Sponsored by:A Service
Of:
Major Gifts:
Moves Management Made Easy
Jennifer Darrouzet
January 10, 2012
Sponsored by:A Service
Of:
Protecting and Preserving the
Institutional Memories of
Nonprofits Since 1993
www.cjwconsulting...
Sponsored by:A Service
Of:
Affordable collaborative data
management in the cloud.
Sponsored by:A Service
Of:
Today’s Speaker
Jennifer Darrouzet
Common Ground Product Development
Convio
Assisting with chat...
When Asked, Donors Say
“YES”
Give Again
“YES”
Increase
Amount
From Donor Centered Fundraising, by Penelope Burke
Agenda
• Moves Management Defined
• Don’t Throw Out the Tried-and-True
• Triggers to Move a Donor Forward
• How to Track &...
Moves Management
The system of policies, procedures, and practices
that directs the actions a nonprofit takes to bring in
...
Critical Elements of Moves Management
Must have commitment to:
• Be donor centered - focus on developing donors, rather th...
Moves Management Delivers
• Raise more money & build stronger relationships
• Be better stewards & improve accountability
...
What Moves Management Is Not
• A strategy for the masses
• Cookie cutter
• Obvious to the prospect
• In someone’s head
• O...
Keeps constituents moving along
the relationship continuum:
Good Moves Management…
Identify
Stage 1
Repeat
Stages
1-3
Qual...
Common Obstacles to Adoption
The Naysayer says Needs to hear Needs to believe
1. “This is a fad, and it will go
out with t...
Common Obstacles to Adoption
The Naysayer says Needs to hear Needs to believe
1. “This is a fad, and it will go
out with t...
Common Obstacles to Adoption
The Naysayer says Needs to hear Needs to believe
1. “This is a fad, and it will go
out with t...
Common Obstacles to Adoption
The Naysayer says Needs to hear Needs to believe
1. “This is a fad, and it will go
out with t...
Don’t Throw Out
the Tried & True
Building Your Plan
First, what counts as a move?
• Specifically tailored to the individual (Donor-Centered!)
• Increases engagement
• Increas...
Have Some Standard Moves
• How you’re positioned in
your community
• What do your current major
donors believe?
- Their mo...
Standard Moves (Samples)
Lunch with ED Ground Breaking
Send Donor Packet Birthday Card Media Interview
Board Member Call P...
Have Some Magic Moves
• Commit yourself to high
touch opportunities
• How to tell when to use
• Use time-intensive moves
s...
Get the
Guide
Moves Plan – The Old Way
Moves Plan – The Easy Way
POLL
CC:
FW:
RE:
Progress Tracking – The Old Way
RE: Sara’s asked what we need
RE:
RE:
RE:
RE:
CC:
CC:
CC:
CC:
Progress Tracking – The Easy Way
Progress Tracking – The Easy Way
Progress Tracking – The Easy Way
Progress Tracking – The Easy Way
Progress Tracking – The Easy Way
38%
is the average yearly turnover for
an organization. Relationship data
lives with the people working within
your org—pr...
Triggers to Move Forward
Cultivation Milestones & Making Progress
Identification Stage
What Happens Here?
• Decide you want to do a campaign.
• Who do you know that would give
• Focus on k...
Qualification Stage
What Happens Here?
• Research your prospects.
• Perform wealth screening
• Categorize on Inclination, ...
Cultivation Stage
What Happens Here?
• Evaluate top prospects based on greatest
inclination, capacity & readiness.
• Creat...
Solicitation Stage
What Happens Here?
• Develop proposal
• Determine who is doing the ask
• Set the appointment with a cle...
Negotiation & Review Stage
What Happens Here?
• Verbal commitment
• Terms to be confirmed
• Recognition elements may not b...
Processing Stage
What Happens Here?
• Once the donor accepts the proposal and decides
on the amount and how they’d like to...
Stewardship Stage
What Happens Here?
• The donor is fully thanked for the gift and a
stewardship plan to update the donor ...
• Memorize 3 things to accomplish with any move
After this move
• The prospect will feel _____________
• The prospect will...
