LOOKING IN THE MIRROR:
THE POWER OF A STRATEGIC DEVELOPMENT
ASSESSMENT
Jose Barquin, Corporate Vice President

© 2013 CCS
...
Learning Objectives

1. Understand purpose, value, and context of a Strategic Development Assessment

2. Learn about compo...
About CCS
● CCS is a comprehensive fundraising
consulting and management firm
founded in 1947.
● Headquartered in New York...
Recently Completed Development Assessments
● Africare

● Manhattan Childrens Center

● City College

● UF College of Pharm...
Current Philanthropic Landscape
● Study reflects nationwide decline in
charitable giving caused in part by factors
that in...
Current Philanthropic Landscape (continued)
$3.16B in 2012 giving represents 3.5% increase from 2011

Fundraising  Develo...
Purposes

● A Strategic Development Assessment is a comprehensive study that will help an
organization ensure that they ha...
Value
● Provides objective review of development
performance, structures, practices and
achievements
● Creates a road map ...
Additional Value
● Highlights best practices
● Compares benchmarking data
● Presents organizational and staffing changes f...
When should you conduct a development assessment?

● Change in department or organization’s leadership
● In connection to ...
Assessment Methodology
DATA
COLLECTION

•

Collection of organization’s fundraising operational data

INTERVIEWS

•

A ser...
Step 1: Data Collection

•

Gather fundraising data for the last five years



By method (personal solicitation, direct ...
Step 1: Data Collection

•

Opportunity to collect additional supporting documents:


Organizational chart



Job descri...
Step 2: Interviews

•

Private conversations with:




Board members (President, development committee members, etc.)

...
Step 3: Statistical Review and Analysis
STATISTICAL REVIEW

•
•

Reports includes statistical review, analysis and compari...
Step 3: Statistical Review and Analysis
STATISTICAL ANALYSIS

•
•

The statistical analysis makes observations and conclus...
Step 3: Statistical Review and Analysis
STATISTICAL ANALYSIS: BENCHMARKING

•

How do we choose organizations to benchmark...
Step 3: Statistical Review and Analysis
Example:
$6,000,000.00
$4,931,044
$5,000,000.00

$4,635,761
$4,585,673
$4,173,441
...
Step 3: Statistical Review and Analysis

•

When gathering and analyzing comparative data for an assessment report, we
rev...
Step 4: Plan of Action
● Use the information gathered during the course of the development assessment
to create a comprehe...
Step 4: Plan of Action
Example Plan of Action:

Proceed into
external study

Complete new
staff hiring and
integration

Co...
Step 4: Plan of Action
Director of
Advancement

Example: Suggested staffing structure

Executive
Administrative
Assistant
...
Study Example: University of Florida

CCS has worked with the
City College of New York on a
Development
Assessment, which ...
Typical Recommendations within an Assessment
Based on interviews, the statistical review, benchmarking against other like
...
Questions and Discussion

Fundraising  Development Services  Strategic Consulting

25
Thank You!

Connect with Us
● Follow us: twitter.com/ccsfundraising
● Like Us: Facebook.com/ccsfundraising
● Link Us In: h...
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AFP Westchester NPD 2013 Looking in the Mirror: the Power of Strategic Development Assessment - Jose Barquin

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What is the value of reviewing all aspects of your organization's fundraising and development operations? A comprehensive development assessment can help your organization identify strengths & areas for improvement. Learn how to execute a real, meaningful plan of action vs. a large strategy document that gathers dust. Assessments can have excellent value if used properly and embraced by the volunteer and staff leadership of the organization. Through an objective eye, examining fundraising strategies, materials and implementation, as well as donor stewardship and prospect management, can be very healthy for an organization that realizes it is not reaching its full potential.

LEARNING OBJECTIVES/TAKEAWAYS:
By the end of this session participants will learn: How to create an assessment that defines strategic fundraising goals, articulates best practices for staff and leadership, and recognizes areas of improvement; How to incorporate findings and results from the assessment approach into your long-term organizational strategies; How to enhance the capacity of your fundraising office to optimize and strengthen the base of financial support for your organization.

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  • Donations to the 400 charities in the U.S. that raise the most money are slowing in 2013 after climbing 4% the year before. Middle-class Americans and those with fewer assets are holding back out of unease about the economy, including the chilling effect of political gridlock in Washington.The Chronicle said 88 charitable groups reported that they project that overall donations would decrease by about 1% this year from the $81.7 billion in private donations to the top 400 charities in 2012.Knowing this, it is more important than ever for non-profits to tighten their belt and reassess the resources and staff available to them to ensure that they are as successful as possible. Fundraising efficiency is more important than ever.
  • AFP Westchester NPD 2013 Looking in the Mirror: the Power of Strategic Development Assessment - Jose Barquin

