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LEVERAGING

RESOURCES:

PerspectivesfromThoseintheTrenches

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SantaFe,NM

May31,2012

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Sustainability encompasses both financial

sustainability (the ability to generate

resources to meet the needs of the present

without compromising the future) and

programmatic sustainability (the ability todevelop, mature, and cycle out programs to

be responsive to constituencies over time).

--- Bell, Masaoka, and Zimmerman

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Region6DevelopmentFacts 10 of 27Centers have Development Positions 2of those positions are currently open Development Positions Range in FTE from

approximately 30% to more than 1 FTE

Develop staff are responsible for raising 15 to 40 % oftheir organizations over all annual budget

Comments following were based on conversationswith 6of the 8centers with currently-filled positions

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FromDevelopmentDirectors

Perspecves

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Challenges..Convincingcommunitythatdisabilitiesdontjustgoaway

LackofbeingknownincommunityElevatorspeechesPeopleareuncomfortablemakinganaskNeedideasfrom/contactwithothersraisingresourcesforthesamepurpose

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Strategies

FocusonindividualdonorsandbuildingadonorbaseEngagingentireorganization:

AllnewstaffreceiveorientationondevelopmentroleCapturingandusingstoriesaboutfamiliesUsingstaffmeetingnotjusttoreportbuttoengage

Placingadditionalemphasisraisingtheorganizationsoverallnamerecognitionandvisibilityinthecommunity

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WordsofWisdomEveryonehasaroleindevelopmentDiversityoffundingiscritical BUT!!!!!Athoughtfuldevelopmentplanisneeded,regardless

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ElementsofaDevelopmentPlanGoal:Howmuchtoraise?Example:$275,000annualbudget

Contracts/grantscover$265,000Needtofundraise$10,000

NowHowtodothat?

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What,Who,When,Where,How

Usuallystartwithwhobutthatwilldependonthetypeofactivity

WestartwithWHAT.DifferentTypesofDevelopmentActivitiesrequiredifferenttypesofWHO

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TypesofDevelopmentAcvies

AppealLetters/MailCampaignsOnlineFundraisingCultivationofIndividualDonorsMajorDonorCampaignsEventsGrantWritingCorporate/BusinessSponsorshipsCapitalCampaignsEndowments

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ThatsQuiteaListWhatstherightonesforyouragency?Shouldyouconsidermorethanone?Howdoyoudecidewhatisdoable?Whatresourcesdoyoualreadyhave?

Time,volunteers,mailinglists,committment

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AppealLeJers

AnnualMailCampaign

Doyouhaveavigorousdatabase?Canyouwriteacompellingappeal? Costsofprinting,returnenvelopes,postageReturnrateof3-4%isconsideredprettygood.

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Who,How,When,Writingcanbehandledin-houseorbyavolunteerCanprintingandenvelopestuffingbehandledin-house?

Generallydoneonceayear-beforeendofyearsofolkscanhavetaxdeduction

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Who,When,HowWebmastertoadddonatebuttontowebsiteAnytime,thesoonerthebetterWhounderstandssocialmediaandmobilegiving?

NTENasaresource

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CulvaonofIndividualDonors Individualsmakeupthemajorityofdonationstononprofits

HowtofindpotentialdonorsbeyondyourclientbaseDonorloyalty

Familiesage-outmaygoontosupportadultservices

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Who,When,HowEveryoneassociatedwithyourparentcenter

FrontdeskfolkswhogreetandanswerphoneDirectservicestaffBoardmembers

Everyone-AllthetimeBybeingcomfortablewhensomeonetellsthemwhatagreatjobtheydidandhowcantheyhelp

PracticingtheelevatorspeechKeepingyourdatabaseuptodate

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MajorDonors-Anyoneknowany?DefineMajorDevelopmarketingmaterials Whohascontactsandcanintroduceyou?ItsaboutbuildingrelationshipsMaketakesometimetopayoff

Learnhowtodoanask

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Who,What,When Ithelps: TohavehelpforintroductionsTodovisitsinpairsTohavehelpindevelopinggoodmarketingmaterials Findoutasmuchbackgroundonpotentialdonorinadvance.