Post-Move Record
1 Who (from donor household or company)
2 Who (from org, inc board or volunteers)
3 What kind of move it ...
Prospect Research – The Old Way
Prospect Research – The Easy Way
Wealth Screening – The Old Way
Wealth Screening – The Easy Way
Wealth Engine Screening Service–
Find the Millionaire Next Door
Stewardship – The Old Way
Crystal ball image? Or reading tea leaves?
Stewardship – The Easy Way
Stewardship – The Easy Way
Stewardship – The Easy Way
Track & Measure
Metrics & Methods to Evaluate Progress
How do we know we’re doing it right?
• When can I say we’ve started doing moves
management?
• How soon should we see resul...
Weekly Progress – The Easy Way
Projecting Major Gift Revenue – The Old Way
Projecting Major Gift Revenue – The Easy Way
$12,000.000 10%
Prospecting
Projecting Major Gift Revenue – the Easy Way
20%
20%
$40,800
Getting Your Board
Moving
Easy Ways the Board Can Help
Board Involvement – The Old Way
Sample Dashboard #1
Jen has dashboard image and will send
How To Get Started
& Make Your First Move
Moves Plan – James & Kayla Martin
Stage Planned Moves Who?
Identification
Qualification
Cultivation
Solicitation
Negotiati...
Moves Plan – James & Kayla Martin
Stage Planned Moves Who?
Identification
Board member sourced ✔ Board Member
Lunch with D...
• Before the tour, the Development Director
formulates a plan & documents it
After this move:
• The prospect will know tha...
• Before the tour, the Development Director
formulates a plan & documents it
After this move:
• The prospect will know tha...
1 Who (from donor household or company) James & Kayla Martin
2 Who (from org, inc board or volunteers) Rachel Muir (Dev Di...
It’s not “Management” if not measured!
Thank you!
• info@convio.com or 888.528.9501
Sponsored by:A Service
Of:
Find listings for our current season
of webinars and register at:
NonprofitWebinars.com
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  1. 1. Sponsored by:A Service Of: Major Gifts: Moves Management Made Easy Jennifer Darrouzet January 10, 2012
  2. 2. Sponsored by:A Service Of: Protecting and Preserving the Institutional Memories of Nonprofits Since 1993 www.cjwconsulting.com (866) 598-0430 info@cjwconsulting.com
  3. 3. Sponsored by:A Service Of: Affordable collaborative data management in the cloud.
  4. 4. Sponsored by:A Service Of: Today’s Speaker Jennifer Darrouzet Common Ground Product Development Convio Assisting with chat questions: April Hunt, Nonprofit Webinars Hosting: Cheri Weissman, CJW Consulting & Services, Inc.
  5. 5. When Asked, Donors Say “YES” Give Again “YES” Increase Amount From Donor Centered Fundraising, by Penelope Burke
  6. 6. Agenda • Moves Management Defined • Don’t Throw Out the Tried-and-True • Triggers to Move a Donor Forward • How to Track & Measure Results • How to Make Your First Move • Q&A
  7. 7. Moves Management The system of policies, procedures, and practices that directs the actions a nonprofit takes to bring in donors, forge relationships, and generate major gifts
  8. 8. Critical Elements of Moves Management Must have commitment to: • Be donor centered - focus on developing donors, rather than simply securing donations • Recognize and document the relationships between an organization and its supporters • Focus on strategic organizational thinking to further those relationships -- and the support they generate • Remain flexible, constantly changing in response to organization and supporter needs • Support the process with people, practices, & business systems
  9. 9. Moves Management Delivers • Raise more money & build stronger relationships • Be better stewards & improve accountability • Bring more stakeholders into the process (Board) • Strengthen the organization, ensuring sustainability
  10. 10. What Moves Management Is Not • A strategy for the masses • Cookie cutter • Obvious to the prospect • In someone’s head • On a bunch of sticky notes • Hit and run
  11. 11. Keeps constituents moving along the relationship continuum: Good Moves Management… Identify Stage 1 Repeat Stages 1-3 Qualify Stage 2 Cultivate Stage 3 Stage 4 Stage 5 Process Stage 6 StewardSolicit
  12. 12. Common Obstacles to Adoption The Naysayer says Needs to hear Needs to believe 1. “This is a fad, and it will go out with the tide.” It builds on what’s worked for you, & serves to spotlight what you’ve got working. It’s not that different from what I’m doing now; it’s just more productive & predictable
