presenting champion patron
After the First Visit, Then What? Developing Winning Prospect Strategies and Keeping the Pipeline Moving Jim Kitendaugh, T...
The  Wayland  Group <ul><li>Association of Fundraising Professionals </li></ul><ul><li>Massachusetts Chapter </li></ul><ul...
AGENDA <ul><li>I. Key Synergy and Critical Success Factors for a Successful Major Gifts Program </li></ul><ul><li>II. Pane...
THE “MAXIMUM GIFT” SYNERGY Leadership Development Institutional  Agenda and Plans Fundraising Program 3
“SPINE” OF THE SOLICITATION PROCESS <ul><li>Identify and research </li></ul><ul><li>↓ </li></ul><ul><li>Assign staff and v...
READINESS CHECKLIST <ul><li>Have you exposed the prospect to: </li></ul><ul><ul><li>Leadership </li></ul></ul><ul><ul><li>...
READINESS CHECKLIST <ul><li>Do you know the prospect’s: </li></ul><ul><ul><li>Motivation for giving </li></ul></ul><ul><ul...
MOVING BEYOND “MAGIC” THINKING <ul><li>Be wary of “magical” approaches/solutions </li></ul><ul><li>Focus on the fundamenta...
Peter Hansen, CFRE Vice President of Development New Jersey Performing Arts Center
After the First Visit, Then What?:  Developing Winning Prospect Strategies and Keeping the Pipeline Moving AFP Massachuset...
Overview Managing Prospect Pipeline <ul><li>Part art, but a great deal of science  </li></ul><ul><li>Establishing & using ...
Moves Management <ul><li>Science = using technology to help drive process </li></ul><ul><li>System to record, track & prom...
12
Proposal Pipeline 13
Action Report 14
Layering <ul><li>Staff prospect management process - not show & tell </li></ul><ul><ul><ul><li>Monthly prospect meeting – ...
Layering <ul><li>Volunteer leadership  </li></ul><ul><ul><ul><li>Maintain focus on top prospects </li></ul></ul></ul><ul><...
Layering <ul><li>Staff visits  </li></ul><ul><ul><ul><li>Coaching & strategy development </li></ul></ul></ul><ul><ul><ul><...
Accountability   <ul><li>Establishing metrics </li></ul><ul><li>Measuring </li></ul><ul><li>Establishing ownership & accou...
Prospect Activity Metrics 19
Prospect Activity Metrics 20
Persistence = Success <ul><li>Maintaining consistent & strategic focus on prospects for all </li></ul><ul><li>Understandin...
Managing Prospect Identification No one is born a prospect <ul><li>Have a process for identifying suspects & prospects – n...
23
Don Jones Vice President for Institutional Advancement New England Conservatory
After the First Visit, Then What? presented by Don E. Jones Vice President for Institutional Advancement New England Conse...
Overview of Philanthropy at NEC <ul><li>Finished a $115 Million Campaign – (July 2008) </li></ul><ul><ul><li>Five times th...
Getting Started <ul><li>1)  First visit :  Ask questions of the donor to </li></ul><ul><li>  gather information. </li></ul...
Getting Started <ul><li>2)  Identify the donor’s interests </li></ul><ul><ul><ul><li>Music </li></ul></ul></ul><ul><ul><ul...
Back In The Office…Next Steps <ul><li>1) Follow-up </li></ul><ul><ul><ul><li>   Determine the next steps </li></ul></ul><...
Back In The Office…Next Steps <ul><li>4)  Participation on a committee </li></ul><ul><ul><ul><li>Is there a place for the ...
Donor Scenarios 1) $100,000 (Overseer) 2) $500,000 (Alumna/Trustee) 3) $20 Million (Trustee) 31
Guiding Principles When Working With Donors 1) Willingness to take risks 2) Express your passion/caring about your institu...
DISCUSSION/Q & A
The  Wayland  Group <ul><li>Association of Fundraising Professionals </li></ul><ul><li>Massachusetts Chapter </li></ul><ul...
