www.AdvizorSolutions.com presents a webinar on Visual Analysis and Staff Performance Management

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www.AdvizorSolutions.com provides visual analysis and data visualization software. Advizor products combine data visualization software with in-memory data-management and predictive analytics to provide problem solving capabilities. Advizor products offer large-scale enterprise solutions as well as benefits to individuals and small businesses.

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www.AdvizorSolutions.com presents a webinar on Visual Analysis and Staff Performance Management

  1. 1. advizorsolutions.com Staff Performance Management for Fundraisers
  2. 2. Agenda <ul><li>Program Overview (10 mins) </li></ul><ul><li>Case Study: </li></ul><ul><ul><li>Sean Pieri, Vice President of Advancement, College of William & Mary (25 mins) </li></ul></ul><ul><li>Q&A (20 mins.) </li></ul><ul><ul><li>Use webinar “question” panel and “raise hand” // we’ll unmute you . . . </li></ul></ul>
  3. 3. Today <ul><li>Development Management often focuses on relationship, not measurable results </li></ul><ul><li>Has been more of an “Art” than a “Science” </li></ul><ul><li>Across the board pressure to get more from less </li></ul><ul><li>Significant benefits to better tracking, management, and process. </li></ul>advizorsolutions.com
  4. 4. Key Principles <ul><li>Manage to Metrics </li></ul><ul><ul><li>Dev Officer Operating Plans </li></ul></ul><ul><ul><li>Comparison to accepted metrics </li></ul></ul><ul><ul><li>Group discussion of best practices </li></ul></ul><ul><ul><li>Team works to improve subpar </li></ul></ul><ul><ul><li>performance </li></ul></ul><ul><ul><li>“ If it’s not in the system it didn’t happen” </li></ul></ul><ul><li>Data </li></ul><ul><ul><li>Examined at least monthly </li></ul></ul><ul><ul><li>Reviewed formally with DO’s at least 2x / year </li></ul></ul><ul><ul><li>Key elements: # Prospects, # Proposals, Value of Proposals to Prospect Forecasted (Expected) Amount, # Visits, Forecasted Cashflow </li></ul></ul><ul><ul><li>Used as basis for reviews and discussions </li></ul></ul><ul><li>Peer Comparisons </li></ul><ul><ul><li>2x / year cohort review through instructional forums and discussions  focus on best practices </li></ul></ul>advizorsolutions.com # Prospects # Visits # Proposals Activity Metrics
  5. 5. Key Metrics: <ul><li>Per Development Officer* (hypothetical) : </li></ul><ul><li>400 - 600 suspects </li></ul><ul><li>100 - 150 active prospects </li></ul><ul><li>125 - 175 in-person visits / year </li></ul><ul><li>~25 active proposals </li></ul><ul><li>~3.0x proposal pool coverage </li></ul><ul><li>( Σ Proposal Ask Amount >= 3 * Σ CY Expected Amount for each DO pool) </li></ul><ul><li>~10 Proposals closed in this fiscal year </li></ul>advizorsolutions.com Summary Stats * After first year ramp up. Proposal Portfolio (by Dev. Officer)
  6. 6. Why is this Fresh Approach Needed? <ul><li>Better Results </li></ul><ul><li>Tracks revenue production (through deliberate fundraising activities), rather than strictly relationship activity (through visits) </li></ul><ul><li>Facilitates easier evaluation of staff and departmental productivity based on specific metrics </li></ul><ul><li>Establishes a clear and simple roadmap for development staff to measure their own success: </li></ul><ul><ul><li>Better focus activities </li></ul></ul><ul><ul><li>More efficient proposal moves </li></ul></ul><ul><ul><li>Solicit assistance when needed </li></ul></ul><ul><li>More Accurate Forecasts </li></ul>advizorsolutions.com Proposal Moves by Stage <ul><li>Uses metrics that allow senior management to drive to reach financial goals </li></ul><ul><li>Allows senior management to better measure the future health of their development program, and plan investments. Course changes can be made to redirect activity as much as 24 months in advance </li></ul>
