2011 Chief Institutional Advancement Officers Conference Jim Runyan February 24, 2011
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2011 Chief Institutional Advancement Officers Conference Jim Runyan February 24, 2011 Finding Answers to the Four Most Challenging Issues for Development Officers in 2011
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Finding Answers to the Four Most Challenging Issues for Development Officers in 2011. 2011 Chief Institutional Advancement Officers Conference Jim Runyan February 24, 2011. What is Your Potential. DONOR VOLUME POTENTIAL. TOTAL DOLLAR POTENTIAL. WHAT WE REALLY DO …. Impressions. - PowerPoint PPT Presentation
Transcript of 2011 Chief Institutional Advancement Officers Conference Jim Runyan February 24, 2011
2011 Chief Institutional Advancement Officers Conference
Jim RunyanFebruary 24, 2011
Finding Answers to the Four Most Challenging Issues for
Development Officers in 2011
TOTALDOLLAR
POTENTIAL
DONORVOLUME
POTENTIAL
What is Your Potential
Respond?
New Relationship
Impressions
Renewed DonorsNew Donors
Renewed?
Donate?
Active Donor Base Number of Gifts Dollar Amounts
Lapsed Donors Re-activate?
Total Annual Giving
X X
Yes No
Yes
Yes
No
Yes
Lost Opportunity
No
No
A Donor Development
Process Model
WHAT WE REALLY DO…
4 Challenging Issues
• The Challenge of Current Technologies• The Challenge of Integration• The Challenge of Aging Donors• The Challenge of Balance
The Challenge of Current Technologies
Data Acquisition
Donor Acquisition
Retention Reactivate Upgrade Cultivation Recognition Solicitation
Direct Mail
Telephone
WebSocial MediaMobile
Events
Face to Face
FUN
DRAI
SIN
G CH
ANN
ELS
FUNDRAISING FUNCTIONS
The Challenge of Integration
ENGAGEMENT CHANNELS
Social Media Mobile Email Web Mail Telephone Events Face-to-Face
Planned Giving Major Giving
Emerging GivingRecurring Giving
Annual GivingParticipation, Volunteer, Advocacy
Prospecting
DONOR DEVELOPMENT
The Continuity Factor
The Challenge of Aging Donors
The Current Reality• Average major donor 60 years or older• Most major donors graduated 30 to 40
years ago• Lack of attention to developing
emerging donors• Lack of staff to properly execute an
effective strategy
The Challenge of Balance
Today’s Development World• Strategic Analytics• Marketing• Video Production• Print/Mail• On Line Technologies• Social Media• Communication
Strategies
• Web Design and Development
• Board Development• Mid and Major Gift
Solicitation• Moves Management• Feasibility Studies• Capital Campaign
Strategies and Management
The Most Significant Filter
DECISIONS ACTIONS RESULTS
EVALUATIONMaintenance
New Decision
POINT OF VIEWExperience
Opinion
Application to Our Reality
DataDonor Activity
HistoryEnvironment
PhilosophyPursuant Way
ExperienceResearch
StrategyMessages
ConsistencyContinuity
CreativeCopy
DesignProduction
ResultsResponse
TrendsROI
The Experience Factor
• Trained/Experienced in All Areas• Trained/Experienced in Some Areas• Trained/no Experience• No Training
Balance of Focus
Direct MailEventsPlanned GivingMarketing
Capital CampaignMajor GiftsSocial MediaAcquisition
Areas of Strength
Areas of Weakness
The Power of Success
A Balanced Strategy
FurtherEnhance Areas
of Strength
StrategicAttention
to Areas ofWeakness
• Honest Assessment• Strategic Training• Impactful Coaching• Ongoing Strategic Performance
Evaluation• Outsourcing
Filling the Experience Gap
Who strategically aligns all your fundraising puzzle
pieces?
Who ties together every fundraising
option?
Comprehensive StrategiesDEVELOPING
Seek Fully Integrated Counsel
Do They Understand and Offer Capital Campaign Counsel Feasibility / Planning Studies Mid & Major Gift Solicitation Social Media Strategy Strategic Analytics Communications Technology Board Development Direct Response
Can They Provide Video Production eSolicitations Interactive Annual Reports Online Magazines Web Design & Development iPhone Apps eNewsletters Print/Mail
Respond?
Impressions
Renewed?
Donate?
Numberof Gifts
DollarAmounts
Re-activate?
ResponseRate
Number ofImpressions
LapsingRate
ConversionRate
# Gifts PerPerson
Avg. $Per Gift
RenewalRate
7 METRICS: WHAT TO DO?• Develop new programs• Identify new audiences• Leverage partnerships• Communicate impact• Communicate benefits• Ensure ease of response—no friction
• Rapid turnaround—no wasted time• Timely welcome, introduction• Build differentiation, trust
• Consistent communication• Show efficient use of funds• Communicate vision, impact
• Exciting and new (matching grant, video)• Use different mediums of engagement• Show tangible results
• Create benefits for frequent giving• Use pledges, ensure ease of fulfillment• Timely communication
• Form special projects• Create major donor programs• Offer estate planning• Execute a capital campaign
When You Are Successful• Maximize Your Fundraising Potential• Inspire Donors• Inspire and Motivate Staff• Prioritize Your Department• Prepare New Leaders• Position Your School to Fulfill It’s
Mission• Changed Lives
Helping those who do good, do better.
