This document provides an overview of moves management for non-profits. It discusses how moves management can help non-profits cultivate donor relationships, raise more funds, and improve accountability. Key aspects of moves management include having a system to direct donor outreach, commitment to donor-centered relationship building, and flexibility. The document outlines stages in the donor cultivation process from identification to stewardship. It also discusses how to develop standard and customized "moves" or outreach strategies for donors, and how to track donor progress through a moves management system.
Major gift fundraising is more productive and predictable with a structured moves management process, yet common obstacles hold many nonprofits back. Learn how to get beyond “shoulda/coulda/woulda” & seize 2012 as the year you cultivate a new level of sustainable support. Plus: take away tools & templates that let you hit the ground running, ready to make your moves in a matter of just a few hours.
The New Model of Moves Management for Effective FundraisingOrankashaw
Moves management focuses on using targeted efforts to shift influential donors from passive, one-time contributors to active members participants in the organization.
Developed by David Dunlop of Cornell University, he describes Moves Management as, "changing people's attitudes so they want to give."
Learn more about how non-profit organizations and charities can nurture long-term relationships with their key influencers by viewing the slideshow or visiting http://fundraising.avectra.com/solutions/moves-management.php.
Major gift fundraising is more productive and predictable with a structured moves management process, yet common obstacles hold many nonprofits back. Learn how to get beyond “shoulda/coulda/woulda” & seize 2012 as the year you cultivate a new level of sustainable support. Plus: take away tools & templates that let you hit the ground running, ready to make your moves in a matter of just a few hours.
The New Model of Moves Management for Effective FundraisingOrankashaw
Moves management focuses on using targeted efforts to shift influential donors from passive, one-time contributors to active members participants in the organization.
Developed by David Dunlop of Cornell University, he describes Moves Management as, "changing people's attitudes so they want to give."
Learn more about how non-profit organizations and charities can nurture long-term relationships with their key influencers by viewing the slideshow or visiting http://fundraising.avectra.com/solutions/moves-management.php.
Lisa Hoffman, Nonprofit Consultant
Whether your organization is new to individual fundraising, or has an established program, you will learn tactics and techniques critical to success in this interactive workshop. Lisa will approach the topic from a continuum perspective, beginning with finding new donors, and concluding with exquisite stewardship once they have given."
Nexus rounds out the year with recaps on all major achievements throughout 2016. Several events filled the sites with joy during the holiday season, and included support from the community.
Corporate sponsorship Solicitation Made EasyBrady Hahn
An easy to follow presentation if you are a non-profit looking to answer these types of questions:
How do we ask companies to partner?
What do we have to offer a corporate sponsor?
What are we doing wrong? We ask for support all the time, but never get it.
Companies partner once, but don’t renew. Why?
How can we be like…?
https://bloomerang.co/resources/webinars/
Tammy Zonker will show you a system for taking control of your time; establishing role clarity, priorities and performance metrics for busy fundraising pros.
Douglas Brodhead from Innoweave will share his knowledge about innovative tools and approaches that your charity can use to generate greater impact at a lower cost.
Topics to be discussed:
Learn about Innoweave
New social innovations that are helping organizations generate greater impact
The Innoweave process and how your organization can benefit
Opportunities to apply for implementation funding
Great Things from Small Beginnings: The Importance of Retaining First-Time D...Bloomerang
https://bloomerang.co/resources/speaking/
Fundraisers spend a lot of time acquiring new donors, and with good cause. However, in order to create a long-lasting relationship, the most critical gift isn’t the first; it’s the second.
In this session, Steven Shattuck of Bloomerang will make the case for why development professionals should concentrate on acquiring a donor’s second gift in order to achieve sustainable funding, high donor retention rates and high donor lifetime values.
You’ll see examples that can be implemented by any organization, whether you are a one-person shop or a large development department. The results can be astounding when put into daily use!
The Importance of Retaining First-Time Donors (And How To Do It)Bloomerang
https://bloomerang.co/resources/speaking/
Fundraisers spend a lot of time acquiring new donors, and with good cause. However, in order to create a long-lasting relationship, the most critical gift isn’t the first; it’s the second.
In this session, nonprofit technology veteran Jay Love will make the case for why development professionals should concentrate on acquiring a donor’s second gift in order to achieve sustainable funding, high donor retention rates and high donor lifetime values.
You’ll see examples that can be implemented by any organization, whether you are a one-person shop or a large development department. The results can be astounding when put into daily use!
