Do You Need a Development Audit?
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Measuring Success: The Development Audit
Linda Lysakowski, ACFREPresident, Linda Lysakowski, LLC
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Why is it Important to Evaluate your Development Program?
Funding sources expect more bang for their buck!
Boards have greater expectations!
Organizations often feel development is “dispensable.”
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How Do You Evaluate Success?Development AuditSelf Evaluation
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What Needs to Be Evaluated?Infrastructure:
SoftwarePolicies and proceduresCase for support
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What Needs to Be Evaluated?Donor Relations
Do you communicate with donors when you’re not asking for money?
Do you let donors know how their money was used?
Do you thank donors promptly and accurately?
Do you recognize donors in meaningful ways?
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What Needs to Be Evaluated?Awareness
Does your community know your organization?
Is the media aware of your organization?
What tools do you use to create awareness?
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What Needs to Be Evaluated?Development Program
Do you incorporate all types of fundraising?Do you measure how successful each type of
fundraising is?Do you incorporate this analysis into your
development plan?
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What Needs to Be Evaluated?Human Resources—do you have the right
people in the right seats on the bus?BoardStaffVolunteers
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InfrastructureDonor software:
Is your software doing what you need to have it do?
Web based or not?CodingReportingStaff trainingBudget
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Infrastructure
Policies and ProceduresGift acceptance policiesInvestment policies Office procedures for receiving,
recording, reporting and acknowledging gifts
Development budgetCase for Support
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AwarenessWebsiteSocial mediaPR/development relationshipMedia relationsAnnual report990 Form (U.S.)
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Fundraising Program
The integrated development program—don’t put all your eggs in one basket
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Fundraising ProgramGrantsSpecial eventsDirect responseSocial mediaMajor gifts Capital campaignPlanned giving
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Do Your Program Outcomes Fall Within Acceptable Standards?
Acquisition Mailings $1.25-$1.50 per $1 raised
Direct Mail Renewal $.20-.25 per $1 raised
Special Events $.50 per $1 raised
Foundation Proposals $.20 per $1 raised
Personal Solicitations $.10-.20 per $1 raised
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Constituencies
Are you reaching them all?IndividualsFoundationsCorporationsOrganizations
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ConstituenciesHow to reach individuals:
Direct response Mail Phone Website Social media
Events In person: one-on-one
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Constituencies
How to reach foundationsGrant proposalsPersonal contactTrustee connections
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Constituencies
How to reach corporationsProposalsFact sheetsIn person
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Constituencies
How to reach organizationsSpeechesMeetings
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Long Range Development PlansCapital NeedsEndowment Needs
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Human ResourcesBoardStaffVolunteers
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Human ResourcesBoard:
Large enough?Effectives?Diverse?
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Human ResourcesStaff
Do you have enough people in development?
Do you provide training and support?
Do you invest in staff?
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Human ResourcesVolunteers
How do you involve volunteers in fundraising?
Do you provide training and support?
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Assessing Current Development ProgramsSWOT AnalysisBudgetDevelopment AuditPhilanthropic Profile Assessment
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SWOT Analysis of Your Development Office
StrengthsWeaknessesOpportunitiesThreats
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Assessing Current Development ProgramsBudget:
Who develops the fundraising budget?Is it realistic?Are you spending too much? Too little?
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Assessing Current Development ProgramsPhilanthropic Profile Assessment: how do you
rank?
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Implementing and Evaluating the Fundraising Plan
Taking OwnershipWhat Happens When It Falls ApartMeasuring SuccessReporting Success
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GovernanceBoard size/make-upBoard contributionsAttendance/involvementBoard recruitmentBoard educationCommittee structureBoard self-assessment
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StaffingSize of
development staffStaff dutiesOrganizational
chartProfessional
developmentThe 95/5 Rule
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VolunteersInvolving volunteers in
PlanningCultivatingSoliciting
The development committee
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We Need a Development Audit, but……..We can’t afford it (or can we
afford not to?)We don’t have the time.We want to do it ourselves.
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Hiring a Consultant to Do the Audit
How much will it cost?How long will it take?What are the pros and cons?What is the role of staff if we hire a
consultant?
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What can we evaluate ourselves?Know your development historyReview your strategic plan and
your development planDo a SWOT analysis
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Development HistoryUse your donor software to track all
development events and activities:Direct mail/telephone/Internet responsesSpecial eventsGrant proposalsMajor GiftsPlanned giftsCapital CampaignsVolunteer Results
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Review Your Strategic PlanHave you included
development strategies in the plan?
Are the goals realistic?
Is the development plan part of the strategic plan?
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Review Your Development PlanWere the planning goals based on
past performance?Were there too many goals/too few?Did the entire development staff
participate in the planning process?Was the budget realistic?Was the timeline realistic?Were there sufficient human
resources to implement the plan?
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Tools to HelpEvaluation tool available at
4Good.org
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RememberIf you can’t measure it, you
can’t manage it!
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Special Offer15 % discount on my books, use the code:
linda2014books at CharityChannel.com, ForTheGENIUS.com, or LindaLysakowski.com
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Thank YouLinda@LindaLysakowski.comwww.LindaLysakowski.comwww.cvfundraising.comCheck out The Fundraiser’s Private Vault ™
and the Fundraiser’s Personal Muse™
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