  7. 7. Comprehensive Solution advizorsolutions.com Advancement Data Data Discovery & Analysis Software 1 . Staff Data Entry Operating Plan Process Instructional Forums Cohort Benchmarking 2 . 3 . 4 . 5 .
  8. 8. Lots of information . . . advizorsolutions.com Prospects Proposals Ratings Staff Activities
  9. 9. . . . Advizor Knits It Together advizorsolutions.com Affinity Capacity Activities Demographic Prospects Proposals Ratings Staff Activities
  10. 10. . . . facilitating interactive reviews with staff advizorsolutions.com Q: Which of my staff need to refocus their efforts to be more effective? How should they refocus? Prospects Proposals Ratings Staff Activities
  11. 11. Integrated Data Discovery Solution
  12. 12. Collaborative Effort <ul><li>William & Mary is a leading edge case study </li></ul><ul><li>Others will be at different points along the path </li></ul><ul><li>Our approach is to “partner” with you where you are . . . </li></ul>
  13. 13. The William & Mary story . . .
  14. 14. William & Mary Case Study <ul><li>What Keeps Me Awake </li></ul><ul><ul><li>Overall Program Performance </li></ul></ul><ul><li>Program Inconsistencies </li></ul><ul><ul><li>Small number of team carry much of the success </li></ul></ul><ul><ul><li>Limited accountability </li></ul></ul><ul><ul><li>Variances by office </li></ul></ul><ul><ul><li>Development Officers “hide” </li></ul></ul><ul><li>Initiated Operating Plans </li></ul><ul><ul><li>Portfolio and prospect pipelines </li></ul></ul><ul><ul><li>Gift conversations -- 6, 12, 18 months </li></ul></ul><ul><ul><li>Cash forecast </li></ul></ul><ul><li>Needed Clear Metrics and Data </li></ul><ul><ul><li>Core advancement data </li></ul></ul><ul><ul><li>ADVIZOR analysis and visualization software </li></ul></ul><ul><ul><li>W&M intellectual property </li></ul></ul><ul><li>And Process </li></ul><ul><ul><li>Commitment to accountability </li></ul></ul><ul><ul><li>Annual Operating Plans </li></ul></ul><ul><ul><li>Semi-annual portfolio review sessions </li></ul></ul><ul><ul><li>Total transparency </li></ul></ul><ul><li>The Returns </li></ul><ul><ul><li>Clear understanding of activity </li></ul></ul><ul><ul><li>Accurately project gifts and cash flow </li></ul></ul><ul><ul><li>“ Everything on the radar screen” </li></ul></ul>
  15. 16. Prepared by Development Information Management Major Gifts Unit Proposals Less than $10 Million Under Consideration or Approved (12/31/2009)
  16. 17. Prepared by Development Information Management Major Gifts Unit Proposals Less than $10 Million Under Consideration or Approved Data Sheet (12/31/2009)
  17. 19. Prepared by Development Information Management Jefferson’s Proposals Under Consideration (12/31/2009)
  18. 21. Prepared by Development Information Management Kems’s Proposals Under Consideration (12/31/2009)
  19. 26. Results <ul><li>Development Officers’ Behavior Changed: </li></ul><ul><ul><li>Use the system </li></ul></ul><ul><ul><li>Enter contact information </li></ul></ul><ul><ul><li>Do more visits </li></ul></ul><ul><li>More Strategic Focus of Time and Efforts </li></ul><ul><li>More Gifts and Better Forecasting </li></ul><ul><li>Better Resource Allocations </li></ul><ul><li>Improved Stakeholder Communication </li></ul><ul><ul><li>President, Deans, Satellite Offices </li></ul></ul>
  20. 27. Q&A:  use webinar “question” panel and “raise hand” // we’ll unmute you . . . (or email doug.cogswell@advizorsolutions.com)

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