In this hands-on session, Susan Black, CFRE will show you the key building blocks of a successful fundraising program and identify specific steps you can take to implement one in your organization.

1. Presented by Susan Black, M.A., CFRE

10. Factor Key Ideas
Financial Stability • No leaky buckets!
• Make the tough decisions
Board Capacity/
Preparedness
Diverse, passionate,
articulate, generous, big
picture people
CEO Capability/
Connectedness
• The face of your
organization
• Understand his/her role
Development staff capability Trained, passionate
Backroom operations Procedures, processes,
equipment/materials

11. Nonperforming boards are . . . Performing boards are . . . What to do about it
Well-meaning “do-nothings” with no
connections
People of influence and affluence Create board governance committee;
create a trustee prospect list; begin
replacing members slowly as seats
become open; identify a champion/
leader to attract new blood.
All one race, gender, sexual
orientation, age, religion, or political
persuasion; no consumers
Diverse with at least one consumer Complete a board matrix; governance
committee targets prospects.
Not sure exactly what the organization
does or how it helps the community
and can’t explain it to others
Ambassadors capable of articulating
the mission and vision to the
community.
Provide the correct language and
helpful collaterals; train members on
programs at each meeting; require
volunteering in programs.
Bogged down in day-to-day
operations; long, tedious meetings
Steering the ship, focusing on big
picture issues; sixty- to ninety-minute
meetings, often using a consent
agenda
Conduct board training; use a consent
agenda; use committee meetings
between full board meetings to
complete action items.
Not giving personally or asking others
to give and don’t feel like they know
how
Embracing their fundraising role Conduct board fundraising training;
empower development staff to guide/
prod board members.

12. Factor Your Current Rating
My organization is fiscally sound (programs are
self-sufficient/operating in the black).
Board members can accurately articulate the
mission, vision, and major programs of the
organization if asked.
The president/CEO/executive director serves on
boards/committees or participates in other
volunteer duties as a representative of the agency.
There is a sufficient budget for development
activities.
The chief development staff person has sufficient
experience and/or training in professional
fundraising.
3=Yes!; 2=Sort Of; 1=Not so much;
0= Dream on

14. Factor Key Ideas
A strategic plan No plan = a ship without a rudder
Annual fundraising plan • Include all primary fundraising
vehicles
• Involve the CEO
• Review and update annually
A Case for Support • Document of Documents
• Everyone singing from the same
sheet of music

15. • Brief history
• Mission statement/primary goal
• Primary goal
• Vision and impact statements
• Values
• Program description
Basic organizational information
• Objectives and outcomes
• Evaluation measures
Logic Model Elements
Needs statement
Financial information
Leadership information

16. Factor Your Current Rating
The organization has a strategic plan that has
been updated in the last 3 years.
The board and staff agree on the fundraising
vehicles to be used to achieve the fundraising
goals.
There is a formalized fundraising plan
projecting one to three years that utilizes the
agreed-upon fundraising vehicles.
The organization has an organizational case
for support.
3=Yes!; 2=Sort Of; 1=Not so much;
0= Dream on

19. Factor Key Ideas
Annual Gifts • Probably already doing them
• Remember retention is the key
Corporation and Foundation Giving • Research those that are tied to your
mission
• Use board contacts
Major Gifts • Closely tied to the donor’s passion
• Involve multiple decision makers
Planned Gifts • Do what you can whenever you can

21. Factor Your Current Rating
We have at least two annual giving vehicles.
We have fewer than 4 events per year.
We have at least one major donor.
We regularly ask donors to remember us in their will
or estate plans.
3=Yes!; 2=Sort Of; 1=Not so much;
0= Dream on

23. Factor Key Points
A well-crafted message If no one understands what you do or
why it matters, they won’t give
Communication plan • Create a calendar
• Use fundraising goals as the driver
Effective communication vehicles • Tailor to your donors and their
interests using multiple touchpoints
• Consider your time and capability

25. Factor Your Current Rating
The organization has regular communications with its
donors through newsletters or other publications,
email, social media, phone contact, or in person.
The organization participates in community relations
activities, such as fairs, festivals, event sponsorships,
civic group speaking engagements, and other related
activities, on a regular basis.
The organization conducts its own community
relations event (special event designed to reach out
to the community or provide education/information to
the community.)
3=Yes!; 2=Sort Of; 1=Not so much;
0= Dream on