  13. 13. Common Obstacles to Adoption The Naysayer says Needs to hear Needs to believe 1. “This is a fad, and it will go out with the tide.” It builds on what’s worked for you, & serves to spotlight what you’ve got working. It’s not that different from what I’m doing now; it’s just more productive & predictable 2. “Uninformed outsiders will recommend a bunch of tasks that won’t work with our issues & our donors.” We can’t do this without you, because you know our donors & what works (& what doesn’t) with them. I’ll get to craft our org-specific moves, based on my hard-won experience and intimate knowledge of our donors
  14. 14. Common Obstacles to Adoption The Naysayer says Needs to hear Needs to believe 1. “This is a fad, and it will go out with the tide.” It builds on what’s worked for you, & serves to spotlight what you’ve got working. It’s not that different from what I’m doing now; it’s just more productive & predictable 2. “Uninformed outsiders will recommend a bunch of tasks that won’t work with our issues & our donors.” We can’t do this without you, because you know our donors & what works (& what doesn’t) with them. I’ll get to craft our org-specific moves, based on my hard-won experience and intimate knowledge of our donors 3. “We’ll waste precious time that would be better used on [insert alternate approach].” Time cultivating donors is time well spent. With moves, you’ll get more out of the work you invest, securing the largest gifts possible. This is the best investment I can make in cultivating my donors, and building our overall donor base to maximize support for all of us long-term
  15. 15. Common Obstacles to Adoption The Naysayer says Needs to hear Needs to believe 1. “This is a fad, and it will go out with the tide.” It builds on what’s worked for you, & serves to spotlight what you’ve got working. It’s not that different from what I’m doing now; it’s just more productive & predictable 2. “Uninformed outsiders will recommend a bunch of tasks that won’t work with our issues & our donors.” We can’t do this without you, because you know our donors & what works (& what doesn’t) with them. I’ll get to craft our org-specific moves, based on my hard-won experience and intimate knowledge of our donors 3. “We’ll waste precious time that would be better used on [insert alternate approach].” Time cultivating donors is time well spent. With moves, you’ll get more out of the work you invest, securing the largest gifts possible. This is the best investment I can make in cultivating my donors, and building our overall donor base to maximize support for all of us long-term 4. “Donors will be able to tell we’re not being spontaneous.” Donors will feel valued, appreciated and engaged with our organization. Your org can support your cultivation efforts (clearing calendars, collateral ready, etc). I’ll develop closer relationships with donors, who will get more engaged & involved. I won’t get push back. Obstacles will be cleared, allowing us to focus on maximizing these relationships.
  16. 16. Don’t Throw Out the Tried & True Building Your Plan
  17. 17. First, what counts as a move? • Specifically tailored to the individual (Donor-Centered!) • Increases engagement • Increases involvement • Increases your understanding of the donor • Advances your strategies and goals • Leads to solicitation • Results in a gift
  18. 18. Have Some Standard Moves • How you’re positioned in your community • What do your current major donors believe? - Their motivations - Your capabilities - What they’re accomplishing • What do prospects value? - What must they experience? - Whom should they meet? - What must they feel? Standard “proof-point” moves are like building blocks you use again & again
  19. 19. Standard Moves (Samples) Lunch with ED Ground Breaking Send Donor Packet Birthday Card Media Interview Board Member Call Program Graduation Invite to Gala News Clippings Mail Annual Report Donor Reception Program Performance Meet the Candidates Community Meal Facility Tour
  20. 20. Have Some Magic Moves • Commit yourself to high touch opportunities • How to tell when to use • Use time-intensive moves sparingly • Get help outside your core team, if you can do so reliably
  21. 21. Get the Guide
  22. 22. Moves Plan – The Old Way
  23. 23. Moves Plan – The Easy Way POLL
  24. 24. CC: FW: RE: Progress Tracking – The Old Way RE: Sara’s asked what we need RE: RE: RE: RE: CC: CC: CC: CC:
  25. 25. Progress Tracking – The Easy Way
  26. 26. Progress Tracking – The Easy Way