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AFP Conference 12 02 08 After The First Visit

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Presentation at the Association of Fundraising Professionals Conference in Boston on 12/2/08

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  • AFP Conference 12 02 08 After The First Visit

    1. 1. presenting champion patron
    2. 2. After the First Visit, Then What? Developing Winning Prospect Strategies and Keeping the Pipeline Moving Jim Kitendaugh, The Wayland Group Peter Hansen, CFRE, New Jersey Performing Arts Center Don Jones, New England Conservatory presenting champion patron
    3. 3. The Wayland Group <ul><li>Association of Fundraising Professionals </li></ul><ul><li>Massachusetts Chapter </li></ul><ul><li>2008 Conference on Philanthropy </li></ul><ul><li>After the First Visit, Then What? </li></ul><ul><li>Developing Winning Prospect Strategies and </li></ul><ul><li>Keeping the Pipeline Moving </li></ul><ul><li>December 2, 2008 </li></ul>
    4. 4. AGENDA <ul><li>I. Key Synergy and Critical Success Factors for a Successful Major Gifts Program </li></ul><ul><li>II. Panelists </li></ul><ul><ul><li>Peter Hansen, CFRE </li></ul></ul><ul><ul><li>Vice President of Development </li></ul></ul><ul><ul><li>New Jersey Performing Arts Center </li></ul></ul><ul><ul><li>Don Jones </li></ul></ul><ul><ul><li>Vice President for Institutional Advancement </li></ul></ul><ul><ul><li>New England Conservatory </li></ul></ul><ul><li>III. Discussion/Q&A </li></ul>2
    5. 5. THE “MAXIMUM GIFT” SYNERGY Leadership Development Institutional Agenda and Plans Fundraising Program 3
    6. 6. “SPINE” OF THE SOLICITATION PROCESS <ul><li>Identify and research </li></ul><ul><li>↓ </li></ul><ul><li>Assign staff and volunteer </li></ul><ul><li>↓ </li></ul><ul><li>Develop strategy </li></ul><ul><li>↓ </li></ul><ul><li>Cultivate, educate, and engage </li></ul><ul><li>↓ </li></ul><ul><li>Solicit </li></ul><ul><li>↓ </li></ul><ul><li>Acknowledge, recognize, and steward </li></ul>4
    7. 7. READINESS CHECKLIST <ul><li>Have you exposed the prospect to: </li></ul><ul><ul><li>Leadership </li></ul></ul><ul><ul><li>Donors </li></ul></ul><ul><ul><li>Mission </li></ul></ul><ul><ul><li>Program </li></ul></ul><ul><ul><li>Plans </li></ul></ul><ul><ul><ul><li>Program plans </li></ul></ul></ul><ul><ul><ul><li>Business/financial plans </li></ul></ul></ul><ul><ul><ul><li>Impact </li></ul></ul></ul>5
    8. 8. READINESS CHECKLIST <ul><li>Do you know the prospect’s: </li></ul><ul><ul><li>Motivation for giving </li></ul></ul><ul><ul><li>Personal and family objectives </li></ul></ul><ul><ul><li>Financial objectives and resources </li></ul></ul><ul><ul><li>Resonant relationships </li></ul></ul><ul><ul><li>History of giving (including to other institutions) </li></ul></ul><ul><ul><li>Content and program interests </li></ul></ul>6
    9. 9. MOVING BEYOND “MAGIC” THINKING <ul><li>Be wary of “magical” approaches/solutions </li></ul><ul><li>Focus on the fundamentals </li></ul><ul><li>Be persistent—in both program and relationships </li></ul><ul><li>“Pull” your prospects, don’t push them </li></ul><ul><li>Favor true attachment over “mere” cultivation </li></ul><ul><li>Share information as transparently as practical </li></ul><ul><li>Execute with intensity! </li></ul>7
    10. 10. Peter Hansen, CFRE Vice President of Development New Jersey Performing Arts Center
    11. 11. After the First Visit, Then What?: Developing Winning Prospect Strategies and Keeping the Pipeline Moving AFP Massachusetts Conference on Philanthropy 2008 Peter H. Hansen, CFRE 9
