The Development Plan: Your Fundraising GPS for the Year Ahead

How did it happen that we are once again approaching July 1 and the start of a new fiscal year for many nonprofits?

One of our clients recently asked if we could create a “Development Plan” for them as they approached the start of their year. It’s a question we hear often—and one we love—because it signals something important: a desire to be intentional, not just busy.

Too often, development work becomes reactive. A sponsor asks for a meeting, so we take it. An event date sneaks up, so we scramble. 

A grant deadline appears, and everything else gets pushed aside. 

Before long, the year feels like a blur of activity without a clear sense of direction or progress.

An intentional development plan changes that.

What is in a development plan?

At its core, a development plan is a roadmap. It connects your organization’s mission and strategic priorities to the revenue needed to achieve them—and outlines how you’ll get there. This is NOT a “Strategic Plan” but a tactical outline and checklist that provides direction towards your stated goals. 

A thoughtful plan typically includes:

1. Clear revenue goals (by source) This is related to your budget - but just reviews the “how will I hit my numbers” piece of the puzzle. It isn’t just your single top-line number, but a breakdown across:

• Individual giving (major gifts, mid-level, annual fund)

• Corporate support (sponsorships, partnerships)

• Institutional funding (foundations and government)

• Special events - this is the only area that you should also look at expenses. Events should be managed towards a NET income goal.

• Planned giving

2. Defined strategies for each channel This is where many plans fall short. It’s not enough to say “grow major gifts”—how will you do that?

• Will you increase the number of donor visits?

• Launch a new donor acquisition campaign?

• Re-engage lapsed donors?

• Deepen board involvement?

  
  

3. Key activities and timelines Yes, a calendar is part of the plan—but it’s not the whole plan. This includes:

• Campaign launches

• Appeal drops

• Event milestones

• Grant cycles

• Stewardship touch points

  
  

4. Roles and accountability Who owns what? Clarity here prevents the all-too-common scenario where everything lives with “development” and nothing moves forward consistently.

5. Metrics and benchmarks How will you know if it’s working? Setting realistic targets that have context and show a clear line between meeting them and reaching your top-line goals is a great way to motivate yourself and the team. Some measurable KPIs include:

• Number of donor meetings

• Proposal submissions

• Donor retention rates

• Average gift size 

• Pipeline growth

  
  

6. A realistic assessment of capacity This may be the most overlooked piece. A good plan reflects not just ambition but the bandwidth of the development team; even if that’s just you!

A development plan is not about creating more work—it’s about creating the right work.

As you head into a new fiscal year, the goal isn’t to have a perfect document. It’s to have a clear, shared understanding of where you’re going and how you’ll get there.

Because the best plans don’t just organize activity—they focus energy, align teams, and ultimately, drive impact. Please reach out if your plan (or lack thereof) and team might benefit from Team Kat & Mouse’s support. 

Drop me a line -Amy@Teamkatandmouse.com