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Big Giving Results

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How to align a fundraising team to secure “stretch gifts.” Ask appropriately to grow philanthropy. Gain insights to help your team discover, qualify, engage and ask donor-investors who are …

How to align a fundraising team to secure “stretch gifts.” Ask appropriately to grow philanthropy. Gain insights to help your team discover, qualify, engage and ask donor-investors who are pre-disposed to give.

This webinar offers ways to find resonance with stakeholders and sustain compelling communication for effective engagement, and for solicitation of major gifts.

Hear how to execute a fundraising plan that brings real returns on investment.

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  • 1. Big Giving Results Rod Miller September 19, 2012A Service Of: Sponsored by:
  • 2. INTEGRATED PLANNING Advising nonprofits in: www.synthesispartnership.com • Strategy • Planning (617) 969-1881 • Organizational Development info@synthesispartnership.comA Service Of: Sponsored by:
  • 3. www.mission.doA Service Of: Sponsored by:
  • 4. Today’s Speaker Rod Miller Founder Executive Institutional Advancement ExchangeAssisting with chat questions: Hosting:Jamie Maloney, Nonprofit Webinars Sam Frank, Synthesis PartnershipA Service Of: Sponsored by:
  • 5. Big Giving Results Rod Miller, FounderExecutive Institutional Advancement Exchange www.ExecIAE.com
  • 6. Essentials• Case• Constituents• Commitment © Executive Institutional Advancement Exchange LLC 2012 2 www.ExecIAE.com
  • 7. Maximize Success• Case – compelling mission “why” is the motivator• Constituents – older, generous constituents• Commitment of aligned leaders – time, savvy, resources © Executive Institutional Advancement Exchange LLC 2012 3 www.ExecIAE.com
  • 8. Advancement Best Practices on LinkedInWhy, when and how to plan and execute best practices forinstitutional advancement - share insights, ideas and creative ways to transform advancement efforts. For board trustees, CEOs and leaders with vision and commitment to best practices for growing revenue, philanthropy and marketing impact. http://www.linkedin.com/groups?gid=3874810 © Executive Institutional Advancement Exchange LLC 2012 4 www.ExecIAE.com
  • 9. What are Best Practices?A best practice is a method, process, activity, incentive, or reward that is believed to be more effective at delivering a particular outcome than any other technique, method, process, etc. when applied to a particular condition or circumstance… ... en.wikipedia.org/wiki/Best practices © Executive Institutional Advancement Exchange LLC 2012 5 www.ExecIAE.com
  • 10. Example: Alignment• “…50% of board make a significant gift• Tell your story that stirs the emotions• Keep donors by - thanking properly and personally - sharing the actual impact of gift• Eyes on donor retention, so you know if you’re improving it…” - Diane Remin Executive Institutional Advancement Exchange LLC 6 www.ExecIAE.com
  • 11. Leadership…Leadership…LeadershipWho leads the function?Fundraising/Development/Advancement Board Chair CEO/President Leader of function “It’s the cook(s) not the recipe.” Lee Thayer & Bruce Peters © Executive Institutional Advancement Exchange LLC 2012 7 www.ExecIAE.com
  • 12. Lead by Thinking & DoingNegate ExecuteMagical thinking Imagine the possibleDoing things right Do the right thingsCopying others Adapt the bestFlurried activity Follow through © Executive Institutional Advancement Exchange LLC 2012 8 www.ExecIAE.com
  • 13. Advancement Best Practices Steps1. Assess values, case, needs, goals and resources.2. Review advancement strategy, process and behavior on-site.3. Benchmark internally.4. Engage new, key stakeholders.5. Select and empower right leaders.6. Sign-onto ROI performance: outputs, process and behaviors.7. Establish pertinent, high-speed follow-through.8. Reference benchmarks of world’s best practice.9. Review trajectory and reward improvement.10. Reassess stakeholder engagement. © Executive Institutional Advancement Exchange LLC 2012 9 www.ExecIAE.com
  • 14. Diagnose First• How “ready”?• Who is pre-disposed to giving?• What options to reach new levels? (in annual, major and planned giving)• How best to ask? © Executive Institutional Advancement Exchange LLC 2012 10 www.ExecIAE.com
  • 15. What Approach?Rule 1: Don’t be your own doctor!Rule 2: Find a confidante - Who is ready for a long haul of effort, and study hard together!Rule 3: Celebrate the unexpected successes - Improved performance often occurs in unexpected ways. Strategy > Process > Behavior © Executive Institutional Advancement Exchange LLC 2012 11 www.ExecIAE.com
