I was in New York City last week facilitating a day-long strategic funding retreat for a board and senior staff.
This organization doesn’t have a very extensive fundraising history or culture. It was beginning to think about some major needs in the coming years — and possibly a campaign. Our goal was to go from the starting line – a discussion about the need for funds – to have the entire team on board with a story, a strategy and an action plan.
The Framework served as our agenda for the day. We started with the Impact -> Income napkin and worked our way to mapping out the story. Conversations about the WHO and the HOW are completely different after everyone see’s the compelling story and how a case-for-support could be exciting.
We then moved to the WHO. Prospects and Team. Before laying the groundwork there were lots of questions about prospects. AFTER we had a story and message the number of prospects seemed to triple (as it always does).
Finally we moved to identify the HOW. There was no way to launch this org into a campaign at the end of one day. Instead we defined success as getting the organization started with a sales process. That is… the ability to identify prospects, engage them with a great story and get some really big gifts for projects.