From the Ground Up: Building a Development Office

You’ve finally started that nonprofit you have been dreaming about, but how are you going to sustain the organization? While you may have a few initial donors who are willing to help get your organization off the ground, their funds will only last so long. That is why it is essential to create a development program that will help the organization sustain its funding in order for it to continue to grow. 

Although starting a development office may seem exciting, it doesn’t come without hard work and dedication. The process is a long and arduous one that may require 60 to 80 hours of work each week. Though intense, your hard work will pay off in the end; after all, a strong development office doesn’t just happen overnight.

While each organization’s needs are different, there are a few essential details to ensure that you are able to run a successful development office.

Have a strong mission
Be sure your organization has a clear mission and vision statement. Remember, if you are unsure which direction your organization is heading in, how will your prospective donors know? You want to create a case that is irresistible to prospects, showing the pressing need that your organization will fulfill with their support.

Have a solid plan
Without a plan of attack, your organization’s mission and vision could get lost in the shuffle. Set realistic short- and long-term goals for your organization that will allow you to handle the current situation and enable you to grow in the future. Setting yourself up for failure with outrageous goals is no way to start out. When creating these goals ask yourself these simple questions: does your organization have a solid infrastructure; do you have policies and procedures established that allow you to be in compliance with local, state, and federal laws; and do you internally have the ability to implement these goals? If you have answered no to any of these questions, you may need to address these issues before you go further. If you answered yes to all these questions, then you are one step closer to having a competent development operation.

Develop a strong prospect list
Your first priority should be to establish a board of 10-12 affluent individuals that will help the organization gain attention and credibility.  If you are lucky, you already have established a solid board that will not only donate to the organization, but will also help cultivate other prospective donors on your behalf. Once your board’s potential is established, you should create a prospect list filled with individuals, corporations, and foundations that may have a connection with or interest in the organization. Once you have established a solid group of prospects, start cultivating, but don’t forget the follow-up. Many individuals make the mistake of thinking that a single conversation with a potential donor is enough. On the contrary, prospects like to be informed, contacted, and thanked.  If done properly, such efforts will build a solid relationship, creating a pattern of annual giving.

Have the proper tools
While it would be ideal to have a state-of-the-art data system to track your donors and prospects, this may not be possible when you are first starting out. Regardless, it is important to establish a system that will demonstrate accountability to the donor. Ensure that each donation will be handled properly and placed in the right account. There is nothing worse then telling a donor that his or her gift will be used to start a particular program - and then not be able to establish that program because you lost track of the initial intention of the gift. A donor is not going to give you money blindly.  Donors want to be guaranteed that their donations are going to the cause of their original intention. If you are unable to handle this internally, you may have to hire an outside party to help you establish an effective system so that you do not lose your credibility with donors. Even once a system is established, all the technology in the world can’t help you unless you utilize it.  Trust me, your donors will appreciate it.

While these few tips may seem simple when starting a development office, don’t forget to be creative in how you implement them.  The donors will pay attention to how you treat them and how you promote the organization. Work hard, be persistent, set realistic goals, and establish credibility amongst your donors. Establishing a well run development office will take some time, but it will ensure that your organization has the necessary means to sustain itself for years to come.

Comments

[Will Schneider]

Great post, Anastasia. I'd also add to the first section, that you should be able to articulate your case clearly (and quickly!) because you never know when you might meet a potential funder.