build and activate a dynamite development plan

Build and Activate aDynamite Development Plan

Who we are

Heidi Hancock, CFRE Jonathan Spinner

What do you want to get out of today?

How can we help you with your fundraising?

Dynamite Development Plans

Rod Waddington

Dynamite Development Plans

Dynamite Development Plans

Identify Real Opportunities

● History is a great predictor... to a point

● It’s all about the activities

● Who’s providing the funds

○ no really... exactly who?

● How much for each Who or What

● Build the list

Get started right

What’s the Deal?

All about the Balance

● Acquisition

● Retention

● Renewal

● Upgrade

Try this at Home

Pick the right Fundraising

Set Your Methods

● Figure your cost-per-dollar raised

Program name total time

___________________ _________(hrs)

total expenses/total $ received Cp$R ______________/______________ = ___________

Get me the money... FAST!

Calendar it!

● Schedule fundraising activities on the calendar○ events○ campaigns○ thematic messages

■ everything from large events like an annual gala to individual phone calls to set a meeting can go on the calendar

● Note benchmarks (¼, monthly, daily to-dos?)● Share the calendar● Use dates to motivate and keep yourself and

others on track

Get your Board on Board

Set specific benchmarks and goals

1) Fill in the scary gaps with a preview★ You’re the tour guide

■ Build an itinerary■ Be sure to include financial

benchmarks in your itinerary

2) Prepare an equipment list★ What do they need to bring on the trip

3) Sum it up with numbers

DYN - O - MITE!!!

★ Step 1 – Identify Opportunities

★ Step 2 – Balance Acquisition, Retention, Renewal and Upgrade

★ Step 3 – Set your Methods

★ Step 4 – Calendar it!

★ Step 5 – Set Specific Benchmarksand Goals

And…. ACTIVATE!

Everyone Loves a Good Story

Just Add Narrative

✓ Many Stories in a Campaign, used at different times

✓ Not only the Case Statement

✓ Remember to Listen Harder, Pay Attention!

✓ The more you listen, the more you can “personalize” the Campaign

✓ Don’t Assume, Don’t Allude

What did you say to ME?

Everyone has Something Special to Say

The Key - Individual Narratives

1. Give each stakeholder the chance to create their own narrative

2. Provide guidelines and key phrases as “hooks”

3. Listen to their responses and reinvent the Case Statement and your own narrative

Getting Buy-In

Narratives Come in Many Forms:

✓ The Development Director’s Gift Matrix

✓ The CEO’s Program Plans

✓ Each Volunteer’s Own Story of Why They’re Involved

✓ The Program Staff’s Goals

Getting Buy-In

Listening and Telling

Say What?

55%of information is gathered from body language

Say What?

30%of information is gathered from tone of voice

Say What?

15%of information is gathered from actual words

Interactive Exercise!

Intensive Listening Exercise

✓ Tell your story of “how you got here” in five minutes

✓ Your partner will give “just the facts” back to you in two minutes

✓ Reverse roles

✓ Did they get your story right – did you get theirs?

Results!

DYN - O - MITE!!!

★ Step 1 – Identify Opportunities

★ Step 2 – Balance Acquisition, Retention, Renewal and Upgrade

★ Step 3 – Set your Methods

★ Step 4 – Calendar it!

★ Step 5 – Set Specific Benchmarksand Goals

All Together Now!

✓ Personal Narrative

✓ Who’s your Audience

✓ Get the Buy-in

✓ Listen and Tell

Fire Up a Flare!

Need Help With a Creating or Activating a Dynamite Plan?

Take Advantage of Our AFP-RI Conference Discount!

Save $!!

More ways to ramp it up

More ways to ramp it up

Use Coupon Code AFPRI2014

Any questions?

Reach Out and Touch Someone

Heidi Hancock, CFREToll Free 1-800-485-0742email: hhancock@mosaicnpd.commosaicnpd.com

Jonathan Spinner, PhD.1-860-674-9528

email: jspinner@real-fundraising.comwww.real-fundraising.com