    1. 1. LOOKING IN THE MIRROR: THE POWER OF A STRATEGIC DEVELOPMENT ASSESSMENT Jose Barquin, Corporate Vice President © 2013 CCS Fundraising  Development Services  Strategic Consulting 1
    2. 2. Learning Objectives 1. Understand purpose, value, and context of a Strategic Development Assessment 2. Learn about components of an Assessment Report 3. Identify the steps in conducting a Strategic Assessment 4. Share best practices Fundraising  Development Services  Strategic Consulting 2
    3. 3. About CCS ● CCS is a comprehensive fundraising consulting and management firm founded in 1947. ● Headquartered in New York with offices in Chicago, Washington, Boston, San Francisco, Toronto, London and Dublin ● Provides campaign design and management, development services and strategic planning and consulting ● In 2011, assisted 200+ clients with goals over $3 Billion ● Diverse client roster: - Hospitals and medical centers - Colleges and universities - Religious institutions Fundraising  Development Services  Strategic Consulting - Civic and cultural organizations - Environmental organizations - Human services agencies 3
    4. 4. Recently Completed Development Assessments ● Africare ● Manhattan Childrens Center ● City College ● UF College of Pharmacy ● Easter Seals NY ● UF Shands ● Hawken School ● UNCG ● Hillel International ● University of Florida Gator Boosters ● The Jewish Daily Forward Fundraising  Development Services  Strategic Consulting 4
    5. 5. Current Philanthropic Landscape ● Study reflects nationwide decline in charitable giving caused in part by factors that include: – Political and economic uncertainty – Financial insecurity resulting from the recession ● Findings indicate that charitable contributions to the top 400 charities are projected to decrease by 1% from $81.7 billion this year. ● The report represents implications for long-term sustainability of fundraising practices across the country. Fundraising  Development Services  Strategic Consulting 5
    6. 6. Current Philanthropic Landscape (continued) $3.16B in 2012 giving represents 3.5% increase from 2011 Fundraising  Development Services  Strategic Consulting 6
    7. 7. Purposes ● A Strategic Development Assessment is a comprehensive study that will help an organization ensure that they have the proper resources available to run a successful fundraising program. ● Analyze recent fundraising performance, systems, and/or staffing to:  Identify strengths, weaknesses, opportunities for growth  Evaluates the competition the organization faces to generate financial support  Develop strategic steps and tools to solicit financial support in a cost effective manner  Assist in creating a comprehensive development plan  Optimize and strengthen your development operation Fundraising  Development Services  Strategic Consulting 7
    8. 8. Value ● Provides objective review of development performance, structures, practices and achievements ● Creates a road map to building fundraising capacity ● Determines where to focus resources in the short-term to ensure success in existing programs ● Develops long-term department objectives ● Demonstrates commitment to continuous improvement Fundraising  Development Services  Strategic Consulting 8
    9. 9. Additional Value ● Highlights best practices ● Compares benchmarking data ● Presents organizational and staffing changes for effective results ● Maximizes potential of campaign Fundraising  Development Services  Strategic Consulting 9
    10. 10. When should you conduct a development assessment? ● Change in department or organization’s leadership ● In connection to a campaign (can be completed prior, during, or at the conclusion) ● Desire to improve overall fundraising performance ● Commitment to benchmarking and creating best practices ● Reassessment of program after loss of a major funding source ● Increase in need for services Fundraising  Development Services  Strategic Consulting 10
    11. 11. Assessment Methodology DATA COLLECTION • Collection of organization’s fundraising operational data INTERVIEWS • A series of discussions with key stakeholders board members staff major donors other STATISTICAL REVIEW AND ANALYSIS • Gathering institution’s data and analyzing it Assembling similar information from a wide range of like institutions for comparative analysis Research and provide other philanthropy data on sector topic • • FINAL REPORT • Providing a comprehensive document including statistical analysis, benchmarking and comparison and recommendations Fundraising  Development Services  Strategic Consulting 11
    12. 12. Step 1: Data Collection • Gather fundraising data for the last five years   By method (personal solicitation, direct mail, online, special events, planned gifts, etc.)  • By constituency (individuals, corporations, foundations, government) By gift level (necessary to develop gift tables) Other key statistical information   Top donors (individual, corporate and foundation)  Past campaign information  Overall and development budgets  Special event results (gross and net revenue)  • Board giving Direct mail results (renewal rates, cost , frequency, etc.) Accurate data is key! Fundraising  Development Services  Strategic Consulting 12
    13. 13. Step 1: Data Collection • Opportunity to collect additional supporting documents:  Organizational chart  Job descriptions  Annual reports  Collateral materials (brochures, proposals, etc.)  Board listing  Strategic plan  Fundraising plan Fundraising  Development Services  Strategic Consulting 13
