Advancement Best Practices
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Transcript of Advancement Best Practices
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Advancement Best Practices that Work
Rod Miller
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Today’s Speaker
Rod Miller CEO,
Executive Institutional Advancement Exchange
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Advancement Best Practices that Work
Rod Miller, CEO
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
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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
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“Best” = Maximize Potential
Conventional
or
Exceptional
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ROI Priorities
1. Reposition Strategy.
2. Organize Interpersonal Communication Process.
3. Integrate Priority Behavior.
100-day Plan-to-Execution
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Assumptions
100-day Plan to Execution
• Agree “Institutional Advancement.”
• Assure cash-flow, cash-flow, cash-flow.
• Sustain substantial growth.
• Maximize success through realistic goals.
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“…it's the way a thing's done that makes it right or wrong.”
Augustus Saint-Gaudens
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All about Values
• Astute leaders make it known that the donor-investor’s wishes rule.
• How much stakeholders feel engaged in advancing the added value of the enterprise is largely what drives stakeholder commitment.
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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.
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Strategy 1 : Align Collaborative Team
• What each values
• How to engage stakeholders
• What actions move big opportunities forward
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Diagnose…Do
• Talk with key stakeholders.
• Identify opportunities.
• Ask who might help.
• Clarify capacity & networks.
• Focus on assets.
• Estimate community benefits.
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Agree
• Which community needs to serve
• How to meet needs
• What steps to improve relationships
• How to engage collaborators to advance mission
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Set Tactics for ROI
• Discover new key stakeholders.
• Recruit right leaders.
• Empower communication.
• Grow the annual fund/mega-gifts.
• Assure follow-through.
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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 what’s yet to do.
– Project the future “feet on the ground – eyes on the stars.”
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Recruit Right Leaders
• Agree candidate qualities.
Wealth, wisdom, work and wallop
Volunteer chair potential
• CEO & board trustee to recruit Chair > next.
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Empower Communication
Pertinent & Quick
• Ask what stakeholders value.
• Assess performance.
• Analyze own/other performance.
• Adjust to close gaps against expectations.
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Grow the Annual Fund/Mega-gifts
• List
• “Class-notes”
• Find resonance
• Peer-engagement
• Ask directly (+3 other “tones of voice”)
• Acquisition, renewal and upgrade
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Assure Follow-through
Build collaboration: 360-degree CommunicationTechnology, marketing, communication, solicitation, analytics, finance
• Predictive targets (profile/potential/geography).
• Set initial engagement/solicitations.
• Establish performance metrics.
• Interpret analytics to refine next solicitations.
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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.
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Strategy 3: International Reputation
• Find unique output.
• Accomplish the difficult.
• Touch people’s lives.
• Attract the best (younger) minds.
• Secure support for important community needs.
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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.
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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 world’s best practice.
9. Review trajectory and reward improvement.
10. Reassess stakeholder engagement.
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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.
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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 Workhttp://www.slideshare.net/NonprofitWebinars/major-gift-strategies-that-work-7616568
……………... Planned Giving Strategies that Workhttp://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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