1. Learning How to Build a Comprehensive
Development Plan
Lisa C. Intagliata, CFRE
Director of Development
Sarasota Memorial Healthcare
Foundation, Inc.
April 17, 2012

2. Introductions
 Introduce yourself, title, organization
 Where you are in your development planning
– Beginning
– In the middle (maybe stalling)
– At the end
 What you hope to gain today-Your goals

3. Which plan comes first?
 Long-Range Plan- Defines what your organization
will look like at the end of a given time
 Strategic Plan- Defines how you will get there
 Marketing Plan- Defines your potential markets and
how to reach them
 Development Plan- Defines fundraising strategies &
goals

4. What is a Development Plan?
 Blueprint for raising funds
 Required to achieve goals stated in your
strategic plan
 Board’s responsibility to direct staff to
prepare a fundraising plan-or work w/
consultant to do so
 Must determine strategies & set goals w/
your fundraising committee-interfaces w/
organization’s budgeting process (Exercise #2)

5. Why is it important?
 Gives a clear sense of who we are and how our
mission relates to the community we serve
 Gives a clear sense of our organization’s direction,
familiarity w/ its activities and how they relate to the
community
 Directs us on how we plan to achieve the mission
 Gives us the knowledge of how much it will cost
Bottom Line
As an organization, we can NOT raise funds without it

6. Assessing Your Fundraising to Date
(Step #1 in Your Plan)
• Review all relevant written material
- direct mail, case statements, annual reports, brochures, newsletters etc…
(Exercise #1)
• Review your fundraising programs success rate- Ways you asked & how
much you received
(Exercise # 3- Cost Effectiveness Formulas)
• Review the gift potential of each market/constituency (upgrading &
acquisition opportunities) (Exercise # 4)
• Review the available investment resources (volunteers, staff, space,
equipment, materials, budget etc…)
(Exercise #6B)

7. Assessing Your Fundraising to Date
(Continued)
 Build understanding & ownership in your plan
with volunteers & staff by involving them
 Interview 12-15 people close to your
organization
(Board members, volunteers, staff, alumni, parents etc…)
 What questions should you ask?
 Review Readiness Assessment
Handout/Quiz

8. Possible Interview Questions
 Why did you get involved with this organization?
 What is you current opinion of the services offered to
our clients?
 How effective has the board been in raising funds?
 How effective has the staff been in communicating
its need for fundraising assistance to the Board?
 How good a job does the org. do with regard to
media and PR?
 What are your specific responsibilities as a staff
(board) member or volunteer?

9. Creating an Organizational
Development Plan
 Gather information from interviews
 SWOT EXERCISE
 Outline Fundraising Goals for the Year
- Annual Fund (Moves Management) (Exercise # 5)
- Prospect Research
- Corporations/Foundations
- Special Events
- Planned Giving
- Communications/PR
- Capital Initiatives?
- Volunteer or Membership Recruitment/Retention

10. Outline Strategies/Tactics/Initiatives
 Based on the goals you set for each facet of
your Development operation, map out the
following:
– Strategies to reach each goal
– Tactics to achieve the strategy
– Initiatives to actually achieve the tactics
– Set each initiative to a timeline you can follow
(Exercise # 6)

11. Clarifying Your Financial Needs
(Step # 2 in Your Plan)
 Draft an Institutional Budget
 Test fundraising potential against the draft
budget by identifying prospects, analyzing
readiness & capacity, and identifying the
resources required for solicitation strategies.

12. How do you begin?
#1 Work w/CEO to determine what your fundraising
needs will be next year (new staff, equipment, growth, # of
people to serve)
#2 Work with CFO to estimate the costs of the
changes in step #1 and add to costs from last year’s
budget
#3 Determine what you are most likely to accomplish-
amount of $ you will probably raise based upon past
results (NET FUNDRAISING GOAL)
(SEE HANDOUT)

13. Net Fundraising Goal
+ Costs of Fundraising
= Total Development Goal For Year

14. Creating an Operational Development
Plan
 Finally adopt both the budget & Op. Dev.
Plan
 Finalize the budget & confirm fundraising
goals -FINALIZE OPERATIONAL DEV.
PLAN

15. OUTCOME
 The outcome of the planning process is a
written, operational development plan for the
year which clearly articulates:
* Goals (financial & operational)
* Strategies
* Tactics
* Initiatives
* Timeline

16. Other resources
 AFP International-- www.afpnet.org
 AFP Southwest FL Chapter
 Nonprofit Resource Center/Giving Partner
 Selby Library/Sarasota County Public Library
System

17. THANK YOU!
Questions?
Lisa C. Intagliata, CFRE
Director of Development
Sarasota Memorial Healthcare Foundation, Inc.
1515 South Osprey Avenue
Suite B-4
Sarasota, FL 34239
(941) 917-1286
(941) 917-2270 Fax
Lisa-intagliata@smh.com