1	Developing a Finance Plan
2	Tonight’s Trainers
3	Objectives of this Session 1. Goal-setting & benchmarks 2. Strategic donor targeting 3. Survey fundraising tactics
4	The Fundraiser’s Attitude Raising money is important Campaign staff, materials and programs cost money Without a finance plan you cannot win You are not “begging people for money” You are giving them an opportunity If you are not asking, you are making the decision for them Embrace the Yeses and the No’s Push your comfort level!
5	Setting Your Goals Do some research How much did past similar races cost? How much did your opponent raise before? How much does your opponent currently have? How big is your district? Create several budget scenarios Lean fundraising Modest fundraising Robust fundraising
6	Know the Law Different states have different rules Research the appropriate campaign finance laws for your state Have a legal resource available
7	Timelines & Benchmarks Work backwards from your goals Note important dates Filing deadlines Campaign growth benchmarks Primaries and other political events Break it down & evaluate Quarterly Monthly Weekly Daily
8	Targeting Your Donors: Large & Small Amount Raised
9	Listener Submitted Questions
10	Targeting Your Donors: Motivations Donors have their own reasons for giving Listening and researching Understanding donor motivations helps: Your message You address their specific concerns You manage your time and effort
11	Your Donor Targets Fundraising from the inside out Viability Time & Effort Growth People can fall into multiple categories
12	Donor Motivations: The Candidate Candidates often donate to their own campaigns early Candidates continue to self-finance until they bring in others
13	Donor Motivations: Relational Candidate’s personal relationships These people give because of personal familiarity over ideology or partisanship
14	Donor Motivations: Ideological People who are passionate about an issue, a party or a candidate They give to candidates that champion their causes
15	Donor Motivations: Aversion People who dislike your opponent or what the opponent stands for People give because they fear their interests may be harmed by your opponent’s victory
16	Donor Motivations: Access Usually represent institutional or economic interests They want friends in high places
17	Fundraising Tactics Determine which tactics will be most effective for you Different tactics have varying costs and returns
18	Listener Submitted Questions
19	Homework List your inner circle of donors Click here for a worksheet Bonus extra credit! Get two people from that list to join next week’s call
20	What’s Next… Join us for the next two Summer Sessions… Fundraising: Events and Call Time Tuesday, June 19th – Larry Kissel Finance Director, Selene Hofer-Shall & former Executive Director of the South Carolina Democratic Party, Jay Parmley. Fundraising: Online and E-mail Tuesday, June 26th - ActBlue
21	DFA Training Academy
22	Thank you for joining us!