    14. 14. Step 2: Interviews • Private conversations with:   Board members (President, development committee members, etc.)  • Staff (executive leadership, development, marketing and communications, etc.) Major donors Interview discussions include:  Position and responsibilities  Strengths and weaknesses of the development program Fundraising  Development Services  Strategic Consulting 14
    15. 15. Step 3: Statistical Review and Analysis STATISTICAL REVIEW • • Reports includes statistical review, analysis and comparison data The Statistical Review  Sets the stage for analysis  Presents a basic overview of most recent FY  Should always include the data source Fundraising  Development Services  Strategic Consulting 15
    16. 16. Step 3: Statistical Review and Analysis STATISTICAL ANALYSIS • • The statistical analysis makes observations and conclusions by looking at the organization’s fundraising performance in a variety of ways For example:  Program growth and consistency  Program balance (by constituency and method)  Board giving  Gift levels  Private support as % of operational expenditures  Other areas for analysis? Fundraising  Development Services  Strategic Consulting 16
    17. 17. Step 3: Statistical Review and Analysis STATISTICAL ANALYSIS: BENCHMARKING • How do we choose organizations to benchmark our client against?   Aspirational  Highly successful in one area of practice  • • • Peers Our selections AND the clients opinion How do we get a hold of these organizations? Who do we contact peer organizations? What do we offer in return for benchmarking? Fundraising  Development Services  Strategic Consulting 17
    18. 18. Step 3: Statistical Review and Analysis Example: $6,000,000.00 $4,931,044 $5,000,000.00 $4,635,761 $4,585,673 $4,173,441 $4,000,000.00 $3,122,946 $3,067,261 $3,000,000.00 $1,555,794 $2,000,000.00 $1,000,000.00 $819,642 $1,439,652 $1,012,378 $1,033,893 $894,327 $480,122 $0.00 Brooklyn Saint Friends Ann's School School The Lycee Calhoun Packer Poly Prep Collegiate Spence Berkeley Francais School Collegiate Country School School Carroll de New Institute Day School York School Fundraising  Development Services  Strategic Consulting Dalton School Trinity School Horace The Mann Brearley School School 18
    19. 19. Step 3: Statistical Review and Analysis • When gathering and analyzing comparative data for an assessment report, we review philanthropy sites that produce surveys, and other data  Giving USA  The Conference Board  The Foundation Center  VSE (Voluntary Support of Education)  The Chronicle of Philanthropy  Center on Philanthropy at Indiana University  Committee Encouraging Corporate Philanthropy  National Association of Independent Schools Fundraising  Development Services  Strategic Consulting 19
    20. 20. Step 4: Plan of Action ● Use the information gathered during the course of the development assessment to create a comprehensive plan of action:  Short-term goals  Long-term organizational strategies  Optimize and strengthen base of financial support  Reorganize department structure to optimize success without breaking the bank Fundraising  Development Services  Strategic Consulting 20
    21. 21. Step 4: Plan of Action Example Plan of Action: Proceed into external study Complete new staff hiring and integration Conduct comprehensive wealth screening Fundraising  Development Services  Strategic Consulting Assign portfolios to front line fundraisers Re-calibrate staffing functions 21
    22. 22. Step 4: Plan of Action Director of Advancement Example: Suggested staffing structure Executive Administrative Assistant Director of Development Director of Annual Fund & Parent Relations Director of Alumni Relations & Events Records, Research & Stewardship Coordinator Fundraising  Development Services  Strategic Consulting Database Manager 22
    23. 23. Study Example: University of Florida CCS has worked with the City College of New York on a Development Assessment, which included:  Individual meetings with key stakeholders – Board members, donors, others  Review and assessment of advancement methods/data  Landscape analysis – benchmarking with peer institutions Fundraising  Development Services  Strategic Consulting 23
    24. 24. Typical Recommendations within an Assessment Based on interviews, the statistical review, benchmarking against other like institutions, develop a plan for how your institution can become even better. These recommendations can be cultural, structural/organizational and operational in nature.  CULTURAL: Recommendations for creating/enhancing a “culture of philanthropy” at the institution (e.g. among the organization’s board, development department, employees, volunteers)  STRUCTURAL/ORGANIZATIONAL: Recommendations for reshaping the Development/Advancement effort. These could address the Development/Advancement Office’s org chart (structural/organizational perspective) as well as staffing (from a “people” perspective; is the department staffed sufficiently, are the right people in the right chairs, etc.)  OPERATIONAL: Recommendations for strengthening the Development/Advancement Office’s various activities (e.g. major gift effort, annual giving, employee campaign, etc.) Fundraising  Development Services  Strategic Consulting 24
    25. 25. Questions and Discussion Fundraising  Development Services  Strategic Consulting 25
    26. 26. Thank You! Connect with Us ● Follow us: twitter.com/ccsfundraising ● Like Us: Facebook.com/ccsfundraising ● Link Us In: http://linkd.in/hZhTWq Fundraising  Development Services  Strategic Consulting 26

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