What We Learned From Putting on a Design-a-thon Webinar SlidesHubb
We learned a LOT from the Untethered Design-a-thon, and we want to share it all with YOU! We'll dive into the data and give you an honest, behind-the-scenes view of the Design-a-thon. We'll also discuss the design thinking behind the planning and structure of the event, specifically the circle workshops. Finally, our panelists will share some of the ideas from the event that they believe will shape events going forward.
Measuring More Than Money at Your NonprofitBloomerang
https://bloomerang.co/resources/webinars/
Simone P. Joyaux, ACFRE, Adv Dip will lead an exploration of qualitative measures rather than numeric data into how we commonly measure fundraising success.
Lisa Hoffman, Nonprofit Consultant
Whether your organization is new to individual fundraising, or has an established program, you will learn tactics and techniques critical to success in this interactive workshop. Lisa will approach the topic from a continuum perspective, beginning with finding new donors, and concluding with exquisite stewardship once they have given."
Nexus rounds out the year with recaps on all major achievements throughout 2016. Several events filled the sites with joy during the holiday season, and included support from the community.
Corporate sponsorship Solicitation Made EasyBrady Hahn
An easy to follow presentation if you are a non-profit looking to answer these types of questions:
How do we ask companies to partner?
What do we have to offer a corporate sponsor?
What are we doing wrong? We ask for support all the time, but never get it.
Companies partner once, but don’t renew. Why?
How can we be like…?
https://bloomerang.co/resources/webinars/
Tammy Zonker will show you a system for taking control of your time; establishing role clarity, priorities and performance metrics for busy fundraising pros.
Douglas Brodhead from Innoweave will share his knowledge about innovative tools and approaches that your charity can use to generate greater impact at a lower cost.
Topics to be discussed:
Learn about Innoweave
New social innovations that are helping organizations generate greater impact
The Innoweave process and how your organization can benefit
Opportunities to apply for implementation funding
Great Things from Small Beginnings: The Importance of Retaining First-Time D...Bloomerang
https://bloomerang.co/resources/speaking/
Fundraisers spend a lot of time acquiring new donors, and with good cause. However, in order to create a long-lasting relationship, the most critical gift isn’t the first; it’s the second.
In this session, Steven Shattuck of Bloomerang will make the case for why development professionals should concentrate on acquiring a donor’s second gift in order to achieve sustainable funding, high donor retention rates and high donor lifetime values.
You’ll see examples that can be implemented by any organization, whether you are a one-person shop or a large development department. The results can be astounding when put into daily use!
The Importance of Retaining First-Time Donors (And How To Do It)Bloomerang
https://bloomerang.co/resources/speaking/
Fundraisers spend a lot of time acquiring new donors, and with good cause. However, in order to create a long-lasting relationship, the most critical gift isn’t the first; it’s the second.
In this session, nonprofit technology veteran Jay Love will make the case for why development professionals should concentrate on acquiring a donor’s second gift in order to achieve sustainable funding, high donor retention rates and high donor lifetime values.
You’ll see examples that can be implemented by any organization, whether you are a one-person shop or a large development department. The results can be astounding when put into daily use!
What We Learned From Putting on a Design-a-thon Webinar SlidesHubb
We learned a LOT from the Untethered Design-a-thon, and we want to share it all with YOU! We'll dive into the data and give you an honest, behind-the-scenes view of the Design-a-thon. We'll also discuss the design thinking behind the planning and structure of the event, specifically the circle workshops. Finally, our panelists will share some of the ideas from the event that they believe will shape events going forward.
Measuring More Than Money at Your NonprofitBloomerang
https://bloomerang.co/resources/webinars/
Simone P. Joyaux, ACFRE, Adv Dip will lead an exploration of qualitative measures rather than numeric data into how we commonly measure fundraising success.
What They Didn't Teach you in Fundraising SchoolAplos Software
A practical look at what goes on behind the scenes for any successful nonprofit fundraising operation. This is designed for any sized nonprofit or faith-based organization.
Development/fundraising operations are the activities that hold everything together – data management, gift processing, office procedures, and event management. Without strong operations, your development activities will flounder. Achieving strong development operations requires a balance of planning skills, time management, and even some HR skills.
This webinar will highlight:
• How to get the most out of you Donor Management/Database system.
• Gift Processing and Records Management.
• Ways to make the right investment in your fundraising operations and the overhead myth.
• The “Too much to do and not enough time” dilemma.
Managing Major Gifts Using Moves Management4Good.org
Moves management is a process whereby you can move your constituents from prospects to donors. This webinar will define the moves management stages, suggest ways you can enhance your data to make the process easier and more streamlined, and help you mine your data to learn more about your base.