    12. 12. Overview Managing Prospect Pipeline <ul><li>Part art, but a great deal of science </li></ul><ul><li>Establishing & using moves management process/system </li></ul><ul><li>Layering – including volunteer leadership </li></ul><ul><li>Accountability/measurement </li></ul><ul><li>Persistence/consistency </li></ul><ul><li>Managing prospect identification – no one is born a prospect </li></ul>10
    13. 13. Moves Management <ul><li>Science = using technology to help drive process </li></ul><ul><li>System to record, track & prompt interaction with prospects </li></ul><ul><ul><li>Focus on top prospects </li></ul></ul><ul><ul><li>Cultivation/solicitation management </li></ul></ul><ul><ul><li>Action/contact management </li></ul></ul><ul><ul><li>Contact reports </li></ul></ul>11
    14. 14. 12
    15. 15. Proposal Pipeline 13
    16. 16. Action Report 14
    17. 17. Layering <ul><li>Staff prospect management process - not show & tell </li></ul><ul><ul><ul><li>Monthly prospect meeting – 30/60/90 day objectives </li></ul></ul></ul><ul><ul><ul><li>Review progress from previous month against objectives </li></ul></ul></ul><ul><ul><ul><li>Assign or re-assign prospects </li></ul></ul></ul><ul><ul><ul><li>Strategy development </li></ul></ul></ul>15
    18. 18. Layering <ul><li>Volunteer leadership </li></ul><ul><ul><ul><li>Maintain focus on top prospects </li></ul></ul></ul><ul><ul><ul><li>Once is not enough </li></ul></ul></ul><ul><ul><ul><li>Prospect management reports </li></ul></ul></ul><ul><ul><ul><li>Owning the prospect review meeting </li></ul></ul></ul><ul><li>“ Call meetings” with CEO </li></ul>16
    19. 19. Layering <ul><li>Staff visits </li></ul><ul><ul><ul><li>Coaching & strategy development </li></ul></ul></ul><ul><ul><ul><li>Research & written objectives for all visits </li></ul></ul></ul><ul><li>Jump starting activity, especially in a tough environment </li></ul><ul><ul><ul><li>Call-a-thons </li></ul></ul></ul>17
    20. 20. Accountability <ul><li>Establishing metrics </li></ul><ul><li>Measuring </li></ul><ul><li>Establishing ownership & accountability </li></ul>18
    21. 21. Prospect Activity Metrics 19
    22. 22. Prospect Activity Metrics 20
    23. 23. Persistence = Success <ul><li>Maintaining consistent & strategic focus on prospects for all </li></ul><ul><li>Understanding prospect horizon & frame of reference – 19 year cultivation </li></ul><ul><li>Bring real top prospects back to the table </li></ul><ul><li>Magic bullet is believing in & sticking with strategies </li></ul>21
    24. 24. Managing Prospect Identification No one is born a prospect <ul><li>Have a process for identifying suspects & prospects – not ad hoc </li></ul><ul><li>Feed those suspects & prospects into moves management </li></ul><ul><li>Case studies - NJPAC’s Magic 4000 & Blackbaud Analytics </li></ul>22
    25. 25. 23
    26. 26. Don Jones Vice President for Institutional Advancement New England Conservatory
    27. 27. After the First Visit, Then What? presented by Don E. Jones Vice President for Institutional Advancement New England Conservatory
    28. 28. Overview of Philanthropy at NEC <ul><li>Finished a $115 Million Campaign – (July 2008) </li></ul><ul><ul><li>Five times the amount ever raised by the School </li></ul></ul><ul><ul><li>Twenty-four million dollar plus gifts </li></ul></ul><ul><ul><li>Growth increased in every category: </li></ul></ul><ul><ul><ul><li>> Alumni > Annual Fund </li></ul></ul></ul><ul><ul><ul><li>> Three Boards > Major Gifts </li></ul></ul></ul><ul><ul><ul><li>> Parents > Principal Gifts </li></ul></ul></ul><ul><li>> Foundations > Planned Gifts </li></ul>26
