Moves Management Draft

Tuesday, June 11 and Thursday, June 13, 2013

Join the conversation: #movesmanagement @AccuFundCRM

@LaValB

Monitor. Track. Built. Repeat.

Exploring the Disciplines of

Successful Major Gift Fundraising

with Moves Management

WELCOME.

LaVal Brewer, President of LaVal Brewer Consulting Nonprofit Management, Nonprofit Consulting and Major Gift Fundraising Experience.

Sarah Finley, AccuFund CRM Product Manager, AccuFund Higher Ed. Development and CRM Management Experience

MAJOR GIFT FUNDRAISING WITH MOVES MANAGEMENT DEFINITION:

The system of policies, procedures, and practices that directs the actions a nonprofit takes to identify donors, grow relationships, and generate major gifts.

MAJOR GIFT FUNDRAISING GENERAL STATISTICS:

• Corporations & foundations are easier to target for major gifts, but 4 out of 5 gifts (80%) were given by individuals or household donors in 2011 totaling $217.79 billion.*

• The top 30 most recent gifts given by individuals in 2013 equal $311.2 million. **

• Major gifts range from $1M - $35M.

• Donated to higher education, museums, hospitals, community foundations and medical research around the country.

*Giving USA, a report compiled annually by the American Association of Fundraising Counsel

** The Chronicle of Philanthropy, America’s Top Donors

WHAT MAKES MAJOR GIFT FUNDRAISING WITH MOVES MANAGEMENT SUCCESSFUL? 1. Prioritize & Balance your

Fundraising Initiatives 2. Identify & Define your Existing

Assets 3. Utilize an Electronic System 4. Establish your ‘Moves Manager’ 5. A Culture of Philanthropy 6. The ASK

KEYS TO SUCCESS

1. Prioritize & Balance your Fundraising Initiatives

2. Identify & Define your Existing Assets

3. Utilize an Electronic System 4. Establish your ‘Moves Manager’ 5. A Culture of Philanthropy 6. The ASK

Prioritize & Balance

The strive for fundraising success is derived from development efforts, and the balance of those efforts

Special Events Major Gifts Annual Gifts Board Gifts / Solicitation Online Giving Grants

Because of staff size or readily available resources, most organizations can’t preform all these efforts at once, therefore prioritizing & balancing these efforts is a must.


80/20 Rule 80% of all giving is contributed by 20% of your donors.

Major Gift Fundraising has the potential to provide the most return for your efforts. Major gift fundraising can decrease overall fundraising costs.

One major gift can be less time consuming and more cost effective than coordinating an event to receive 50 smaller gifts.

How much time should be devoted to major gift fundraising? Your role and organization size will determine how much

of your time should be spent with major gift fundraising compared to other development efforts.


16%

32% 33%

19%

What are our audience’s major gift fundraising goals?

To initiate a major giftfundraising program.

To strengthen our currentmajor gift fundraisingprocess.

To increase the number ofmajor donors.

To increase the averagemajor gift amount.

Other Responses: • Changing major gift levels • Proactive involvement from staff & board • Formalize the Moves Management Program

KEYS TO SUCCESS



3. Utilize an Electronic System

4. Establish your ‘Moves Manager’

5. A Culture of Philanthropy

6. The ASK

Identify & Define Assets

Do you have: Strong board support

Experienced fundraising team members (Usually this is the CEO)

A CEO that values fundraising as a key component of their professional success

Successful programs that positively impact the community

Team members that keep your organization prepared and current


21%

34%

13%

32%

How many years of major gift fundraising experience does our audience have?

None

1-3Years

4-6Years

7+ Years


13%

66% 1-2

Members

11%

4% 6-10 Members

6% 11+ Members

How many staff members are actively engaged with major gift fundraising at your organization?

None

1-2 Members

3-5 Members

6-10 Members

11+ Members

None

2-5 Members


After identifying organizational assets, as a team, determine how to utilize the current assets for your major gifts plan.

Identify and develop additional assets needed for success. Database

Board Involvement

Training

Weekly Meetings

KEYS TO SUCCESS






6. The ASK

Utilize an Electronic CRM System By utilizing an electronic CRM (constituent

relationship management) system for your major gift fundraising, you’re giving yourself and your team a valuable tool set and tangible asset. Reporting, Dashboards & Forecasting

capabilities Track and visualize

the relationships & affiliations of your major donor prospects

History of event attendance, direct mail, other donations, etc…

Points of contact and communication history ‘Ticklers’ or Reminder Notes for key relationship building

opportunities Enables team members to collaborate effectively &

efficiently

Utilize an Electronic CRM

0.00%

20.00%

40.00%

60.00%

80.00%

Yes No

76.92%

23.08%

Are you utilizing an electronic CRM system for

donor management/ tracking?

0.00%

10.00%

20.00%

30.00%

40.00%

50.00%

60.00%

70.00%

Yes No

65.38%

34.62%

Are you using an electronic CRM to track major gift fundraising activities?

Utilize an Electronic CRM System Reporting & Dashboard

‘Must Haves’ Staff Activity

Call Logs, Email Activity

Potential major gift stages Monitor progress of the

potential major gifts by the moves management stages they are in

Major donor prospect ratings Monitor contacts that have

been identified as a potential major donor

CY or FY major gift fundraising goal and progress of meeting that goal

Utilize an Electronic CRM System Relationship Tracking

Track the relationships that already exist among your constituents and potential major donors

Relationship tracking is another important asset to equip your organization with for major gift fundraising

With a cloud based CRM, you can even access your database from mobile devices to: Add or update notes after on-site prospect visits Sync notes for in-office staff viewing View reports and dashboards on-the-go

KEYS TO SUCCESS





5. A Culture of Philosophy

6. The ASK

The Moves Manager

Define the Moves Manager within your organization

Moves Manager = Database Manager Strategist

Focused & goal orientated

Proficient with the Moves Management system

Familiar with current donor prospects

Ensures the electronic system is utilized correctly & integrity of data is sound

KEYS TO SUCCESS






6. The ASK

A Culture of Philanthropy Successful major gift

fundraising is embraced by each team member within the organization. main responsibility in most

organizations lies on the shoulders of CEO and Development teams.

By developing a major gift plan that identifies, cultivates, and manages donors - you will make it easier for every member of your team to participate.

What would you do if James Cameron was a personal connection and shared the passion of your mission?

A Culture of Philanthropy

CEO Major Gift Officers Director of Development

Board Members Administrative Assistants Volunteers Program Participants

• Working as a whole will return greater results and effective fundraising.

• Each team member has unique relationships and networks that can be ‘tapped’ for potential major donors.

You are all working towards and supporting one mission

KEYS TO SUCCESS






6. The ASK

The ASK. Timing is Everything.

Asking too early may result in a smaller gift than expected, or no gift at all in some cases.

Asking too late may result in a large gift that could have been received earlier, or even a relationship that is not tied to the organization and its’ mission.

The ASK. Panas PEG Chart

Low

F

inan

cial

Cap

acit

y

Hig

h 6

5

4

3

2

1

1 2 3 4 5 6

Low Inclination/Interest to Give High

THANK YOU.

Monitor. Track. Built. Repeat.

Exploring the Disciplines of

Successful Major Gift

Fundraising with Moves

Management

www.accufund.com/moves2013

Moves Management Draft

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