  27. 27. Progress Tracking – The Easy Way
  28. 28. Progress Tracking – The Easy Way
  29. 29. Progress Tracking – The Easy Way
  30. 30. 38% is the average yearly turnover for an organization. Relationship data lives with the people working within your org—protect it. 50% of organizations use slips of paper, Excel spreadsheets, and personal contact managers (i.e. Outlook) to manage their data. 51% of organizations manage over 4 repositories of data. Institutional Memory
  31. 31. Triggers to Move Forward Cultivation Milestones & Making Progress
  32. 32. Identification Stage What Happens Here? • Decide you want to do a campaign. • Who do you know that would give • Focus on known donors first. • Pull list of prospects. What Are My Next Steps? 1. Use www.GiftRangeCalculator.com to determine how many prospects you need for a given financial goal. 2. Move to the next stage to determine inclination, capacity, and readiness. 3. Know that any who fall out at qualification must be replaced, so move more into qualification than you think you will need. Probability 5%
  33. 33. Qualification Stage What Happens Here? • Research your prospects. • Perform wealth screening • Categorize on Inclination, Capacity & Readiness What Are My Next Steps? 1. Confirm or disqualify based on qualification. 2. Prospects with inclination and capacity are ready for cultivation. 3. Prospects with lower levels of inclination will require longest cultivation before they are ready. Probability 10%
  34. 34. Cultivation Stage What Happens Here? • Evaluate top prospects based on greatest inclination, capacity & readiness. • Create custom moves plan for top prospects. • Identify who should make ask & the ask amount. • Assign steps and owners in Common Ground What Are My Next Steps? 1. Engage prospect in targeted moves, developing the relationship and moving them closer to gift. 2. Review and evaluate. Track actions. 3. Are moves well received? Is prospect more engaged? If moves are received well prospect will be ready for an ask. Probability 20%
  35. 35. Solicitation Stage What Happens Here? • Develop proposal • Determine who is doing the ask • Set the appointment with a clear purpose for sharing a gift proposal What Are My Next Steps? 1. Make ask. Be silent and wait for response. 2. Handle objections, negotiate gift payment terms and/or acknowledgement. Probability 40%
  36. 36. Negotiation & Review Stage What Happens Here? • Verbal commitment • Terms to be confirmed • Recognition elements may not be final What Are My Next Steps? 1. Drive to closure quickly, or it becomes “stuck” Probability 80%
  37. 37. Processing Stage What Happens Here? • Once the donor accepts the proposal and decides on the amount and how they’d like to structure their gift, an acknowledgement process ensues that can include negotiating the terms of the gift, and recording the gift in Common Ground. What Are My Next Steps? 1. Congrats! You received your gift. Now it’s time to meaningfully thank the donor and continue to thoughtfully steward the relationship. Probability 100%
  38. 38. Stewardship Stage What Happens Here? • The donor is fully thanked for the gift and a stewardship plan to update the donor about their gift and its impact is created. What Are My Next Steps? 1. Good supporter stewardship does not end at one gift however, and the moves management cycle will continue as the donor is engaged and re-engaged with your organization. Probability n/a
  39. 39. • Memorize 3 things to accomplish with any move After this move • The prospect will feel _____________ • The prospect will know ____________ • I will know ______________________ Pre-Move Checklist
  40. 40. Post-Move Record 1 Who (from donor household or company) 2 Who (from org, inc board or volunteers) 3 What kind of move it was 4 Where the move took place 5 When the move took place 6 Why this move was made at this time (what was intent of this move) 7 What did the org communicate to the donor (including any packets or gifts packets or other materials delivered) 8 What did the donor communicate to the org (esp. what evidence was gathered re: donor’s desire to make an impact, capacity to make an impact, authority to give, and readiness for an ask) 9 Were any follow-up actions discussed? (studies, articles, or introductions to other stakeholders. who will ensure these happen & when are they “due”?) 10 What does the org team think would be the best next move, when should it happen, and whose responsibility is it to make it happen?