Heller Consulting & Stayclassy's Webinar on Engaging New & Casual DonorsHeller Consulting
Slides from the webinar that Stayclassy and Heller Consulting presented on March 27th, 2014 on how to engage both new and casual donors. Nonprofit organizations can expect to learn about how to more efficiently communicate with donors and how to strategize and plan a year-long engagement calendar for your organization.
Recruiting and Building a Strong and Effective BoardBloomerang
https://bloomerang.co/resources/webinars/
Today more than ever nonprofits boards are expected to raise significant amounts of money. Join Keith Curtis and Jay Love for a discussion on nonprofit boards. Keith’s extensive work with nonprofits over the past 30 years has provided the opportunity to interact with a wide variety of nonprofit boards of different sizes and levels of experience.
Rethinking Empowerment to Create a Dynmanic TeamAndrew Cheung
Our Credo & Beliefs for Team Effectiveness
Empowered Employees & Teams
Types of Decision Making
Setting Decision-Making Boundaries
Clearly Defined Boundaries
The goal for week 1 is to help each individual walk away with the knowledge to have conversations about money that you know will add to your bottom line. To do so, you will learn skills such as how to have a money mindset, value-based selling, and being comfortable asking for what you are worth. It is important to know how to build a profitable, sustainable business model where you can pay yourself, know when/how to raise prices, and discount strategically.
Building a High-Performing Major Gifts Program: Overcome the 5 Hurdles That A...Bloomerang
https://bloomerang.co/resources/webinars/
Gail Perry, MBA, CFRE will help you get your board and team on board to generate game-changing major gifts for your organization.
Ratings, Overhead, and Measuring Impact: How to Use Your Social Sector Excell...Bloomerang
https://bloomerang.co/resources/webinars/
Richard Neustedter of Nonprofit Financial Specialists, and Barbara O’Reilly, CFRE of Windmill Hill Consulting, will lead an in-depth look at how to combine factors like ratings, overhead, impact into strategic donor communications that showcase qualitative and quantitative results and vision to retain current donors and attract new ones.
How to engage with your donors donor engagement cycleDonorbox
Whether you are a newbie in fundraising or a seasoned expert, you probably know that the key to successful fundraising lies in building relationships.
When a donor is engaged with a nonprofit organization, they are much more likely to donate again and again (and give in other ways too).
August BPN - Professional Development: Using Your Skills to Get Ahead and Hel...VolunteerMatch
As a corporate responsibility professional, you understand the importance of focusing on complex social issues and creating social change. But what about creating positive change in yourself to gain a wider and deeper perspective of your role and the overall work of your company? Learn how to step out of your comfort zone to gain professional development and how pro bono volunteering can be the answer for employee volunteerism.
In this month’s Best Practice Network (BPN) Webcast, hosted by ACCP, we’ll hear from two thought-leaders in volunteerism and professional development. Katherine Campbell, Executive Director at Council for Certification in Volunteer Administration (CCVA), manages professional credentialing programs for leaders of volunteers. Amanda MacArthur, Vice President of Global Pro Bono & Engagement at PYXERA Global, designs and implements corporate social responsibility programs for the public and private sector focused on skills-based volunteerism. Both have extensive backgrounds in designing volunteer programs that benefit the organization, company, and individual. Register now!
Amanda MacArthur & Katherine Campbell are authors in VolunteerMatch’s new book Volunteer Engagement 2.0: Ideas and Insights Changing the World. They are just 2 of the 35 volunteer engagement experts sharing their knowledge on what’s next in volunteer engagement.
Book details: http://bit.ly/1HsI5tQ
Connector Corner: Automate dynamic content and events by pushing a buttonDianaGray10
Here is something new! In our next Connector Corner webinar, we will demonstrate how you can use a single workflow to:
Create a campaign using Mailchimp with merge tags/fields
Send an interactive Slack channel message (using buttons)
Have the message received by managers and peers along with a test email for review
But there’s more:
In a second workflow supporting the same use case, you’ll see:
Your campaign sent to target colleagues for approval
If the “Approve” button is clicked, a Jira/Zendesk ticket is created for the marketing design team
But—if the “Reject” button is pushed, colleagues will be alerted via Slack message
Join us to learn more about this new, human-in-the-loop capability, brought to you by Integration Service connectors.
And...
