In this session, United Way NCA Director of Philanthropic Engagement Stephen Saunders covers goal setting and donor strategy. You can watch the guided webinar recording at UnitedWayNCA.org/domore24training

1. Do More 24
Capacity Building and
Strategy Training Series
Session #1:
Goal setting and strategy overview
November 17, 2016

2. • Introduction to the cohort and
structure of sessions
• Overview of Do More 24 on
June 8, 2017
• Questions
Introduction and overview

3. • Factors to consider
• It’s not “dollars out there” it’s connecting with your
donors
• It’s about creating the “achievable victory for your
organization”
• Could be winning the with most donors or with the most
dollars, or 2nd, 3rd, or 4th place with most dollars
• For most, it’s a project, something that will resonate with
your donors and their peers
• Focus on winning hourly prizes and social media contests
Goal Setting

5. • Creating SMART goals
• S – specific
• M – measurable
• A – achievable
• R – relevant
• T – time specific
Goal Setting

6. • Make your SMART goals fun
• Make your SMART goals a stretch
• Make your SMART goals tell a story
• Tie your SMART goals to your mission
• Have a “backup” SMART goal for when you
achieve it…
Goal Setting

7. • Today: create three draft goals
• Homework: get a primary goal and a backup goal
approved by December session
Goal Setting

8. • Factors to consider:
• Your UNIVERSE
• U = Donors + Prospects (i.e. peers of donors,
volunteers, vendors, corp partners, customers, etc.)
• Amount of goal vs regular revenue
• Amount of goal vs donor giving capacity
• How your org performed in past Do More 24
• What is your time and capacity to lead?
Goal Setting

9. For each draft goal create a
strategy to include:
WHAT, WHO, HOW, and WHY
• WHAT = the SMART goal
• WHO = the UNIVERSE
• HOW = how you’re going to engage them
• WHY = their motivation for funding the goal
Strategy session

10. Gift Table
• Generally calculated as:
• 1-2 gifts for 20% of goal……..
• 2-4 gifts for 20% of goal……..
• 5-10 gifts for 15% of goal……
• 10-20 gifts for 10% of goal…
• 20+ gifts for 35% of goal…….
Ask ratio of 4 or 3 to 1:
 Ask 8 people
 Ask 16 people
 Ask 30 people
 Ask 60 people
 Ask everyone else

11. • Sample for a $100,000 goal
Gift Table
Gift size # of gifts # of asks Total $ % of total
$10,000 2 8 $20,000 20%
$5,000 4 16 $20,000 20%
$2,500 6 20 $15,000 15%
$1,000 10 30 $10,000 10%
$100 Lots (350) Thousands $35,000 35%
$100,000 100%

12. • Questions and clarifications
Q&A

13. • Donor engagement
• Do More 24 is a program for donor engagement through
giving and through social media
• Get your donors involved and active so they include their
peers for your success
• We’re starting these classes in November to prepare you
to start early, don’t wait until June 8
• Homework:
• For session on 12/2, review your three goals and strategy
with leadership to select primary and secondary goals
• Next class: Fri. Dec 2 – Creating Your Donor Strategy
Summary and next steps