Big Giving Results

Sponsored by: A Service

Of:

Big Giving Results

Rod Miller

September 19, 2012


Of:

Advising nonprofits in:

• Strategy

• Planning

• Organizational Development

www.synthesispartnership.com

(617) 969-1881

[email protected]

INTEGRATED PLANNING


Of:

www.mission.do


Of:

Today’s Speaker

Rod Miller Founder

Executive Institutional Advancement Exchange

Hosting:

Sam Frank, Synthesis Partnership Assisting with chat questions: Jamie Maloney, Nonprofit Webinars

Big Giving Results Rod Miller, Founder

Executive Institutional Advancement Exchange

www.ExecIAE.com

http://www.execiae.com/


Essentials

• Case

• Constituents

• Commitment

2 © Executive Institutional Advancement Exchange LLC 2012

www.ExecIAE.com


Maximize Success

• Case – compelling mission

“why” is the motivator

• Constituents

– older, generous constituents

• Commitment of aligned leaders

– time, savvy, resources


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


www.ExecIAE.com

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


www.ExecIAE.com


Example: Alignment

• “…50% of board make a significant gift

• Tell your story that stirs the emotions

• Keep donors by

- thanking properly and personally

- sharing the actual impact of gift

• Eyes on donor retention, so you know if you’re improving it…”

- Diane Remin

6 Executive Institutional Advancement Exchange LLC

www.ExecIAE.com


Leadership…Leadership…Leadership

Who leads the function? Fundraising/Development/Advancement

Board Chair

CEO/President

Leader of function

“It’s the cook(s) not the recipe.”

Lee Thayer & Bruce Peters


www.ExecIAE.com


Lead by Thinking & Doing

Negate Execute

Magical thinking Imagine the possible

Doing things right Do the right things

Copying others Adapt the best

Flurried activity Follow through


www.ExecIAE.com


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.


www.ExecIAE.com


Diagnose First

• How “ready”?

• Who is pre-disposed to giving?

• What options to reach new

levels?

(in annual, major and planned giving)

• How best to ask?

© Executive Institutional Advancement Exchange LLC 2012 www.ExecIAE.com

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What Approach?

Rule 1: Don’t be your own doctor!

Rule 2: Find a confidante - Who is ready for a long haul of effort, and study hard together!

Rule 3: Celebrate the unexpected successes

- Improved performance often occurs in unexpected ways.

Strategy > Process > Behavior


www.ExecIAE.com


1. On Strategy

Dream Big –

Think Real

What possibilities

create long-term value for "your" community?


www.ExecIAE.com


Strategy: University with Best Potential for Alumni Support

Old, prestigious, private, high-fee institution

with medicine, engineering, business and law

degrees

Large with 100,000+ alumni living nearby

Metropolitan area with expanding wealthy

Investing in personal relations

Alumni as philanthropists and CEOs

CEO/President who sincerely seeks out people.


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Strategy: Keep Focus

1. Older, generous constituents

2. CEO/Chair engaging trustees and peers

3. Community-relevant mission

4. Ongoing campaigns


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Strategy: Case for Decision

How would you handle this?

. Wealthy doctor-researcher about to retire

. Active mentor for medical students

. Occasional 5-figure gifts in community

. Wants to sustain research effort

. Requests office/lab space

. Opposed by most senior management

The institution’s President asks your perspective?


www.ExecIAE.com


2. On Process

Measure the cost, quality, and time spent on

1. Growth - ID stakeholders > case > matching > cultivation > ask

2. Follow-up after the “ask”

3. Integrated services - cross-institution initiatives

4. Stakeholder stewardship

5. Other core areas?


www.ExecIAE.com


Process: Differentials

Some key differentials that matter:

• Follow-through

• Quality and quantity of “asks”

• Continuous identification of "A-C-E"

Access = Open door

Capacity = Resources & Philanthropy

Emotional Connection = Match to mission


www.ExecIAE.com


Process: It’s the List

To Compile the “A” list, three sources initially: 1. High net worth, philanthropic individuals who care about your mission (and are well-networked)

board trustees / lead donors & peers

2. Community leaders who will help you meet with “1”

3. Laser focused prospect research that identifies “1”

“Mine your list for your ‘lost’ former supporters. White Pages can help if you don’t have access to more expensive search tools…” Susan D. Ball


www.ExecIAE.com


Process: Program Matrix


www.ExecIAE.com

MATRIX OF SOURCES, Visits to prospect, + “Ask” ($Amt), Date, Who

Name of Program:

Person Responsible: Year:

Organization/

Individual

Income by end

of quarter

(+ by year’s end)

Asks by end of

quarter

$, date, who

Engagements

Visit, $, date, who 1 2 3

DONORS AT

PROGRAM LEVEL

DONORS FOR

UPGRADE

(by DATE)

PROSPECTS

New

Past year donors

Last year donors


3. On Communication Behaviors

What’s most valued by stakeholders?

“Speed and pertinence”

• Shared values

• Conversations on big challenges

• Interactive – focus on listening

Close gaps between stakeholder expectations and the quality of service.

Analyze and compare to performance of competitors.


www.ExecIAE.com


Summary

• Share your story of value

• Recruit and coach leaders (especially Chair/CEO)

• Build a generous board

• Mine giving records

• Sustain conversations and thanks

• Make “asks” happen.

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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 ……………... Advancement Best Practices that Work http://www.slideshare.net/NonprofitWebinars/advancement-best-practices

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http://books.google.com/books?id=oQQoVwJRF1EC&pg=PA139&lpg=PA139&dq=rod+miller+fund+raising&source=bl&ots=YOKHAykdO3&sig=-AOfIWVRZCSqUVyPSoBniG7kl5Q&hl=en&ei=gJogTPfnJMG88gam_JGTAQ&sa=X&oi=book_result&ct=result&resnum=8&ved=0CDYQ6AEwBw

http://tunein.com/program/?SegmentId=35465519&ProgramId=268692

http://www.slideshare.net/NonprofitWebinars/major-gift-strategies-that-work-7616568











http://www.slideshare.net/NonprofitWebinars/why-when-and-how-the-big-gift-campaigns-work-7285907



















http://www.slideshare.net/NonprofitWebinars/best-practices-to-advance-planned-giving-13756501













http://www.slideshare.net/NonprofitWebinars/advancement-best-practices







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