Speakers:
Akshay Agnihotri, Product Manager
Charlie Greenberg, Host
Builder.ai Founder Sachin Dev Duggal's Strategic Approach to Create an Innova...Ramesh Iyer
In today's fast-changing business world, Companies that adapt and embrace new ideas often need help to keep up with the competition. However, fostering a culture of innovation takes much work. It takes vision, leadership and willingness to take risks in the right proportion. Sachin Dev Duggal, co-founder of Builder.ai, has perfected the art of this balance, creating a company culture where creativity and growth are nurtured at each stage.
LF Energy Webinar: Electrical Grid Modelling and Simulation Through PowSyBl -...DanBrown980551
Do you want to learn how to model and simulate an electrical network from scratch in under an hour?
Then welcome to this PowSyBl workshop, hosted by Rte, the French Transmission System Operator (TSO)!
During the webinar, you will discover the PowSyBl ecosystem as well as handle and study an electrical network through an interactive Python notebook.
PowSyBl is an open source project hosted by LF Energy, which offers a comprehensive set of features for electrical grid modelling and simulation. Among other advanced features, PowSyBl provides:
- A fully editable and extendable library for grid component modelling;
- Visualization tools to display your network;
- Grid simulation tools, such as power flows, security analyses (with or without remedial actions) and sensitivity analyses;
The framework is mostly written in Java, with a Python binding so that Python developers can access PowSyBl functionalities as well.
What you will learn during the webinar:
- For beginners: discover PowSyBl's functionalities through a quick general presentation and the notebook, without needing any expert coding skills;
- For advanced developers: master the skills to efficiently apply PowSyBl functionalities to your real-world scenarios.
GDG Cloud Southlake #33: Boule & Rebala: Effective AppSec in SDLC using Deplo...James Anderson
Effective Application Security in Software Delivery lifecycle using Deployment Firewall and DBOM
The modern software delivery process (or the CI/CD process) includes many tools, distributed teams, open-source code, and cloud platforms. Constant focus on speed to release software to market, along with the traditional slow and manual security checks has caused gaps in continuous security as an important piece in the software supply chain. Today organizations feel more susceptible to external and internal cyber threats due to the vast attack surface in their applications supply chain and the lack of end-to-end governance and risk management.
The software team must secure its software delivery process to avoid vulnerability and security breaches. This needs to be achieved with existing tool chains and without extensive rework of the delivery processes. This talk will present strategies and techniques for providing visibility into the true risk of the existing vulnerabilities, preventing the introduction of security issues in the software, resolving vulnerabilities in production environments quickly, and capturing the deployment bill of materials (DBOM).
Speakers:
Bob Boule
Robert Boule is a technology enthusiast with PASSION for technology and making things work along with a knack for helping others understand how things work. He comes with around 20 years of solution engineering experience in application security, software continuous delivery, and SaaS platforms. He is known for his dynamic presentations in CI/CD and application security integrated in software delivery lifecycle.
Gopinath Rebala
Gopinath Rebala is the CTO of OpsMx, where he has overall responsibility for the machine learning and data processing architectures for Secure Software Delivery. Gopi also has a strong connection with our customers, leading design and architecture for strategic implementations. Gopi is a frequent speaker and well-known leader in continuous delivery and integrating security into software delivery.
State of ICS and IoT Cyber Threat Landscape Report 2024 previewPrayukth K V
The IoT and OT threat landscape report has been prepared by the Threat Research Team at Sectrio using data from Sectrio, cyber threat intelligence farming facilities spread across over 85 cities around the world. In addition, Sectrio also runs AI-based advanced threat and payload engagement facilities that serve as sinks to attract and engage sophisticated threat actors, and newer malware including new variants and latent threats that are at an earlier stage of development.
The latest edition of the OT/ICS and IoT security Threat Landscape Report 2024 also covers:
State of global ICS asset and network exposure
Sectoral targets and attacks as well as the cost of ransom
Global APT activity, AI usage, actor and tactic profiles, and implications
Rise in volumes of AI-powered cyberattacks
Major cyber events in 2024
Malware and malicious payload trends
Cyberattack types and targets
Vulnerability exploit attempts on CVEs
Attacks on counties – USA
Expansion of bot farms – how, where, and why
In-depth analysis of the cyber threat landscape across North America, South America, Europe, APAC, and the Middle East
Why are attacks on smart factories rising?
Cyber risk predictions
Axis of attacks – Europe
Systemic attacks in the Middle East
Download the full report from here:
https://sectrio.com/resources/ot-threat-landscape-reports/sectrio-releases-ot-ics-and-iot-security-threat-landscape-report-2024/
Key Trends Shaping the Future of Infrastructure.pdfCheryl Hung
Keynote at DIGIT West Expo, Glasgow on 29 May 2024.
