Post on 05-Jul-2015
The New Thinking: Structure, Staffing, Organization and Focus
The Development Office
• Development • Maximizes Charitable Giving and Fundraising Revenues…
period!• You need money, NOT more reunions
• Alumni Relations• Keeps the school “relevant” to alumni• Is NOT about raising money• Must be intentionally “strategic”
• Fund Development First (FDF)!
• “Every organization is perfectly designed to get the results it is getting”...
• Part-Time Staffing = Part-Time Results• Strong Relationships = Large, Transformational Gifts• Data “drives” the giving “engine”• Yes, you need donor research
• Yes, you need a travel budget
Resource Appropriately
• Development Fundamentals• The “science” first, then the “art”• Data mining to identify real prospects • Annual fund as the “point of entry”• Major gift officer following a MG process (sales!)
• A note on Alumni Relations• When funded, begin strategic programming: Class Agents,
College Network, Career Network• It’s not about what the school can do for it’s alumni, but what
they can do (NOW) for the school
The Model
• Relationship Management• Data Management• Annual Giving Management• Operations• Administrative Support
The IDO (Ideal Development Office)
Strive for 1 FTE in each of these roles as a first step. The cost of this operation is in the $300,000 range. Annual unrestricted revenues on this investment should be in the $1 million plus range.
• Absent in most schools
• Go “fishing in the right pond”
• The right profile:• Goal focused
• Activity oriented
• Motivated to achieve big goals• Strong rapport building and interpersonal skills• Delivers all “products” at the right time…no silos
Major Gift (RM) Role
• 6 – 8 calls per week.
• Year 1-Budget neutral
• Year 2-Revenues = 2x cost
• Year 3-Revuenues = 3x to 4x cost