Developing a Development Plan

Developing an annual fund goal can be a challenge - there is no building with a site plan, no campaign assessment to recommend how much you can raise and no "hype" to pitch to prospective donors. However, below are points to help you reach that magical number - your annual fund goal.

The goal should be based on actual need - stretched, but not ridiculous - and should be set six to nine months in advance of the annual fund drive.
Be open and honest with the public about your organization's need - communicating what programs or services will be provided with the funds raised.
Realistically identify your audience - if your organization does not have a recognizable name, do not go to the general public for support.
Structure a fundraising team of those responsible for the various elements within your organization that feed into the annual fund - special events, direct mail, etc.
- Divide the total goal among the team and set an accountability schedule detailing each team members' financial responsibility.
- Monitor progress weekly.
- Encourage creativity among your team in identifying ways people can give to your organization - in honor of ... , in memory of ...
When making an ask, choose your words wisely - focus on your services or mission, not the organization. Remember: people give to people. Ask people to help you "meet the need," not "reach your goal."
When you reach your goal, or even exceed it, be sure to let the public know - thank them for their help and communicate to them the important impact they made.

And most importantly, keep in mind the reason people give - they want to make a positive difference in the lives of others.

- Tammy Grampsas, Senior Consultant (Kansas City) tgrampsas@hartsookcompanies.com

Another smart idea...From the Hartsook Best Practices Collection^SM

"We developed an inexpensive brochure/pamphlet as an annual report to share our story. It includes testimonials and financial data. It's a nice document that Board Members can use to share a passionate, compelling story. It's another way for us to show how the money is spent wisely." - Barbara Pauly, Arkansas Prostate Cancer Foundation (Little Rock, Ark.)

If you are interested in Best Practices, check out these additional resources from Hartsook Companies:

• "Reality Fundraising: Proven, Practical Ideas for the Enlightened Fundraiser" by Bob Hartsook (2005, ASR Philanthropic Publishing). The book features great ideas, insights and lessons learned through hundreds of best practices from nonprofit professionals nationwide. To order the book, contact ASR Philanthropic Publishing by calling toll-free 1-866-630-8500.

• "Best Practices Coast to Coast^SM," a compilation of best practices from every state in the union

• "Another Two Dozen Best Practices^SM," a special edition featuring suggestions from 24 Hartsook Companies consultants

• "Hartsook Best Practices Collection^SM," our original collection of 250 best practices and great ideas

For a free copy of any or all of the "Best Practices" collections, please email Erika Turner, erika@hartsookcompanies.com, or visit our web site at http://www.hartsookcompanies.com/bestpractices2.shtml. We also invite you to contribute your own best practice by emailing Tami Druzba, tami@hartsookcompanies.com

The Hartsook School of Consulting

Bob Hartsook, an icon and expert in the fundraising profession, has been dedicated to the education and advancement of fundraising for decades. He has offered seminars in more than 30 cities across the country, been a guest speaker for countless conferences, symposiums and classrooms, and authored six books and mountains of articles.

In November, Bob is taking training to a new level - The Hartsook School of Consulting, an executive boot camp.

Keep watching various industry publications for more information. Or, if you want to be one of the first to hear more, send an email to hsc@hartsookcompanies.com with your contact information.

Interested in Speakers?

Hartsook consultants are available to speak to your organization on a variety of topics. To read more, visit http://www.hartsookcompanies.com/speak.shtml or email Tami Druzba at tami@hartsookcompanies.com to discuss the possibilities.

Visit the Hartsook Companies web site for:

• Educational opportunities
• Books/reference articles
• Conference/workshop speakers

Strategies for Success explores smart ideas, connecting with more than 1,500 fundraising professionals bi-weekly. We welcome your contributions or comments. If you'd like a free subscription to Strategies for Success - or its monthly companion, eHartsook on Philanthropy - contact Erika Turner, erika@hartsookcompanies.com. You also can reach her at 316.630.9992.

Our web site is located at http://www.hartsookcompanies.com.