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WHAT IS DEVELOPMENT?

Development is more than just fundraising; it is the uncovering of shared values.

By building positive relationships with donors who support the organization's mission, development professionals cultivate long-lasting partnerships important to both giver and recipient.

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DEVELOPMENT IS:

Relationship Building
Connection Making
Donor Cultivation and Retention
Strategic Planning
Board Member recruitment & cultivation
Forming Event Committees
Building & Maintaining Community Partnerships

Advocacy - Mission First
Public Relations
Marketing
Grant Writing
Large Event Fundraising
Small Event Fundraising
Annual Giving
Capital Campaigns
Budget Revenue/Expenses

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Successful Fundraising Made Simple

Get your story straight
Engage your Board
Create a plan of action
Write grants
Build relationships
Develop corporate partnerships
Make the most of digital/virtual platforms
Plan in-person events
Collaborate

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Get Your Story Straight

Name that Nonprofit!

1. “Together we are defenders of potential. _____ helps children realize their potential and build their futures. We nurture children and strengthen communities. And we couldn't do any of it without you.”

2. “The _______ prevents and alleviates human suffering in the face of emergencies by mobilizing the power of volunteers and the generosity of donors.”

3. “________ is a nonprofit organization that helps families build and improve places to call home. We believe affordable housing plays a critical role in strong and stable communities.”

What is your organization’s story?

“Supporting people with developmental disabilities to achieve their full potential.”

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Engage Your Board

Your organization’s Board can support development in a number of ways. Encourage members to:

Make a personal and public annual gift
Be familiar with your organization’s fundraising programs and strategies
Identify and introduce prospective donors
Share in the cultivation of donors – host tours or small parties
Assist in thanking donors
Support and encourage all fundraising activities and teams
Ensure fundraising has adequate resources and support
Attend public events – they are official hosts and hostesses

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Create a Plan of Action: Development Goals

Establish your baseline - what did you receive last year, from what source(s)?

Determine what you want to change

Create Goals

WRITE IT DOWN

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Create a Plan of Action: Stewardship

Donor stewardship refers to the process of relationship-building and communication that takes place after a gift has been received.

Calls
Letters – form & handwritten
Newsletters
Holiday cards
Social engagements
Invitations to events

Donor stewardship refers to systems and methods aimed at demonstrating fiscal accountability, expressing appreciation and reporting on the impact of philanthropic efforts to donors. The process is geared toward building a relationship and fostering communication between the donor and the organization. Donor stewardship occurs just after a donor gives a gift to an organization. It updates donors on the progress and impact of their donations. But the ultimate goal of the stewardship is to forge a lasting relationship with the donor in the hope that they will give more gifts.

An effective donor stewardship plan will:

Improve your donor retention rate. The cost of acquiring new donors is usually much higher than retaining them. If you want to save money on acquisition (while still fundraising), then focus on donor retention.
Encourage donors to give more. On average, recurring donors give 42% more than one-time donors. Donors that feel appreciated and connected will keep supporting your mission.
Build a meaningful community. By donating, a supporter has shown that they’re invested in the success of your mission. With stewardship, you can get them even more involved. Create a community for them to engage in, and that inspires them to share your work with others. This can help you bring in new donors as well.

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SAY THANK YOU!

Handwritten Notes
Phone Calls
Face to Face
Public Acknowledgements
Newsletters or Videos
Stewardship Packages

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Building Relationships

Our work is all about RELATIONSHIPS

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The 25% / 75 % Rule

According to Dr. Adrian Sargeant, two-way interactions significantly improve donor retention. Want to hold onto your donors? Ask them questions. Examples include:

What inspired you to give to our organization?

What legacy do you want to have?

How can we get you more involved?

How do you prefer to be invited to make a gift?

Do you have any feedback for us?

What do you hope to achieve through philanthropy?

How would you describe your personal mission?

What are you most passionate about? Why?

Tell me about your life

What interests you most about our organization?

Why does this cause matter to you?

What kind of impact would you like to see your donation have?

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Developing Relationships: Grant Writing

Never submit a cold grant

Research the funder and relate your organization’s goals and mission to them

State the problem, back it up with data and tell the story of how your organization is helping solve the problem

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Developing Relationships: Corporate Partnerships

Attend community events to meet people and follow up with connections made

Research company - mission alignment

Find top 10 philanthropic companies in local community

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Making the Most of Remote/Digital Engagement

Phone

Email
Zoom
Social Media

Website

Virtual events & online campaigns

Don’t abandon in-person events!

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The Importance of In-Person Events

There are many reasons to host fundraising events, beyond just raising funds.

Strengthen relationships and increase support
Raise awareness about your cause
Provide donor and sponsor recognition
Build your donor base
Lay the foundation for other forms of fundraising & engagement
Engage in unmediated, face-to-face interactions

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Event Planning

Make your event mission-related or find a “mission moment”

Plan for the entire year

Build a strong event planning committee

Utilize fundraising software

Review and document everything

Make the most of personal connections

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Golf Outing

Sponsorships
Committee
Logistics
Participation

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Santa Run

Sponsorships
Awareness
Committee
Participation

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Fundraising Gala

Committee
Logistics
Sponsorships
Attendees
Ambassador - FTM

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THE ARC STUDIO: Get to Know Us

The Arc Studio program provides a supportive, open studio environment where adult artists with developmental disabilities can create, experiment, explore, and connect through authentic art making experiences.

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THE ARC STUDIO: Our Relationship with Development

Collaboration and Planning
Community outreach
Connections
Enthusiasm
Social media
Events and tours
Concrete giving

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THE ARC STUDIO: Community Events and Fundraising

Memorial Day concert and picnic
Art shows
Artist thank you notes
Community visibility
Social media

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THE ARC STUDIO: The Gala

“Fund the Mission” speech
Center the voices of the artists
Sale of artwork
Concretize giving during the donor auction
Visible record of creative potential and output - something that will go in donors’ homes

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QUESTIONS & CONTACT INFO

Bryan Harris

Arc of the Piedmont

Director of Development

bharris@arcpva.org

434-977-4002 ext.110

717-645-0373 (cell)

Amy Keenan Amago

Arc of the Piedmont

Coordinator, The Arc Studio

akamago@arcpva.org

919-260-3108