Transformational Advancement

download Transformational Advancement

of 31

  • date post

    10-Oct-2015
  • Category

    Documents

  • view

    37
  • download

    0

Embed Size (px)

description

How deeply should the CEO and board trustees of a nonprofit be involved in fundraising? Apparently still a question for some! Transformational advancement is all about leaders…leaders…leaders!

Transcript of Transformational Advancement

  • Transformational Advancement

    Rod Miller, Founder Executive Institutional Advancement Exchange

    www.ExecIAE.com

  • Issues

    Leaders Faulted

    Quality Shortage

    Not Part of a Team

    All Aboard

    Change Conditions UnderDeveloped: A National Study of Challenges Facing Nonprofit Fundraising CompassPoint Nonprofit Services & Evelyn and Walter Haas, Jr. Fund

    2 Executive Institutional Advancement Exchange LLC 2013 www.ExecIAE.com

  • Scale of Need

    25% nonprofit leaders fired previous FR

    50% chief fundraisers plan to leave jobs

    > 50% CEOs unable to find FR staff

    Development director vacancies UnderDeveloped: A National Study of Challenges Facing Nonprofit Fundraising CompassPoint Nonprofit Services & Evelyn and Walter Haas, Jr. Fund

    3 Executive Institutional Advancement Exchange LLC 2013 www.ExecIAE.com

  • Advancement Best Practices on LinkedIn

    Why, when and how to plan and execute best practices for institutional advancement - share insights, ideas and creative

    ways to transform advancement efforts.

    For board trustees, CEOs and leaders with vision and commitment to best practices for growing revenue,

    philanthropy and marketing impact.

    http://www.linkedin.com/groups?gid=3874810

    4 Executive Institutional Advancement Exchange LLC 2013 www.ExecIAE.com

  • What are Best Practices?

    A best practice is a method, process, activity, incentive, or reward that is believed to be more effective at delivering a particular outcome than any other technique, method, process, etc. when applied to a particular condition or circumstance

    ... en.wikipedia.org/wiki/Best practices

    Beyond Conventional to Accomplish the Exceptional (Virtuoso)!

    Best = Maximize Potential

    5 Executive Institutional Advancement Exchange LLC 2013 www.ExecIAE.com

  • Institutional Readiness??

    1. Why does the institution exist?

    2. What major new initiatives for a better world are being pursued?

    3. Can you list the well-networked board trustees?

    4. Is the institutional leader truly engaged in walking the talk to lead fundraising?

    5. What quantity and quality of conversations with stakeholders?

    6. Who makes larger investments/donations? Why?

    7. What's been raised previously versus targets?

    8. What specifically do the CEO and (which) board trustees do in fundraising?

    9. Whats the experience and capacity of potential board trustees and other donors?

    6 Executive Institutional Advancement Exchange LLC 2013 www.ExecIAE.com

  • The Solution

    Leaders

    Stakeholders

    Follow-through

    7 Executive Institutional Advancement Exchange LLC 2013 www.ExecIAE.com

  • Leading Questions

    1. What are your stories of value?

    2. How will you choose and coach leaders (especially Chair/CEO)?

    3. What will build a generous board?

    4. How to mine giving records?

    5. What will sustain conversations and thanks?

    6. When will you make larger asks happen?

    8 Executive Institutional Advancement Exchange LLC 2013 www.ExecIAE.com

  • Your Questions & Solutions 1

    1. What are your stories of value?

    9 Executive Institutional Advancement Exchange LLC 2013 www.ExecIAE.com

  • Why?

    One Hollywood producer used to say If you cant write your idea on the back of my calling card, you dont have a clear idea.

    - David Belasco

    Who benefits? How?

    10 Executive Institutional Advancement Exchange LLC 2013 www.ExecIAE.com

  • Your Questions & Solutions 2

    1. What are your stories of value?

    2. How will you choose and coach leaders (especially Chair/CEO)?

    11 Executive Institutional Advancement Exchange LLC 2013 www.ExecIAE.com

  • LeadershipLeadershipLeadership

    Who Leads? Fundraising/Development/Advancement

    Board Chair

    CEO/President

    Leader of function

    Its the cook(s) not the recipe.

    Lee Thayer & Bruce Peters

    12 Executive Institutional Advancement Exchange LLC 2013 www.ExecIAE.com

  • Qualities to Lead?

