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Slide Notes

It's often very easy to recognize when an organization needs to change, but it's a lot harder to make it happen! Legacy staff and volunteers, “we've always done it this way” perspectives, and plain old inertia can put many frustrating road blocks in your way. There are ways, however, for the persistent and patient to guide the change process and help an organization evolve. Using real world examples, we'll discuss the stages of organizational growth, personality archetypes you may encounter, and strategies to build momentum toward change.

Fundraising Health Check: Conducting a Development Audit

Published at Apr 26, 2016
Fundraising efforts are constant, so it's often hard to pause and evaluate your program. But how do you know where you're going if you don't know where you're coming from? In this hands on, practical workshop, we'll identify the elements of a development audit, discuss quantitative and qualitative indicators of a healthy fundraising program, and walk through strategies to analyze your own program while still managing your day to day.

PRESENTATION OUTLINE

Fundraising Health Check

Conducting a Development Audit
It's often very easy to recognize when an organization needs to change, but it's a lot harder to make it happen! Legacy staff and volunteers, “we've always done it this way” perspectives, and plain old inertia can put many frustrating road blocks in your way. There are ways, however, for the persistent and patient to guide the change process and help an organization evolve. Using real world examples, we'll discuss the stages of organizational growth, personality archetypes you may encounter, and strategies to build momentum toward change.
Photo by avrene

Where are we going and why are we in this handbasket?

Photo by vees

Objectives

  • Elements of a development audit
  • Using qualitative and quantitative information
  • Applying analysis

Step 1

  • Elements of a development audit
  • Using qualitative and quantitative information
  • Applying analysis
Photo by eflon

Step 1

  • Elements of a development audit
  • Using qualitative and quantitative information
  • Applying analysis
  • Are there any emergency funding issues right now?
Photo by eflon

Step 2

  • Identify elements of a development audit
  • Understand how to use quantitative information
  • Understand how to use qualitative measures
  • Apply analysis
Photo by betta design

Untitled Slide

Step 3

Check the records

And now, the numbers

Photo by Mylla

afpfep.org

Growth in Giving

  • Dollars
  • Number of donors
  • Acquisition and retention
  • afpfep.org

Other information to mine

  • Longevity/lifetime value
  • Largest and smallest gift size
  • Definition of major gift
  • Common demographics
  • afpfep.org

Other information to mine

  • Top 10 major donors
  • Next 25 highest donors
  • Longest tenured donor
  • Highest donor among staff
  • Highest donor on the board
  • afpfep.org

Strategy and Tactics

  • Top 10 major donors
  • Next 25 highest donors
  • Longest tenured donor
  • Highest donor among staff
  • Highest donor on the board
  • afpfep.org
Photo by John-Morgan

Organizational Goals

  • What's fundable?
  • How much are you supposed to raise?
  • How is that amount determined?
  • afpfep.org
Photo by Bunshee

Development Tactics

  • What tactics are already in place?
  • How much do they raise each?
  • What's the cost per tactic?
  • What new things do we want to do?
  • How does this compare to Giving USA?
  • afpfep.org
Photo by Bunshee

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  • What tactics are already in place?
  • How much do they raise each?
  • What's the cost per tactic?
  • How does your revenue compare to GivingUSA?

Step 4

Talk to people
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Qualitative Measures

Understanding human factors

Who to engage

Photo by Marc Wathieu

The players

  • Peers
  • People who report to you
  • Board and other volunteers
  • Your boss and his or her peers
  • Other organizational higher ups
  • Donors
Photo by tiffa130

Participants

  • Immediate staff
  • Board and volunteers involved with fundraising
  • Major donors
  • Longest term donors
  • Most engaged donors
  • New donors
Photo by Lord Jerome

What questions to ask

  • What questions to ask?
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Questions

  • Why are they there? Why do they give, volunteer, work
  • Why do they stay? How long have they been around?
  • What are their networks? Community connections?
  • Are there potential or existing issues?

Step 5

Identifying problems and root causes
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Step 5

Identifying problems and root causes
Photo by John-Morgan

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Step 6

Explain and recommend
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Report elements

  • Context and background
  • SWOT (human factors)
  • Target audiences and their characteristics
  • Key players and why
  • Putting it together
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Report elements

  • Cost/Benefit of individual fundraising tactics
  • Projected cost/benefit of new tactics
  • Recommendations
  • Putting it together
Photo by VCU Libraries

Do I have to do this all the time?

  • This is hard work. Do I have to do this all the time?
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Photo by boltron-

How to use the audit

  • Full review with interviews every 2-3 years
  • Annual update of cost/benefit by tactic
  • Annual FEP report

How to use the audit

  • Every new tactic gets cost/benefit analysis
  • Monthly update of top donor lists

A couple more tips

  • Act like a consultant: schedule evaluation for a finite period
  • Use information from audit to inform the development plan

"An ounce of prevention is worth a pound of cure." Benjamin Franklin

GoalBusters Consulting goalbusters.net/free @goalbusters @aliceferris @goalbustersjim

Photo by Justin Liew