    29. 29. Getting Started <ul><li>1) First visit : Ask questions of the donor to </li></ul><ul><li> gather information. </li></ul><ul><ul><ul><li>How was their NEC experience? </li></ul></ul></ul><ul><ul><ul><li>Key faculty or musical interest? </li></ul></ul></ul><ul><ul><ul><li>Are they connected with members of our Boards? If so, who? Other Boards that they may sit on? </li></ul></ul></ul><ul><ul><ul><li>Where do they vacation? Second home? </li></ul></ul></ul><ul><ul><ul><li>Children in private school? </li></ul></ul></ul><ul><ul><ul><li>Look for wealth indicators </li></ul></ul></ul>27
    30. 30. Getting Started <ul><li>2) Identify the donor’s interests </li></ul><ul><ul><ul><li>Music </li></ul></ul></ul><ul><ul><ul><li>Scholarship </li></ul></ul></ul><ul><ul><ul><li>Community service </li></ul></ul></ul><ul><ul><ul><li>A particular department </li></ul></ul></ul><ul><li>3) What piques the donor’s curiosity? </li></ul><ul><ul><ul><li>Is it the work the institution is doing in Venezuela? </li></ul></ul></ul><ul><ul><ul><li>The new science lab? </li></ul></ul></ul><ul><ul><ul><li>The new cancer center? </li></ul></ul></ul>28
    31. 31. Back In The Office…Next Steps <ul><li>1) Follow-up </li></ul><ul><ul><ul><li> Determine the next steps </li></ul></ul></ul><ul><li>2) Who should meet the person next? What event should </li></ul><ul><li>they attend? </li></ul><ul><ul><ul><li> Faculty member  Trustee </li></ul></ul></ul><ul><ul><ul><li> Key administrator  Event invitations </li></ul></ul></ul><ul><ul><ul><li> President  Prep the attendees for the meeting </li></ul></ul></ul><ul><li>3) Plug the donor into outreach efforts at the institution: </li></ul><ul><li> Email  Newsletters  Direct mail </li></ul>29
    32. 32. Back In The Office…Next Steps <ul><li>4) Participation on a committee </li></ul><ul><ul><ul><li>Is there a place for the donor on a committee? </li></ul></ul></ul><ul><ul><ul><ul><ul><li>> If so, which one? </li></ul></ul></ul></ul></ul><ul><ul><ul><li>Is this a potential Board member? </li></ul></ul></ul><ul><ul><ul><ul><ul><li>> If so, which Board? </li></ul></ul></ul></ul></ul><ul><li>5) Set up the next visit based on the information / </li></ul><ul><li>research you have gathered. </li></ul><ul><li>6) Repeat the process ( multiple times ) of connecting the </li></ul><ul><li>donor with key members of your community ( Trustees, </li></ul><ul><li>Faculty, Alumni, etc .), until it is clear the donor is </li></ul><ul><li>engaged and ready to sit down to talk seriously </li></ul><ul><li>about philanthropy. </li></ul>30
    33. 33. Donor Scenarios 1) $100,000 (Overseer) 2) $500,000 (Alumna/Trustee) 3) $20 Million (Trustee) 31
    34. 34. Guiding Principles When Working With Donors 1) Willingness to take risks 2) Express your passion/caring about your institution 3) Positive attitude 4) Use creativity 5) Be yourself – stick to your convictions 32
    35. 35. DISCUSSION/Q & A
    36. 36. The Wayland Group <ul><li>Association of Fundraising Professionals </li></ul><ul><li>Massachusetts Chapter </li></ul><ul><li>2008 Conference on Philanthropy </li></ul><ul><li>After the First Visit, Then What? </li></ul><ul><li>Developing Winning Prospect Strategies and Keeping the </li></ul><ul><li>Pipeline Moving </li></ul><ul><li>December 2, 2008 </li></ul>

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