How a Smart Fundraising Plan

Can Transform Your Fundraising

AND Save Your Butt

Gail Perry, MBA | CFRE

FiredUpFundraising.com

GP@GailPerry.com

@GailPerryNC

Gail Perry: Who am I?

30 years in fundraising

Helped raise over $500M

Keynote speaker, blogger,

coach, consultant

gp@gailperry.com

@gailperrrync

#firedupFR

Gail Perry Who am I?

Fundraiser of the Year (NC)

America’s Top Fundraising

Experts (2016)

Tons of free resources on the

gailperry.com site!

How a Smart Fundraising Plan Can

Transform Your Fundraising and

Save Your Butt

10 Serious Challenges

10 Cage Rattling Questions

The first step you MUST take

6-Step Planning Formula

How to use the planning process to engage everyone

INTRODUCING

Highly Profitable Fundraising Plan Toolkit

gailperry.com/webinars/fundraising-toolkit

What’s Your Biggest

Obstacle to Creating an

Organized Fundraising

Plan of Action?

Blue Sky Discussion

What Happens When You Don’t Have a Plan?

Does everyone

know what is

supposed to

happen when?

Fundraising Tactics Overlap

What Happens When You Don’t Have a Plan?

Too much work, responsibility on

overworked fundraising staff?

Leaders think

they know

more about

fundraising

than the

professional

staffers.

Everybody has a better

fundraising idea.

“Why” are we doing it this way?

11

The fundraising monkey is on

whose back?

Board members don’t want to

participate in fundraising

Decisions

based on their

own personal

opinion or

preferences.

How Do YOU Feel?

Like you are begging

your leaders to help,

gain clarity,

understand how

fundraising really

works today?

Don’t Know Basic Fundraising Strategies

Major Gifts focus on the FEW at the TOP

What Happens When You Don’t Have a Plan?

Fundraising

budget set

out of

scarcity not

abundance

No One Understands that

Fundraising Pays for Itself Plus

Adds More Revenue

Setting Goals?

Pulling numbers out of the air?

Internal Culture Does Not Support

Fundraising?

Where is the beleaguered

staff at night?

What’s breaking the

fundraiser’s heart?

Soooo much money left on the table!

Poll:

What is the biggest benefit

you’d achieve if you had a

Fundraising Plan and

Solicitation Calendar for

2017-18?

What a plan will do for you

Raise money by the numbers.

NO guessing.

Permission to Ask The Cage-

Rattling Questions

Your Data.

Your Results.

Your Challenges.

Your Special Opportunities.

What’s Working and What’s Not Working.

Permission to Ask

The Cage-Rattling Questions! -

• Can we be honest about what’s working and

what’s not working?

• Can we make decisions based on data and not

personal opinion?

• Are we willing to ditch unproductive programs?

• Are we willing to set $ goals that are backed up

with a PLAN?

• What would happen if we invested more in

fundraising?

Cage Rattling Questions

• Can we encourage risk taking with fundraising

venture fund?

• Can our entire organization embrace fundraising

as a mission goal?

• Can our entire organization embrace and honor

donors as important to our mission?

• Could we set aggressive, breathtaking goals?

• What will it take from everyone to make them

happen?

Cage Rattling Questions

What’s the MUST-DO

First Step

for a Killer Fundraising Plan?

gailperry.com/webinars/fundraising-toolkit

Assess Where You Are:

Your Data.

Your Results.

Your Challenges.

Your Special Opportunities.

What’s Working and What’s Not Working.

10 Factors To Assess That Can Transform Your Fundraising

1. Data and Donor Trends

2. Internal Support

3. Mailing and Annual Fund

4. Grants

5. Events

6. Your Case and Communications

7. Online

8. Major Gifts

9. Staffing and Back office Infrastructure

10. Board and leadership support

“How many cookies are in your cookie jar?” What do you have to work with?

1. Data And Donor Trends

Sample Fundraising Results Chart

Strategy This FY Goal Last FY Results Previous FY Results

Previous FY Results

Events

Grants

Mailings/Membership

Website/Email

Multichannel Campaigns

Social Media

Major Gifts

2. Internal Support for Philanthropy

How strong is the internal support for fundraising?

Does the entire staff of your organization understand

and support fundraising?

Do they all act as ambassadors when needed?

Handout 3:

Why direct

mail will

never die.

3. Mailings and Annual Fund

4. Grants and Sponsorships

• Why does it cost so much?

• Program by program.

• How much does it cost per person?

• Story about someone whose life was changed.

5. Fundraising Events

6. Case for Support and Messaging

Handout 6: Online Presence

Cancel your next board meeting and take everyone on a field trip.

7. Online Presence and Revenue Potential

8. Major Gifts

Handout 4: Grants and Sponsorships

9. Infrastructure, Back Office and Staffing

10. Your Board and Leadership Support For Philanthropy

Is This Your Board?

Is This Your Board?

Is This Your

Board?

Result? You Get “Shared

Responsibility”

for Fund Development

It Takes a Full Organizational Commitment

If you and your team feel:

Unorganized

Overworked

Too many overlapping projects

Unrealistic goals

Silo mentality

gailperry.com/webinars/fundraising-toolkit/

gailperry.com/webinars/fundraising-toolkit/

This 4-hour video course and Fundraising

Plan template will help you get:

• Your team on the same page

• Set realistic goals

• Educate everyone about fundraising

and their role

• Create the stage for calm, rational

discussions about fundraising

Early bird price is $475 till June 14

• 4 hours video instruction

• 100+ pages of worksheets, checklists,

discussion guides, templates

• 2 live group conference calls w Gail

• 5 bonus recorded webinars of my best

training to deepen your expertise on specific

skills

gailperry.com/webinars/

fundraising-toolkit

gailperry.com/webinars/fundraising-toolkit

Steps to a Smart Fundraising

Plan

Assess where you are:

Data.

Results.

Challenges.

Special Opportunities.

How well are you doing.

THEN PLAN, CALENDAR IT OUT!

Planning Gives You a Chance to:

ask the cage rattling questions

educate everyone on good FR practices

review the DATA

consider risky strategies

understand ROI

review infrastructure

gain buy-in

If we did this . . . We could raise xxx more

money?

6-Step Formula to Your Fundraising

Plan

1. Assess Challenges and Opportunities.

2. Set Goals.

3. Choose fundraising strategies to meet goals.

4. Create an Action Plan with Tactical Steps.

5. Discuss, discuss, and discuss. Get Buy-In.

6. Implement w solicitation calendar.

Words of Warning:

Don’t Overcommit

Set Your Dollar Goals Based on

the Numbers

Fundraising Success!

Strategy 1

Tactic 1

Tactic 2

Tactic 3

Strategy 2

Tactic 1

Tactic 2

Tactic 3

Strategy 3

Tactic 1

Tactic 2

Tactic 3

Fundraising Goal

5 Major Gift Fundamentals NOW Let’s Create A Highly Profitable

Fundraising Plan

gailperry.com/webinars/fundraising-toolkit

It Takes a Full Organizational Commitment

Lets Get Organized to Help You Bring In Max

Revenue:

gailperry.com/webinars/fundraising-toolkit

Questions?

Write me at gp@gailperry.com