timothy R. Burcham, CFRE 859-699-2820 [email protected]
RECURRING EXPENSES
Personnel Compensation &
Benefits
$$$$
Programs and Services $$$$
Office Space $$$$ $$$$
Technology SSSS
Equipment and Supplies SSSS
NON-RECURRING EXPENSES
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FUNDRAISING
OBJECTIVE
FUNDRAISING
GOAL
STRATEGY FY13 FY14 FY15 FY16
AG PG MG SE CC
Objective 1 $100,000 X X $100K
SAMPLE FUNDRAISING GOALS
BY STRATEGYFor illustration purposes only.
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
Objective 1 $100,000 X X
Objective 2 $1,000,000 X X $200K $200K $600K
Objective 3 $150,000 X $50K $50K $50K
Objective 4 $3,000,000 X X $500K $1.5M $1M
TOTAL $4,250,000 $150K $760K $1.76M $1.06M
FROM STRATEGYFROM STRATEGY
TO SUPPORTTO SUPPORTRECAP
Your Strategic Plan and a Strategic Needs Analysis
are key elements to:
� The sequential process of building a successful,
comprehensive development plan.
Defining the essential private sector needs and the
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
� Defining the essential private sector needs and the
compelling case for support for your organization.
� Determining the role and amount that private
sector dollars play in achieving your strategic vision.
� Matching the necessary private sector role and
dollars to your development plans.
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Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
What one idea/concept can you
use when you get back to your office?
FROM STRATEGYFROM STRATEGY
TO SUPPORTTO SUPPORT
1. Share your responses at your table
2. Write responses on flip chart
If time allows…
RAPID ROUNDTABLE – 10 MINUTES
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
2. Write responses on flip chart
3. Select top 3 responses
4. Choose someone to report out
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Thanks!
Timothy R. Burcham, CFRE ► 859-699-2820 ► [email protected]
Questions?