Development and Fundraising Strategy

Raising Funds

Growing Relationships

Spreading Peace

by Tajana Mesic, MBA

Green Grove Group Inc.

04/11/23 1Developed by Green Grove Group, Inc.

04/11/23 2Developed by Green Grove Group, Inc.

Vision

Development = the process of developing deep relationships with organization’s friends and donors

Development Goal = Raise money

The means to achieve the goal = inspire and enable long-term giving by identifying, assessing and appealing to the motivations and desires of your donors

04/11/23 3Developed by Green Grove Group, Inc.

Funding Plans

• Corporate and individual gifts (cash/in-kind)

• Special events

• Annual giving program

• Grants (private/public)

• Major gifts (corporations/foundation/individuals)

• Planned giving

• Endowment (the gift that keeps on giving)

04/11/23 4Developed by Green Grove Group, Inc.

Development Goal• Develop and align strategy with organization’s overall

strategic plan• Design and implement general development activities

for incremental and sustainable growth• Cultivate donors: Build a long-term trust relationship

with your prospects and donors• Solicit major gifts from corporations, foundations and

individual donors, seek private and public grants

• Create an Endowment with a financial goal in mind

04/11/23 5Developed by Green Grove Group, Inc.

The Development PyramidThe Big Picture

04/11/23 6Developed by Green Grove Group, Inc.

Michael J. Worth. “Elements of the Development Program.” New Strategies for Educational Fund Raising. Westport, CT: American Council on Education/Praeger, 2002, chapter 2.

Cost of Fundraising

Method of Fundraising Cost to raise $1

Annual giving program $0.11 to $0.37

Major gift program $.05 to $.10

Corporate gifts program $0.15 to $0.20

Foundation gifts program $0.15 to $0.20

Deferred gifts $0.006 to $0.03

Special events $0.50 of gross proceeds

Direct mail acquisition $1.00 to $1.25

Direct mail renewals $0.20

Source: www.supportingadvancement.com

04/11/23 7Developed by Green Grove Group, Inc.

How Do We Get There?($2,000,000 campaign)

Gift Size Number ofProspects

Number of Gifts

Total Cumulative Total

1,000,000 4 1 1,000,000 1,000,000

100,000 12 3 300,000 1,300,000

50,000 30 10 500,000 1,800,000

10,000 25 10 100,000 1,900,000

0–500 (avg250) 80 40 100,000 2,000,000

04/11/23 Developed by Green Grove Group, Inc.

8

For every gift needed, it shows number of prospects needed at that level and how much money toward the goal is typically raised.

Adapted from Fundraising Innovation by Jean Vogel, 2005

Percent of Total Goal

25 - 50

10 - 25

5 – 10

Under 5

Why Do People Give?

• Donors give in proportion to the extent to which their personal interests and passions have been met.

1.Information (head knowledge)

2.Care (heart knowledge)

3.Inspiration (motivation)

4.Commitment (gift)

04/11/23 9Developed by Green Grove Group, Inc.

Your Development Goal

• Identify your prospects and donor base

• Decide on short term and long term development strategy and financial goal

• Build a statistical model for gifts (see example on next slide)

04/11/23 10Developed by Green Grove Group, Inc.

Statistical Model Total Goal: 6 gifts for $1,000,000

04/11/23 11Developed by Green Grove Group, Inc.

Tactics

• Utilize all available resources (other Board and organization members) for leads and introductions

• Understand the donor’s needs (why they care about us, why do they give, what do they expect)

• Understand the impact of the gift (learn how lives have changed, develop a pool of stories, get photos)

• Ask based on the identified need

04/11/23 12Developed by Green Grove Group, Inc.

Tracking Results

Track five dimensions over a year period:

1.Amount of Donations

2.Retention

3.Growth in Current Donors

4.Growth in New Donors

5.Endowment goal

04/11/23 13Developed by Green Grove Group, Inc.

Questions

04/11/23 Developed by Green Grove Group, Inc.

14

How can we help YOU visualize and design your fundraising goals

tajanamesic@greengrovegroup.com@KontessaT