  • 16. 1. On StrategyDream Big – Think Real What possibilities create long-term value for "your" community? © Executive Institutional Advancement Exchange LLC 2012 12 www.ExecIAE.com
  • 17. Strategy: University with Best Potential for Alumni SupportOld, prestigious, private, high-fee institution with medicine, engineering, business and law degreesLarge with 100,000+ alumni living nearbyMetropolitan area with expanding wealthyInvesting in personal relationsAlumni as philanthropists and CEOsCEO/President who sincerely seeks out people. © Executive Institutional Advancement Exchange LLC 2012 13 www.ExecIAE.com
  • 18. Strategy: Keep Focus1. Older, generous constituents2. CEO/Chair engaging trustees and peers3. Community-relevant mission4. Ongoing campaigns © Executive Institutional Advancement Exchange LLC 2012 14 www.ExecIAE.com
  • 19. Strategy: Case for Decision How would you handle this? . Wealthy doctor-researcher about to retire . Active mentor for medical students . Occasional 5-figure gifts in community . Wants to sustain research effort . Requests office/lab space . Opposed by most senior management The institution’s President asks your perspective? © Executive Institutional Advancement Exchange LLC 2012 15 www.ExecIAE.com
  • 20. 2. On ProcessMeasure the cost, quality, and time spent on1. Growth - ID stakeholders > case > matching > cultivation > ask2. Follow-up after the “ask”3. Integrated services - cross-institution initiatives4. Stakeholder stewardship5. Other core areas? © Executive Institutional Advancement Exchange LLC 2012 16 www.ExecIAE.com
  • 21. Process: DifferentialsSome key differentials that matter:• Follow-through• Quality and quantity of “asks”• Continuous identification of "A-C-E" Access = Open door Capacity = Resources & Philanthropy Emotional Connection = Match to mission © Executive Institutional Advancement Exchange LLC 2012 17 www.ExecIAE.com
  • 22. Process: It’s the ListTo Compile the “A” list, three sources initially: 1. High net worth, philanthropic individuals who care about your mission (and are well-networked) board trustees / lead donors & peers 2. Community leaders who will help you meet with “1” 3. Laser focused prospect research that identifies “1”“Mine your list for your ‘lost’ former supporters. White Pages can help if you don’t have access to more expensive search tools…” Susan D. Ball © Executive Institutional Advancement Exchange LLC 2012 18 www.ExecIAE.com
  • 23. Process: Program Matrix MATRIX OF SOURCES, Visits to prospect, + “Ask” ($Amt), Date, WhoName of Program:Person Responsible: Year: Organization/ Income by end Asks by end of Engagements Individual of quarter quarter Visit, $, date, who (+ by year’s end) $, date, who 1 2 3DONORS ATPROGRAM LEVELDONORS FORUPGRADE(by DATE)PROSPECTSNewPast year donorsLast year donors © Executive Institutional Advancement Exchange LLC 2012 19 www.ExecIAE.com
  • 24. 3. On Communication BehaviorsWhat’s most valued by stakeholders?“Speed and pertinence”• Shared values• Conversations on big challenges• Interactive – focus on listeningClose gaps between stakeholder expectations and the quality of service.Analyze and compare to performance of competitors. © Executive Institutional Advancement Exchange LLC 2012 20 www.ExecIAE.com
  • 25. Summary• Share your story of value• Recruit and coach leaders (especially Chair/CEO)• Build a generous board• Mine giving records• Sustain conversations and thanks• Make “asks” happen. © Executive Institutional Advancement Exchange LLC 2012 www.ExecIAE.com 21
  • 26. Suggested ResourcesRod Miller, “Beyond Benchmarking Institutional Advancement” in Excellence in CommunicatingOrganizational Strategy, Albany, NY: State University of New York Press, 2001 (sample@ GOOGLE)……………... Best Practices for Fundraising, The CEO Hour, WSRadio.com, 3 interview segmentshttp://tunein.com/program/?SegmentId=35465519&ProgramId=268692……………... Major Gift Strategies that Workhttp://www.slideshare.net/NonprofitWebinars/major-gift-strategies-that-work-7616568……………... Why When and How the Big Gift Campaigns Workhttp://www.slideshare.net/NonprofitWebinars/why-when-and-how-the-big-gift-campaigns-work-7285907……………... Best Practices to Advance Planned Givinghttp://www.slideshare.net/NonprofitWebinars/best-practices-to-advance-planned-giving-13756501……………... Advancement Best Practices that Workhttp://www.slideshare.net/NonprofitWebinars/advancement-best-practices © Executive Institutional Advancement Exchange LLC 2012 www.ExecIAE.com 22
  • 27. Find listings for our current season of webinars and register at: NonprofitWebinars.comA Service Of: Sponsored by: