Essential Tools for Fundraising Staff

ProductivityJim Lyons

Pride Philanthropy

I. Setting Goals / Strategies:

Aligning with System

Development Strategic Planning

• Translate System Vision into Actionable Initiatives

• Mission – Reason for Existence and Goals into a Simple, Compelling Statement

• Intended Impact – Accountable Achievements

• Partnerships and Collective Collaboration

Opportunity Assessment

• Projects• Financial and Activity Goals• Priorities and Objectives• Timelines• Roles and Responsibilities

II. Evaluating & Enhancing Structure

and Operations

Assess Talent

• Staff Development• Volunteer Leadership• Succession• Meetings – S.W.O.T.• Online Surveys

Board Evaluation

Measure Satisfaction and Meet Constituency Expectations

• System Board• Management Team• Development Board• Development Staff

• Nonprofit “Family”• Donors• Beneficiaries

Cost Allocation – Direct & Indirect Cost Analysis

• Staff Time Analysis• Special Event Audit

III.Performance Improvement: Measuring and

Expanding Success

Tracking Philanthropic Data

• Moves Management

• Dashboards

• Score Cardso Highlight and Measure Strategic Initiatives and Progress

Evaluating Programs

• Impacts, Outcomes, and Implementation• Geography• Needs and Interests• Accountability

Managing Relationships – Donors & Development

Volunteers

Engage

Cultivate

Recognize

Steward

Retain

IV. Focusing on Metrics that Support Strategic

Objectives

“If everything is important, then nothing is.”

Overall Financial Performance

• Total Funds Raised• Return on Investment• Cost per Dollar Raised• Budget Expense per FTE

Special Events Annual Giving Major Gifts Endowment Memorial Gifts

Capital Campaign

Total Planned Giving

0%

5%

10%

15%

20%

25%Comparative Effectiveness of Philanthropic Ef-

forts

% Staff Time

% Cash Spent

% Total Gift Re-ceived

Why Fundraising?

Culture of Philanthropy• Board(s) Giving• “Family” Support• Number of Active Development Volunteers• Number of New Development Volunteers• Grateful Patient Referrals• Gifts Attributed to Volunteer Involvement

Volunteer Connector$10,000

$100,000

New Volunteers$50,000

$500,000

$250,000$50,000

$50,000

$10,000$25,000

$1,000,000 New Volunteer$250,000

$3,000,000

$500,000

$10,000

Signature Gift Donor - $2,000,000

Signature Gift Donor - $1,000,000

Signature Gift Donor - $100,000

Special Gift Club Donor - $10,000

Annual Gifts Club Donor - $250-$1,000

Signature Gift Donor - $500,000

First Time Donor Joined Annual

Gifts Club Through Annual

Appeal

Development Director Solicits Gifts at Platinum Level of Annual

Gifts Club

Development Director Solicits for Special Gifts

Club – Donor Said “Not at this

Time

Volunteer Joins Director to Solicit for Special Gifts Club – Received $10,000 Pledge

Physician Joins Volunteer &

Director to Solicit for a Signature Gift – Received

$100,000 Pledge

CEO Joins Physician,

Volunteer, and Director to Solicit for $2,000,000

GiftRECEIVED

GIFT!

= Staff= Donor

Step 1 Step 2 Step 3 Step 4 Step 5 Step 6

=Volunteer =Physician =CEO

Impact of Volunteer Connectors on Gift Size“Converting an Annual Donor to a Major Contributor”

Overall Revenue

• Net Fundraising Revenue• New Pledges and Cash

Staff Productivity

• Fundraiser Visits• Solicitations per FTE• Major Gifts Revenue• Planned Gift Expectancies• Proposals Submitted• Proposals Declined

Top 10 Productivity Tips10. Set agendas for each meeting, including staff.

9. For every task: “Could this be delegated?”

8. Every day, call at least one donor.

7. Every day, call at least one development volunteer.

6. Prepare and prioritize Friday afternoon (or Sunday evening).

5. Set and stick to clear priorities.

4. Return incoming calls twice a day, unless urgent.

3. Limit how many times a day you check email.

2. Block an hour every day (door closed-no calls) for major gifts.

1. Don’t schedule every minute of the day.

Donor Acquisition, Retention, and Attrition

• Total Number of Donors

• First Time Donors

• Gift Conversion Rates

Institutional Relevance• Dollars Received for Strategic Priorities

• Campaign Progress Towards Goal

www.pridephilanthropy.com | 888.417.0707

Thank You!