    Consistency and timeliness of follow-up Persistent discovery and visits Contact with new prospective donors Regularly ask how actions advance the

    institution Actions as a player-coach and mentor Reducing the time required to get the gift Matching prospect interests to the

    institutional priorities Agreed activity schedules to involve leaders Assured accurate record of stakeholder

    contact Increased personal interaction of stakeholders

    with institutional leaders

    13 Executive Institutional Advancement Exchange LLC 2013 www.ExecIAE.com

  • 7 Steps to Lead

    1. Give

    2. Recruit Chair

    3. Engage Board Trustees

    4. Cooperative Focus

    5. Agree Priorities

    6. Top List

    7. Visit

    14 Executive Institutional Advancement Exchange LLC 2013 www.ExecIAE.com

  • Keys to Lead Success = Navigate

    Board trustee involvement in giving and raising money

    President/CEO's engagement in fund raising

    Advanced age of largest, closest constituency

    Sufficient staffing and technology High annual fund giving Institutional funding and support

    for advancement Accurate data Major-gift and planned-giving

    expertise and programming

    15 Executive Institutional Advancement Exchange LLC 2013 www.ExecIAE.com

  • Your Questions & Solutions 3

    1. What are your stories of value?

    2. How will you choose and coach leaders (especially Chair/CEO)?

    3. What will build a generous board?

    16 Executive Institutional Advancement Exchange LLC 2013 www.ExecIAE.com

  • Who is Ready?

    Maximize advancement! Access = Open door Capacity = Resources & Philanthropy Emotional Connection = Match to mission

    17 Executive Institutional Advancement Exchange LLC 2013 www.ExecIAE.com

  • Your Questions & Solutions 4

    1. What are your stories of value?

    2. How will you choose and coach leaders (especially Chair/CEO)?

    3. What will build a generous board?

    4. How to mine giving records?

    18 Executive Institutional Advancement Exchange LLC 2013 www.ExecIAE.com

  • Mine Giving Records

    Know Your Individual Constituents In Detail

    Affiliation: Alumnus/a, Parent, Grateful Patient,

    Community, Volunteer, Staff.

    5-year Giving History: Total Giving, Number of Gifts,

    Largest Gift, Most Recent Gift, Designation of Gifts.

    Source of Gift: Mail, Online, Personal Solicitation.

    Outsource Databased Analysis, if Necessary!

    19 Barbara Berglund Communications, Inc 2012

  • Your Questions & Solutions 5

    1. What are your stories of value?

    2. How will you choose and coach leaders (especially Chair/CEO)?

    3. What will build a generous board?

    4. How to mine giving records?

    5. What will sustain conversations

    and thanks?

    20 Executive Institutional Advancement Exchange LLC 2013 www.ExecIAE.com

  • CasesQuestions??

    What matters most? Conversations What more can we do together?

    What income will advance the institution?

    Where would you like to go from here?

    21 Executive Institutional Advancement Exchange LLC 2013 www.ExecIAE.com

  • Your Questions & Solutions 6

    1. What are your stories of value?

    2. How will you choose and coach leaders (especially Chair/CEO)?

    3. What will build a generous board?

    4. How to mine giving records?

    5. What will sustain conversations and thanks?

    6. When will you make larger asks happen?

    22 Executive Institutional Advancement Exchange LLC 2013 www.ExecIAE.com

  • Who to Engage?

    Care for all & engage the critical few

    23 Executive Institutional Advancement Exchange LLC 2011 www.ExecIAE.com

  • Who to Engage?

    Care for all & engage the critical few

    24 Executive Institutional Advancement Exchange LLC 2011 www.ExecIAE.com

  • What Priority?

    What matters most?

    25 Executive Institutional Advancement Exchange LLC 2013 www.ExecIAE.com

  • Action Vision

    Tackle big challenges

    Enthuse board trustees/leaders

    Engage leaders to make impact

    Focus on critical few very strategic

    Relatively few larger gifts

    26 Executive Institutional Advancement Exchange LLC 2013 www.ExecIAE.com

  • Your Questions & Solutions

    1. What are your stories of value?

    2. How will you choose and coach leaders (especially Chair/CEO)?

    3. What will build a generous board?

    4. How to mine giving records?

    5. What will sustain conversations and thanks?

    6. When will you make larger asks happen?

    27 Executive Institutional Advancement Exchange LLC 2013 www.ExecIAE.com

  • Engagement Motivates Commitment

    28 Source: Josh Freedman (2009) The Motivation Iceberg www.6Seconds.org

  • Advancement Best Practices Steps

    1. Assess values, case, needs, goals and resources. 2. Review advancement strategy, process and behavior on-site. 3. Benchmark internally. 4. Engage new, key stakeholders. 5. Select and empower right leaders. 6. Sign-onto ROI performance: outputs, process and behaviors. 7. Establish pertinent, high-speed follow-through. 8. Reference benchmar