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