November 10, 2010

Hamot Heart Institute Erie, PA

The Value of a Resource Development Plan:

Setting Your Organization on the Best Philanthropic Path

About Jeffrey Byrne & Associates

• National firm specializing in capital, endowment and major gifts campaigns with full range of essential fundraising services

• Member of Giving Institute - Leading Consultants to Non-profits

• Philosophy, approach and methodology

Expectations

Individuals$199.07 76.5%

Pre-Workshop Survey

2009 Charitable Giving : $303.75 Billion

Individuals$229.28

75%

Source: Giving USA Foundation™ / Giving USA 2010

2009 Charitable Giving : $303.75 Billion By Type of Recipient Organization

Religion $106.89

35%

Source: Giving USA Foundation™ / Giving USA 2010

What Exactly is a Resource Development Plan?

Components of a Resource Development Plan

• Development Audit (Internal and External)• Test the relevance of programs to mission• Create a concept paper• Test the urgency of the case to motivate financial

support. • Outlines specific recommendations for growth• Timeline and action plan accountabilities• Training and implementation

Which Organization are You?

Is your organization special events centered?

Is your organization philanthropy centered?

Transitioning to a Philanthropic-Centered Organization

A Philanthropy Focused Organization

• Philanthropy is a year round effort and culture• Prospects are identified and cultivated• Board members are recruited with expectations of playing

an active role in the development process• Board members encourage each other as advocates• Donors thanked and kept informed of good work on a

regular basis• Case for support is current, compelling and urgent• Database is up to date, notes and accurate records are kept

Telling the Story

What board members do BETWEEN

meetings may be of more value than what they do at meetings.

Criteria for Success in Fundraising

•  A Case that is Valid, Realistic, and Universally Accepted

• Commitment by the Organizational Leaders

•  Involvement by the Community Leaders

• Strategy (including proper cultivation) to Obtain “Pacesetting” Gifts

• Proper Planning

• Proper Timing

Criteria for Success

# 1 A Case that is Valid, Realistic, and

Universally Accepted The case for the campaign needs to be made in

terms of factual data that will validate it. It must be realistically presented as though seen through the eyes of the prospective donor. And it must have universal appeal by demonstrating potential benefits to the majority, if not all, of your constituents.

Building a Case Statement

•The AFP Fundraising Dictionary defines the case as follows:

•Case, n. the reasons why an organization both needs and merits philanthropic support, usually by outlining the organization's programs, current needs, and plans.

Building a Case Statement

The case should answer the following questions: 

• What does your organization do? • Why does your organization exist?  • What is distinctive about your organization? • What must be accomplished?  • How will this campaign enable it to be accomplished? • How can the donor become involved? • What's in it for the donor and why should they give to this

effort?

Writing A Compelling Case Statement

• Sell solutions, not needs

• Be subjective

• Choose your words with care

• Illustrate the narrative

• Lead the reader

• Remember, you’re writing on paper, not carving on stone. Edit.

Individuals$199.07 76.5%

Articulating Your Case for Support

Bob WoolerExecutive Director

Erie Nonprofit Partnership

Voice recordings

Can you tell your story???

Many Uses of a Case for Support

• Named gift opportunities forms• Grant applications• Individual donor proposals• Brochures• Pledge cards and letters of intent• Letterhead and envelopes• Response envelopes• Website or web page

• Press releases• Campaign newsletters• Speeches• Fact sheets• Questions and answer sheets• Volunteer training materials• Solicitation letters • Phone scripts

More uses for a Case for Support

• Facebook

• LinkedIn

• YouTube

• Pod Casts

• Twitter

• Flickr

• Blogs

• Website

Be creative with social media!

A Few Resources - Philanthropy

Jeffrey Byrne & Associates, Inc. www.fundraisingjba.com

Erie Nonprofit Partnershipwww.thenonprofitpartnership.org

Giving Institutewww.givinginstitute.org

Association of Fundraising Professionalswww.afpnet.org

AFP Northwestern PAwww.afpnwpa.afpnet.org

The Value of a Resource Development Plan:Setting Your Organization on the Best Philanthropic Path

Thank YOU!

Jeffrey Byrne & Associates, Inc.412.600.7876800.222.9233 www.fundraisingJBA.com