Planning
Cluster 5

“The more I practice the luckier I get.” A common claim and two thousand years ago, the Roman philosopher, Seneca, converted luck into an algebraic formula: luck = preparation x opportunity. If you don’t prepare (0) and an opportunity arrives (1) you get no luck (0 x 1 = 0). On the other hand, if you prepare (1) and no opportunity arrives (0) then the result is also 0. The only successful formula is good preparation (1) x opportunity (1). This cluster is all about preparation (planning). How to set accurate targets, how to plan your stewardship of key donors and how to plan for your fundraising territory.

This cluster is ideal for managers of high value fundraising operations, from Foundations, to corporates to major donors. It is also relevant for fundraisers who have to manage complex portfolios of donors.

Pod 5.1:  Target Setting Formulas

Your job and the organization’s future can often depend upon hitting that target, so make sure that it is accurate and built upon evidence.

Learning Outcomes:

• Understanding the five different objectives for donor targeting.

• Ability to set targets based upon robust, evidence-based formulas.

Process:

We’ll reveal that there are only a few things you can do with a portfolio of donors:  recruit new supporters, persuade one-off givers to give again, reactivate lapsed donors, maintain your ‘steady eddies’ and then transform donors’ giving levels.  You’ll discover how to break down your target into five segments and then use evidence from the past to predict the future - with accuracy.  After completing this learning pod, target setting will become scientific and not speculative.

Presenter:  Bill Bruty and Catharine Langrish

Pod 5.2: Developing a Prospect Pipeline

You need to track how your prospects are getting closer to you – the lead indicators of the journey to submitting a proposal.

Learning Outcomes:

• Understanding of the four stages in establishing a relationship.

• Ability to use a range of techniques across these four stages.

• Ability to construct a tracking system for high value donors.

Process:

We’ll explain the four stages of a prospect pipeline, from research and evaluation, to awareness raising, engagement then asking. We’ll share the indicators for each stage. You’ll be able to set up your own tracking system for your key prospects, revealing how you are getting nearer to the money. You’ll have a chance to practice with a simulated pipeline before you establish a real one in your workplace.

Presenters: Bill Bruty and Catharine Langrish

Live online workshop times and dates can be found on our booking platform

Pod 5.3: Donor Development Plans

Without any planning you don’t get any luck – you can’t afford to let valuable relationships drift.

Learning Outcomes:

• Understanding of a standard format for donor development plans.

• Ability to develop plans for key donors.

Process:

From attending this workshop, you will come away with a manageable but comprehensive process for proactively managing and tracking your high value relationships. You will start to make your own luck and become a positive beneficiary of good fortune, rather than someone who misses opportunities.

Presenters: Bill Bruty and Catharine Langrish

Pod 5.4: Setting KPIs and Tracking Progress

Tracking your success by the number of proposals dispatched and their success rate is too simplistic and too late in the process. This pod will show how you can set targets for the whole sequence of processes that lead to successful proposals.

Learning Outcomes:

• Understanding of the lead indicators of fundraising success.

• Ability to convert lead indicators into KPIs for your fundraising.

• Ability to select the appropriate monitoring options for your plan.

Process:

We’ll explore the stepping-stones of success through case studies – those signs that you are on the way to the cash. We’ll then look at the options you have for tracking your progress.

Presenters: Bill Bruty and Catharine Langrish