Download - 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


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


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


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?


The Solution

Leaders

Stakeholders

Follow-through


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?


Your Questions & Solutions 1



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?


LeadershipLeadershipLeadership

Who Leads? Fundraising/Development/Advancement

Board Chair

CEO/President

Leader of function

Its the cook(s) not the recipe.

Lee Thayer & Bruce Peters


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


7 Steps to Lead

1. Give

2. Recruit Chair

3. Engage Board Trustees

4. Cooperative Focus

5. Agree Priorities

6. Top List

7. Visit


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


Who is Ready?

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


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






5. What will sustain conversations

and thanks?


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?


Who to Engage?

Care for all & engage the critical few


What Priority?

What matters most?


Action Vision

Tackle big challenges

Enthuse board trustees/leaders

Engage leaders to make impact

Focus on critical few very strategic

Relatively few larger gifts


Your Questions & Solutions








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 benchmarks of worlds best practice. 9. Review trajectory and reward improvement. 10. Reassess stakeholder engagement.


Summary Charges!?

What will you do to Make stories of value Choose and coach leaders Build a generous board Mine giving records Sustain conversations and thanks Make larger asks happen.?

30

Executive Institutional Advancement Exchange LLC 2013 www.ExecIAE.com

Suggested Resources

Rod Miller, Beyond Benchmarking Institutional Advancement in Excellence in Communicating Organizational Strategy, Albany, NY: State University of New York Press, 2001 (sample@ GOOGLE)

... Best Practices for Fundraising, The CEO Hour, WSRadio.com, 3 interview segments http://tunein.com/program/?SegmentId=35465519&ProgramId=268692 ... Major Gift Strategies that Work http://www.slideshare.net/NonprofitWebinars/major-gift-strategies-that-work-7616568 ... Why When and How the Big Gift Campaigns Work http://www.slideshare.net/NonprofitWebinars/why-when-and-how-the-big-gift-campaigns-work-7285907 ... Best Practices to Advance Planned Giving http://www.slideshare.net/NonprofitWebinars/best-practices-to-advance-planned-giving-13756501 ... Big Giving Results http://www.slideshare.net/NonprofitWebinars/big-giving-results-video ... Advancement Best Practices that Work http://www.slideshare.net/NonprofitWebinars/advancement-best-practices


Transformational AdvancementIssuesScale of NeedAdvancement Best Practices on LinkedInWhat are Best Practices?Institutional Readiness??The SolutionLeading Questions Your Questions & Solutions 1 Why?Your Questions & Solutions 2 LeadershipLeadershipLeadershipQualities to Lead? 7 Steps to LeadKeys to Lead Success = NavigateYour Questions & Solutions 3 Who is Ready?Your Questions & Solutions 4 Mine Giving RecordsYour Questions & Solutions 5 CasesQuestions??Your Questions & Solutions 6 Who to Engage?Who to Engage?What Priority?Action VisionYour Questions & Solutions Engagement Motivates Commitment Advancement Best Practices StepsSummary Charges!?Suggested Resources