Interests,whereelsetheydonate-lookatdonorlistsfromotherplaces

Regularcorrespondencetokeeptheminformed Findouthowtheywishtobeacknowledged

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GreatresourceSevenFacesofPhilanthropy:ANewApproachtoCultivatingMajorDonors

Authors:RussAlanPrince&KarenMaruFile (Jossey-BassNonprofitandPublicManagementSeries)

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EventsFriend-raiserorFundraiser?CostsversusBenefitsFindingsomethinguniqueinyourcommunityandmakingityours

Mayhavetobuildonsuccessiveyears

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Corporate/BusinessSupportSponsorshipsforevents

Haveabenefitspackageavailable.MostcorporationshavesomephilanthropicdivisionAgive-backtotheircommunityGrantsversusvolunteersDotheyhaveafocusarea?

Wheredoyourfamilieswork?naturalconnection

Outreachtotrainonfamilyissues

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Who,When,HowNeedsomeonetodoresearch-volunteers,boardmembers?

Puttogetherprofiles,contactinformation,whatfocusareasare.

DontforgetsmallbusinessesWhen?Ongoing

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CapitalCampaign

Toraisemajorsumsforabuildingorendowment,andgenerallykeepsuchfundsseparatefrom

operangfunds.

Thesecampaignsencouragedonorstogivemorethantheywouldnormallygiveandtapdonors,

Suchascorporaonsandfoundaonswhowouldnototherwisegive.

Acapitalcampaignnormallybeginswithaprivatephasebeforelaunchingapublicappeal.

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GrantsandFoundaonsFindingamatchofyourworkandtheirprioritiesUseforprogramsnotgeneraloperatingHavetoapplyannuallySomeareonetimeonlyormustwaitXXcyclesbeforereapplying

Thisfieldhasbecomeverycompetitive

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Who,When,HowSubscribetoservicesuchastheFoundationCenter

Databaseofavailablefundsthatcanbesortedinseveralways Geographicareaserved Focusarea Typeoffunding,generaloperating,capacitybuilding,etc.

Thereisanannualcosttosubscribeandsomeoneneedstobedoingregularresearch

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Endowments,WillsTrustsAsumofmoneythatisinvestedtogenerateanannualreturn.

Althoughendowmentsmaybecreatedwhenasizeablegiftisreceivedfromanindividualorfamily,

oftenasdirectedinthewilluponthedeathofafamilymember,theyaremoretypicallytheresultsofmanygiftsovertimefrommanysources.

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Who,When,HowSomefoundationshavedonor-advisedfunds,aretheyawareofyou?

Attorneysspecializinginwillsandtrustsneedtobecontacted.

Materialsdevelopedanddistributed-liketheonesdoneforMajorDonors-itsmorethanabrochure

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CreangRevenueStream

Arethereanyservicesthatyoucanchargefor?Arethereanyproductsdevelopedthatyoucansell?

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Who,When,HowNeedtodevelopbusinessplanNeedtodetermineProductorServiceNeedtosetfeeorprice

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DevelopmentPlansShouldbejointlydevelopedbystaffandboardSystems&proceduresarecriticaltoimplementtheplanwhodoeswhat,bywhen

MusthavetherighttoolsDonordatabase/softwareDecentwebsiteAbilitytodoe-marketing

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IfYouHireaDevelopmentperson Itisaninvestmentbasedonbuildingrelationships,yourreturnoninvestmentmaybesomeyearsdown

theroadAdevelopmentpersonwithconcreteexperiencecanbringyoutheexpertisetomakeyourresourcedevelopmentmoreeffective

Remember-developmentismorethanaskingpeopleformoney;therearemanyrelatedtaskstobedone,evenforthosewhoareaversetoaskingformoney

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Veryimportant!!!Bepassionateaboutwhatyourorganizationdoes!Remember,youarenotbeggingformoney

Youareofferingaservicethatyouareaskingpeopletopayforbecausetheythinkitis

importantservicetohavedone;

andyourorganizationdoesitwell.

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Butwhatifyoucanthirea

developmentperson?

Theonlywaytogetmoreproductivitywithoutaddingpeopleistodobetterandlongerrange

planningsothateveryoneknowswhatisgoingtohappen.

Youstillneedagooddevelopmentplan,systems&procedurestoimplementthatplanandtherighttools.

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WRAPUPMoneydoesntgrowontrees.Developmentiseveryonesresponsibilitybutitwilllookdifferentfordifferentfolks.

Diversefundingisnecessaryandrequiresathoughtfulplanwiththerighttools.

Weprovideanimportantservicethatweneedtomarketbetter-wearentbegging.

Funderswanttohelpus.

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ThankYou!