  41. 41. Prospect Research – The Old Way
  42. 42. Prospect Research – The Easy Way
  43. 43. Wealth Screening – The Old Way
  44. 44. Wealth Screening – The Easy Way
  45. 45. Wealth Engine Screening Service– Find the Millionaire Next Door
  46. 46. Stewardship – The Old Way Crystal ball image? Or reading tea leaves?
  47. 47. Stewardship – The Easy Way
  48. 48. Stewardship – The Easy Way
  49. 49. Stewardship – The Easy Way
  50. 50. Track & Measure Metrics & Methods to Evaluate Progress
  51. 51. How do we know we’re doing it right? • When can I say we’ve started doing moves management? • How soon should we see results? (When can I prove we’re not wasting our time?) • How do we detect if we’re going off the rails?
  52. 52. Weekly Progress – The Easy Way
  53. 53. Projecting Major Gift Revenue – The Old Way
  54. 54. Projecting Major Gift Revenue – The Easy Way $12,000.000 10% Prospecting
  55. 55. Projecting Major Gift Revenue – the Easy Way 20% 20% $40,800
  56. 56. Getting Your Board Moving Easy Ways the Board Can Help
  57. 57. Board Involvement – The Old Way
  58. 58. Sample Dashboard #1 Jen has dashboard image and will send
  59. 59. How To Get Started & Make Your First Move
  60. 60. Moves Plan – James & Kayla Martin Stage Planned Moves Who? Identification Qualification Cultivation Solicitation Negotiation Stewardship
  61. 61. Moves Plan – James & Kayla Martin Stage Planned Moves Who? Identification Board member sourced ✔ Board Member Lunch with Dev Director ✔ Dev Director Qualification Confirmed gave $10K to AHS ✔ Dev Associate Wealth Screen ✔ Dev Associate Cultivation Facility tour & mentor interview Dev Director Lunch with ED & Board Chair ED/Board Chair Community meal Vol. Coordinator Solicitation Prep Sourcing Board Member Dev Associate Ask Board Member Negotiation TBD TBD Stewardship Donor Reception Dev Associate Philanthropist nomination? Dev Associate
  62. 62. • Before the tour, the Development Director formulates a plan & documents it After this move: • The prospect will know that _____________ • The prospect will feel that __________ • I will know __________________ Pre-Move Checklist
  63. 63. • Before the tour, the Development Director formulates a plan & documents it After this move: • The prospect will know that we work & play well with others, for maximum impact for our kids • The prospect will feel that these kids – who have so much promise – would fall through the cracks without support • I will know whether or not mentors played an important role in this prospect’s life Pre-Move Checklist
  64. 64. 1 Who (from donor household or company) James & Kayla Martin 2 Who (from org, inc board or volunteers) Rachel Muir (Dev Dir) & Mary MacDonald (mentor) 3 What kind of move it was Facility tour & showing of mentoring DVD re Mary’s mentee 4 Where the move took place Board conference room & multi-purpose room 5 When the move took place Monday, 9/23/2011 at 3pm 6 Why this move was made at this time (what was intent of this move) See the resources provided to our kids, and meet a long- standing mentor 7 What did the org communicate to the donor? (including any packets or gifts packets or other materials delivered) Copy of mentoring DVD, pamphlet re: community collaboration in support of our at-risk youth 8 What did the donor communicate to the org (esp. what evidence was gathered re: donor’s desire to make an impact, capacity to make an impact, authority to give, and readiness for an ask) James & Kayla BOTH named individuals who made a difference to them as mentors. James talked about Charlie Beard, who took him under his wing when…. Kayla described a teacher who encouraged her to pursue summer studies in … 9 Were any follow-up actions discussed? (studies, articles, or introductions to other stakeholders. who will ensure these happen & when are they “due”?) Rachel needs to find the study re: 3rd-grade reading-test failure rates and how this is used by the county to project the number of prisons that will need to be built (due next week, before invitation to Gala!) 10 What does the org team think would be the best next move, when should it happen, and whose responsibility is it to make it happen? Jennifer will invite them to attend Gala at Jeanne’s table Post-Move Record
  65. 65. It’s not “Management” if not measured!
  66. 66. Thank you! • info@convio.com or 888.528.9501
  67. 67. Sponsored by:A Service Of: Find listings for our current season of webinars and register at: NonprofitWebinars.com

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