Cheryl Hung, ochery.com
Sr Director, Infrastructure Ecosystem, Arm.
The key trends across hardware, cloud and open-source; exploring how these areas are likely to mature and develop over the short and long-term, and then considering how organisations can position themselves to adapt and thrive.
Search and Society: Reimagining Information Access for Radical FuturesBhaskar Mitra
The field of Information retrieval (IR) is currently undergoing a transformative shift, at least partly due to the emerging applications of generative AI to information access. In this talk, we will deliberate on the sociotechnical implications of generative AI for information access. We will argue that there is both a critical necessity and an exciting opportunity for the IR community to re-center our research agendas on societal needs while dismantling the artificial separation between the work on fairness, accountability, transparency, and ethics in IR and the rest of IR research. Instead of adopting a reactionary strategy of trying to mitigate potential social harms from emerging technologies, the community should aim to proactively set the research agenda for the kinds of systems we should build inspired by diverse explicitly stated sociotechnical imaginaries. The sociotechnical imaginaries that underpin the design and development of information access technologies needs to be explicitly articulated, and we need to develop theories of change in context of these diverse perspectives. Our guiding future imaginaries must be informed by other academic fields, such as democratic theory and critical theory, and should be co-developed with social science scholars, legal scholars, civil rights and social justice activists, and artists, among others.
JMeter webinar - integration with InfluxDB and GrafanaRTTS
Watch this recorded webinar about real-time monitoring of application performance. See how to integrate Apache JMeter, the open-source leader in performance testing, with InfluxDB, the open-source time-series database, and Grafana, the open-source analytics and visualization application.
In this webinar, we will review the benefits of leveraging InfluxDB and Grafana when executing load tests and demonstrate how these tools are used to visualize performance metrics.
Length: 30 minutes
Session Overview
-------------------------------------------
During this webinar, we will cover the following topics while demonstrating the integrations of JMeter, InfluxDB and Grafana:
- What out-of-the-box solutions are available for real-time monitoring JMeter tests?
- What are the benefits of integrating InfluxDB and Grafana into the load testing stack?
- Which features are provided by Grafana?
- Demonstration of InfluxDB and Grafana using a practice web application
To view the webinar recording, go to:
https://www.rttsweb.com/jmeter-integration-webinar
Slack (or Teams) Automation for Bonterra Impact Management (fka Social Soluti...Jeffrey Haguewood
Sidekick Solutions uses Bonterra Impact Management (fka Social Solutions Apricot) and automation solutions to integrate data for business workflows.
We believe integration and automation are essential to user experience and the promise of efficient work through technology. Automation is the critical ingredient to realizing that full vision. We develop integration products and services for Bonterra Case Management software to support the deployment of automations for a variety of use cases.
This video focuses on the notifications, alerts, and approval requests using Slack for Bonterra Impact Management. The solutions covered in this webinar can also be deployed for Microsoft Teams.
Interested in deploying notification automations for Bonterra Impact Management? Contact us at sales@sidekicksolutionsllc.com to discuss next steps.
DevOps and Testing slides at DASA ConnectKari Kakkonen
My and Rik Marselis slides at 30.5.2024 DASA Connect conference. We discuss about what is testing, then what is agile testing and finally what is Testing in DevOps. Finally we had lovely workshop with the participants trying to find out different ways to think about quality and testing in different parts of the DevOps infinity loop.
Neuro-symbolic is not enough, we need neuro-*semantic*Frank van Harmelen
Neuro-symbolic (NeSy) AI is on the rise. However, simply machine learning on just any symbolic structure is not sufficient to really harvest the gains of NeSy. These will only be gained when the symbolic structures have an actual semantics. I give an operational definition of semantics as “predictable inference”.
All of this illustrated with link prediction over knowledge graphs, but the argument is general.
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
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.
6. When Asked, Donors Say
“YES”
Give Again
“YES”
Increase
Amount
From Donor Centered Fundraising, by Penelope Burke
7. 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
8. 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
9. 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
10. 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
11. 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
12. 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
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
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
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
16. 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.
18. 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
19. 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
20. 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
21. 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
31. 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
32. Triggers to Move Forward
Cultivation Milestones & Making Progress
33. 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%
34. 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%
35. 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%
36. 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%
37. 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%
38. 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%
39. 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
40. • 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
41. 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?
52. 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?
61. Moves Plan – James & Kayla Martin
Stage Planned Moves Who?
Identification
Qualification
Cultivation
Solicitation
Negotiation
Stewardship
62. 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
63. • 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
64. • 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
65. 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