Today, nonprofit organizations must build a relationship with each donor so that when the time comes, the nonprofit's fundraiser can appropriately solicit a donation and get it. An organization’s development plan should address each step in the fundraising cycle to create a workable and effective approach to building donor relationships.

A well-thought-out development plan is critical to a successful fundraising program. The development plan outlines the five W’s of fundraising activities – who, what, when, where and why – in the context of the different fundraising cycles (identification, cultivation, solicitation, negotiation, stewardship).

Identification of Prospective Individual Donors

Nonprofits must identify individuals inclined to support the mission and projects of the organization. People will be so inclined for different reasons. They may have been affected by the work of the organization, or know someone who has. They may live within the community served. Or they may be friends with a board member or a volunteer.

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