The Mystique ofMoves ManagementCASE IV District ConferenceMarch 29-30, 2010
Your Partners in Dialogue                   Fayruz                                                 Heather                ...
Our Goals • Give you a well deserved chance to breathe & THINK! • Facilitate engaging dialog • Provide key take-a-ways whi...
We believe…                  You                know the                 “who”       You                   You    know the...
Break Out Exercise • Groups of 4-5 • Answer the question:        “What’s your biggest frustration with moves              ...
The best executive is the one who hassense enough to pick good men [women]    to do what he [she] wants done,     and self...
5 Steps to a formalized process                                                                                         De...
Where does the system break down? • No “secondary” relationship with donor    – Turn-over for fundraisers • Too many to ma...
…The right amount  …at the right time    …..for the right causeURL: http://www.youtube.com/watch?v=fjArVd-ElRs            ...
What stalls moves?• The Prospect   – Giving is personal; can’t be forced   – Your donors are busy!• You/The Organization  ...
So…. • How are you coping? • When you are in meetings, what questions are you   asking? • Are you Result focused vs Relati...
CRM Example              12
CRM Example              13
How much is too much? • Kinds of info • Actionable • Lead and lag measure    – Scorecards                          14
Scorecards • Quality of moves Dashboards • Development officers not just about $$ - quality of moves    – Hit and run fund...
Dashboard for Gift Officers                    16
Real-Time Updates!Different officer, different dashboard                     17
Track Close Rates                    18
Visibility into tasks                        19
Art and a Science • Building history, the relationship • Knowing when to say when • Trust your staff – respectful and dign...
Take-a-ways •   PPT •   Advancing Philanthropy •   CASE 1994 Dunlop Article •   Bernie Ross book (raffle) •   Effective Fu...
Thank You!Heather Burton, Sage Nonprofit Solutions      heather.burton@sage.com      Fayruz M. Benyousef, CFRE        http...
Upcoming SlideShare
Loading in …5
×

Mystique of Moves Management CASE_2010

1,499 views

Published on

Published in: Business
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
1,499
On SlideShare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
17
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Mystique of Moves Management CASE_2010

  1. 1. The Mystique ofMoves ManagementCASE IV District ConferenceMarch 29-30, 2010
  2. 2. Your Partners in Dialogue Fayruz Heather Benyousef, Burton CFRE• Philanthropy Consultant • Director w/Sage• Over 15 years fundraising, CFRE • Board President, BookSpring• AFP Austin 2x Past Board • 10+ years working for and with President, Board member Planet nonprofits in development - Cancer and Con Mi MADRE – United Way of Greater Portland, Portland Mothers And Daughters Raising Expectations West, Hospice Maine• Favorite Food: Mom’s Pizza • Favorite food: Almost anyone’s Pizza 2
  3. 3. Our Goals • Give you a well deserved chance to breathe & THINK! • Facilitate engaging dialog • Provide key take-a-ways which encompass: – Five steps in establishing a formal moves management process. – Ideas on recording/tracking various moves strategies. – Emphasis on the importance of being donor-centric. – Overview of the different types of "moves." 3
  4. 4. We believe… You know the “who” You You know the know the “theory” “how” 4
  5. 5. Break Out Exercise • Groups of 4-5 • Answer the question: “What’s your biggest frustration with moves management?” • 10 minutes to discuss, agree on top three, assign a “presenter” • Share with the group 5
  6. 6. The best executive is the one who hassense enough to pick good men [women] to do what he [she] wants done, and self-restraint to keep from meddling with them while they do it. - Theodore Roosevelt 6
  7. 7. 5 Steps to a formalized process Decide who Determine to move the number Establish a of donors to moves team move ID a “Champion” Commit to formal process* From “Start Moving Donors Up the Giving Ladder!”, Advancing Philanthropy, Sept 2007 7By Heather Burton and Fayruz Benyousef, CFRE
  8. 8. Where does the system break down? • No “secondary” relationship with donor – Turn-over for fundraisers • Too many to manage/starting too big • Competing priorities • Excluding the human element • Not having a proper cadence of accountability • Improper or impatient asks 8
  9. 9. …The right amount …at the right time …..for the right causeURL: http://www.youtube.com/watch?v=fjArVd-ElRs 9
  10. 10. What stalls moves?• The Prospect – Giving is personal; can’t be forced – Your donors are busy!• You/The Organization – Employee turnover; How do introductions work? – Dropping your cadence/letting other “priorities” get in the way• BOTH: Lack of meaningful conversation – Make it worth the time so they will take the call! 10
  11. 11. So…. • How are you coping? • When you are in meetings, what questions are you asking? • Are you Result focused vs Relationship focused? – What about your boss? • What it should look like? Screens, simplicity – Specifics – Alerts 11
  12. 12. CRM Example 12
  13. 13. CRM Example 13
  14. 14. How much is too much? • Kinds of info • Actionable • Lead and lag measure – Scorecards 14
  15. 15. Scorecards • Quality of moves Dashboards • Development officers not just about $$ - quality of moves – Hit and run fundraising vs meaningful, sincere, engaging moves • Define LEAD and LAG indicators – Ex. Lead = # calls/meetings/ etc – Ex. Lag = Gift 15
  16. 16. Dashboard for Gift Officers 16
  17. 17. Real-Time Updates!Different officer, different dashboard 17
  18. 18. Track Close Rates 18
  19. 19. Visibility into tasks 19
  20. 20. Art and a Science • Building history, the relationship • Knowing when to say when • Trust your staff – respectful and dignified • Document call report! Take time to make time 20
  21. 21. Take-a-ways • PPT • Advancing Philanthropy • CASE 1994 Dunlop Article • Bernie Ross book (raffle) • Effective Fundraising Management – Kathleen Kelly 21
  22. 22. Thank You!Heather Burton, Sage Nonprofit Solutions heather.burton@sage.com Fayruz M. Benyousef, CFRE http://about.me/Fayruz 22

×