A part of the acclaimed AFP Fund Development Series, Fundraising the SMART Way describes in detail a formal methodology that provides the management controls so sorely needed to acquire and sustain funding in a significantly more rational, objective, and productive manner. These techniques don’t merely fix problems; they also open the door to innovation. This book is about revolutionizing the fundraising function through the classic elements and disciplines of performance, or as its often called, process management. Author Ellen Bristol built on the successful foundations of Six Sigma and LEAN methodologies to create The SMART Way, a set of business rules, guidelines, performance metrics, and other management controls that provide measurable improvements in sales profitability. Her system is now fundamentally changing the way nonprofits and other organizations approach fundraising.
The SMART Way model establishes two critical components that tend to be ignored, overlooked, or under-valued. When you can document and quantify these two components, capture data against them, and then cross-reference the data, you will be far more capable of maintaining high levels of productivity, management control, visibility, and accountability for all engaged in the fundraising effort, including peer solicitors and even donors themselves. Here are the two critical components:
The Ideal-Funder Profile: a benchmark for each category of funder (donor, grant maker, corporate giver) that lists factual, quantitative characteristics of your ideal funder; qualitative or values-based characteristics; and the danger signs that suggest that some donors, assuming you were to win them over, may cost more than they are worth. A complex benchmark of this nature provides clear guidelines about which donors justify the most investment of time and effort, and which do not. In the SMART Way™ model, we call such profiles Scorecards.
The Donor Moves: milestones that locate the gift/grant opportunity in the pipeline based on the donor’s giving process, rather than your team’s getting process. Virtually all gifts and grants evolve through a short, predictable, unvarying series of milestones that provide effective performance indicators, both leading and trailing.
Fundraising the SMART Way will teach you to wrap your organizational arms and minds around the persistently stormy nature of the fund-development climate, and how to prevent tsunamis, hurricanes, and tornados in favor of balmy breezes and warm climes, a fund development world where what you want to happen, happens.
Author: Ellen Bristol
Publish Date: March 24, 2014
Publisher: Wiley; 1 edition