Scaling Altruism

CHAPTER 5Fund

Growth and comfort do not coexist.

—Ginni Rometty

LEARNING OBJECTIVES

By the end of this chapter, you will be able to:

• Create a detailed operational system for raising money with specific, step‐by‐step prescriptions for planning and execution;
• Break down revenue strategy into a sequence of steps called tactics;
• Develop a one‐page fundraising plan that summarizes how you propose to raise money, how you will develop relationships, who will do the work, and what the budget should be;
• Improve the effectiveness of your fundraising teams by giving them clear connections to both strategy formulation and execution;
• Differentiate between good fundraising strategies and poor ones; and
• Execute your fundraising activity with discipline by reviewing an activity scorecard every two weeks.

This chapter is longer and far more detailed than the previous ones. No matter what the mission, this chapter provides the design for an efficient, effective, scalable revenue engine to power increasing levels of impact. Even relatively inexperienced fundraising teams can apply the practices here and greatly enhance the likelihood they will generate substantial increases in revenue.

Every element in this chapter has proven itself over repeated deployments across hundreds of organizations. Every organization we have worked with that diligently follows this blueprint has experienced ...