Has this ever happened to you? You have a donor who cares deeply and wants to give significantly to your organization, but you can’t get the numbers and program information to create a donor centered offer. Or you put a proposal in front of a donor, they give what you asked, then you find out the program actually costs a great deal more, and it can’t move forward like you told your donor it could until more funds are raised?
It can be almost impossible for fundraisers to represent what the organization does and quantify it because (a) they cannot get to the numbers within a program category and (b) the budget cannot be presented in ways the donor thinks and supports, i.e., in terms of what is being done for people and/or the planet.
The result? An increase in donor value attrition. If you are unable to provide something of value to donors, that matches their passions and interests, they give less or they may go away.
Imagine having at your fingertips, a donor centered budget, what is needed to support, and a clear description of every program category to put into proposals and present to donors.
Program Packaging is an internal exercise in a non-profit where program, finance and fundraising personnel work together to take the entire budget of the organization and reframe all of it into a list of programs donors can support.
In this webinar, you will learn how to:
- Gain agreement by leadership to do the program packaging exercise.
- Know how to talk about overhead as an integral part of program vs. a necessary evil.
- Create a master list of program categories and sub-categories that represents everything the organization is doing for the financial period that the program packaging exercise will cover.
- Develop brief definitions of each program category and sub-category so that anyone who reads it can easily understand the objective of the work defined by the category.
- Produce a document where assignment of as much of the current operating budget as possible to each category and sub-category and assigning any known overhead to a specific program if possible.
- Understand how to allocate remaining overhead proportionately to all the program categories and sub-categories.
- Identify known sources of revenue to a program category or sub-category. This would be known grants or multi-year commitments etc.
- Identify what needs to be raised for each program category or sub-category after subtracting the known revenue sources.
Once this work is done, you and other fundraising staff can take this information and convert it into donor offers. A donor offer takes the information of program packaging and writes up proposal or ask (what we call an offer) for the donor. This offer may involve multiple categories and sub-categories of program or may just be one category or a part of one. The donor’s interests and passions as well as the known capacity and desire to give drive the offer content.
Additional information for Successfully Packaging Donor Offers
Get the audio: Successfully Packaging Program into Donor Offers (MP3)
Get the slides: 20170905-PackagingProgramOffers-VeritusGroup (PDF)
Get the Veritus Group white paper "Packaging Program into Donor Offers": https://veritusgroup.com/packaging-program-for-donor-offers/