Advancement Best Practices That Work

Advancement Best Practices that Work

Rod Miller, Founder Executive Institutional Advancement Exchange

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

2 Executive Institutional Advancement Exchange LLC 2011

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

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

Best = Maximize Potential

Conventional

or

Exceptional


ROI Priorities

1. Reposition Strategy.

2. Organize Interpersonal Communication Process.

3. Integrate Priority Behavior.

100-day Plan-to-Execution

Executive Institutional Advancement Exchange LLC 2011 www.ExecIAE.com 5

Assumptions

100-day Plan to Execution

Agree Institutional Advancement. Assure cash-flow, cash-flow, cash-flow.

Sustain substantial growth.

Maximize success through realistic goals.


it's the way a thing's done that makes it right or

wrong.

Augustus Saint-Gaudens

7 www.ExecIAE.com

All about Values

Astute leaders make it known that the donor-investors wishes rule. How much stakeholders feel engaged in advancing the added value of

the enterprise is largely what drives stakeholder commitment.

Executive Institutional Advancement Exchange LLC 2011 www.ExecIAE.com

30+ Leaders Success Strategies

1. Align board, senior leaders and teams.

2. Concentrate on major undertakings.

3. Facilitate international reputation.

4. Catalyze knowledge use and innovation.

5. Grow financial flexibility of leader.


Strategy 1 : Align Collaborative Team

What each values How to engage

stakeholders What actions move big

opportunities forward


DiagnoseDo

Talk with key stakeholders.

Identify opportunities.

Ask who might help.

Clarify capacity & networks.

Focus on assets.

Estimate community benefits.


Agree

Which community needs to serve How to meet needs

What steps to improve relationships

How to engage collaborators to advance mission


Set Tactics for ROI

Discover new key stakeholders.

Recruit right leaders.

Empower communication.

Grow the annual fund/mega-gifts.

Assure follow-through.


Discover New Key Stakeholders

Big Money Runs Downhill. Approach the truly financial/philanthropic leaders.

Access networks.

Discover who cares. Share stories and highlight success.

Acknowledge whats yet to do.

Project the future feet on the ground eyes on the stars.


Recruit Right Leaders

Agree candidate qualities. Wealth, wisdom, work and wallop Volunteer chair potential

CEO & board trustee to recruit Chair > next.

Executive Institutional Advancement Exchange LLC 2011 www.ExecIAE.com

Empower Communication

Pertinent & Quick

Ask what stakeholders value.

Assess performance.

Analyze own/other performance.

Adjust to close gaps against expectations.


Grow the Annual Fund/Mega-gifts

List

Class-notes

Find resonance

Peer-engagement

Ask directly (+3 other tones of voice)

Acquisition, renewal and upgrade


Assure Follow-through

Build collaboration: 360-degree Communication Technology, marketing, communication, solicitation, analytics, finance

Predictive targets (profile/potential/geography).

Set initial engagement/solicitations.

Establish performance metrics.

Interpret analytics to refine next solicitations.


Strategy 2: Major Undertakings

Tackle bold initiatives.

Deliver virtuosity = beyond excellence.

Choose carefully which needs to address.

Focus on the stars.

Follow-through.

Provide lasting community impact.

Build long-term relationships.


Strategy 3: International Reputation

Find unique output.

Accomplish the difficult.

Touch peoples lives.

Attract the best (younger) minds.

Secure support for important community needs.


Strategy 4: Catalyze Innovation

You have just heard four of the best reasons to endow a

scholarship program at...

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Strategy 5: Grow Financial Flexibility

Re-conceive all services as revenue raising.

Expect realistic Philanthropy growth.

Engage stakeholder with her/his greatest interest.


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.


Conclusion

Strategy Envision a better future. Process Build pathways for teams of the right board

trustees, program leaders and staff professionals to set the pace.

Behaviors Make connecting conversations happen on big

opportunities every day.


Suggested Resources

Kay Sprinkel Grace, Beyond Fund Raising: New Strategies for Nonprofit Innovation and Investment, New York: John Wiley, 1997 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://wceoradio.typepad.com/archives/2011/07/2011-07-151.html#axzz1UAIssI9D ... Major Gift Strategies that Work http://www.slideshare.net/NonprofitWebinars/major-gift-strategies-that-work-7616568 ... Planned Giving Strategies that Work http://www.slideshare.net/NonprofitWebinars/planned-giving-strategies-that-work ... Why When and How the Big Gift Campaigns Work http://www.slideshare.net/NonprofitWebinars/why-when-and-how-the-big-gift-campaigns-work-7285907

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Advancement Best Practices that WorkAdvancement Best Practices on LinkedInWhat Are Best Practices? Best = Maximize PotentialROI PrioritiesAssumptionsSlide Number 7All about Values30+ Leaders Success StrategiesStrategy 1 : Align Collaborative TeamDiagnoseDoAgreeSet Tactics for ROIDiscover New Key StakeholdersRecruit Right LeadersEmpower CommunicationGrow the Annual Fund/Mega-gifts Assure Follow-throughStrategy 2: Major UndertakingsStrategy 3: International ReputationStrategy 4: Catalyze InnovationStrategy 5: Grow Financial FlexibilityAdvancement Best Practices StepsConclusionSuggested Resources

Advancement Best Practices That Work

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