Workshop Outline
DAY 1: OVERVIEW AND INSTITUTIONAL GIVING
1. INTRODUCTION
1.1. Course overview
1.2. Brief theoretical background
1.3. Overview of the mechanics of fundraising
2. BOARD DEVELOPMENT AND ENGAGEMENT
2.1. Nature of a high functioning board
2.2. Five things development staff can do to strengthen an organization’s board
2.3. Board development tools and exercises
3. FOUNDATION GRANTS
3.1. Foundations at a glance
3.2. Effective methods for approaching foundations
3.3. Your first (or next) step.
3.4. Follow up and stewardship tactics
3.5. Exercises: Writing and critiquing foundation proposals and inquiry letters; practicing your foundation pitch.
4. CORPORATE SUPPORT
4.1. Corporate philanthropy at a glance
4.2. Four types of corporate support
4.3. Effective methods for approaching corporations for support
4.4. Exercises
5. SUMMARY OF DAY 1
DAY 2: INDIVIDUAL GIVING
6. INDIVIDUAL GIVING
6.1. Individual giving donors and approaches at a glance
6.2. Establishing an annual giving program
6.3. Tactics for smaller gifts: direct mail, telefundraising, online and more
6.4. Exercise: planning a small gift acquisition appeal
6.5. Membership and gift clubs, with exercise
6.6. Introduction to major gifts
6.7. Setting the goal/devising the campaign, with exercise
6.8. The case for support, with exercise
6.9. Prospect identification and research, with exercise
6.10. Major gift leadership
6.11. Staff’s role in the major gifts campaign
6.12. Setting the solicitation meeting
6.13. Exercise: The in-person major gift ask
6.14. Capital and other special campaigns
DAY 3: PLANNED GIVING, SPECIAL EVENTS,
MANAGEMENT AND YOUR ANNUAL PLAN
7. PLANNED GIVING
7.1. Planned giving at a glance
7.2. Basic forms – ways of giving
7.3. What to do first
8. SPECIAL EVENTS
8.1. Special events at a glance
8.2. Types of events
8.3. Exercise: Planning an event
9. PUTTING IT ALL TOGETHER
9.1. Creating projections, with exercise
9.2. Creating the timeline, with exercise
9.3. Managing development staff (or yourself), with exercise
10. WHAT NOW?
10.1. Create your plan for the coming Year, Quarter and Week
11. FINAL QUESTIONS AND WRAP UP
