Transformational Advancement

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How deeply should the CEO and board trustees of a nonprofit be involved in fundraising? Apparently still a question for some! Yet transformational advancement is all about leaders…leaders…leaders! Webinar participants are invited to dream big and be real about the keys to deliver transformational fundraising and communication. This program will enable participants to tell a story that stirs the emotions, connects communities and engages folks pre-disposed to give. Why, when and how to plan and take an institution’s fundraising to higher levels of accomplishment is the focus of this session. To help grow philanthropy, participants are asked to present current questions and concerns and to share insights, ideas and creative ways to transform fundraising efforts, considering challenges to • Share your story of value. • Recruit and coach fundraising leaders. • Build a generous board. • Mine giving records. • Sustain conversations and thanks to make “asks” happen. The focus here is not good, better or best, but virtuosity in institutional advancement. A 7-step process is outlined to help begin a transformational trajectory within 100-days that maximizes your institution’s potential for success.

Transcript of Transformational Advancement

  • 1. Sponsored by:Transformational AdvancementRod MillerJune 19, 2013Twitter Hashtag - #npwebPartOf:
  • 2. Sponsored by:Advising nonprofits in: Strategy Planning Organizational Developmentwww.synthesispartnership.com(617) 969-1881info@synthesispartnership.comINTEGRATED PLANNINGPartOf:
  • 3. Sponsored by:PartOf:Coming this June
  • 4. Sponsored by:Todays SpeakerRod MillerFounderExecutive Institutional Advancement ExchangeAssisting with chat questions:Jamie Maloney, 4GoodFounding Director of Nonprofit Webinars and Host:Sam Frank, Synthesis PartnershipPartOf:
  • 5. Transformational AdvancementRod Miller, FounderExecutive Institutional Advancement Exchangewww.ExecIAE.com
  • 6. Issues Leaders Faulted Quality Shortage Not Part of a Team All Aboard Change ConditionsUnderDeveloped: A National Study of Challenges Facing Nonprofit FundraisingCompassPoint Nonprofit Services & Evelyn and Walter Haas, Jr. Fund2 Executive Institutional Advancement Exchange LLC 2013www.ExecIAE.com
  • 7. Scale of Need 25% nonprofit leaders fired previous FR 50% chief fundraisers plan to leave jobs > 50% CEOs unable to find FR staff Development director vacanciesUnderDeveloped: A National Study of Challenges Facing Nonprofit FundraisingCompassPoint Nonprofit Services & Evelyn and Walter Haas, Jr. Fund3 Executive Institutional Advancement Exchange LLC 2013www.ExecIAE.com
  • 8. Advancement Best Practices on LinkedInWhy, when and how to plan and execute best practices forinstitutional advancement - share insights, ideas and creativeways to transform advancement efforts.For board trustees, CEOs and leaders with vision andcommitment to best practices for growing revenue,philanthropy and marketing impact.http://www.linkedin.com/groups?gid=38748104 Executive Institutional Advancement Exchange LLC 2013www.ExecIAE.com
  • 9. What are Best Practices?A best practice is a method, process, activity, incentive, orreward that is believed to be more effective at delivering aparticular outcome than any other technique, method,process, etc. when applied to a particular condition orcircumstance... en.wikipedia.org/wiki/Best practicesBeyond Conventional to Accomplish the Exceptional (Virtuoso)!Best = Maximize Potential5 Executive Institutional Advancement Exchange LLC 2013www.ExecIAE.com
  • 10. Institutional Readiness??1. Why does the institution exist?2. What major new initiatives for a better world are being pursued?3. Can you list the well-networked board trustees?4. Is the institutional leader truly engaged in walking the talk to lead fundraising?5. What quantity and quality of conversations with stakeholders?6. Who makes larger investments/donations? Why?7. Whats been raised previously versus targets?8. What specifically do the CEO and (which) board trustees do in fundraising?9. Whats the experience and capacity of potential board trustees and other donors?6 Executive Institutional Advancement Exchange LLC 2013www.ExecIAE.com
  • 11. The Solution Leaders Stakeholders Follow-through7 Executive Institutional Advancement Exchange LLC 2013www.ExecIAE.com
  • 12. Leading Questions1. What are your stories of value?2. How will you choose and coach leaders(especially Chair/CEO)?3. What will build a generous board?4. How to mine giving records?5. What will sustain conversations and thanks?6. When will you make larger asks happen?8 Executive Institutional Advancement Exchange LLC 2013www.ExecIAE.com
  • 13. Your Questions & Solutions 11. What are your stories of value?9 Executive Institutional Advancement Exchange LLC 2013www.ExecIAE.com
  • 14. Why?One Hollywood producer used to sayIf you cant write your idea on the back of mycalling card, you dont have a clear idea.- David BelascoWho benefits?How?10 Executive Institutional Advancement Exchange LLC 2013www.ExecIAE.com
  • 15. Your Questions & Solutions 21. What are your stories of value?2. How will you choose and coachleaders (especially Chair/CEO)?11 Executive Institutional Advancement Exchange LLC 2013www.ExecIAE.com
  • 16. LeadershipLeadershipLeadershipWho Leads?Fundraising/Development/AdvancementBoard ChairCEO/PresidentLeader of functionIts the cook(s) not the recipe.Lee Thayer & Bruce Peters12 Executive Institutional Advancement Exchange LLC 2013www.ExecIAE.com
  • 17. Qualities to Lead? Consistency and timeliness of follow-up Persistent discovery and visits Contact with new prospective donors Regularly ask how actions advance theinstitution Actions as a player-coach and mentor Reducing the time required to get the gift Matching prospect interests to theinstitutional priorities Agreed activity schedules to involve leaders Assured accurate record of stakeholdercontact Increased personal interaction of stakeholderswith institutional leaders13 Executive Institutional Advancement Exchange LLC 2013www.ExecIAE.com
  • 18. 7 Steps to Lead1. Give2. Recruit Chair3. Engage Board Trustees4. Cooperative Focus5. Agree Priorities6. Top List7. Visit14 Executive Institutional Advancement Exchange LLC 2013www.ExecIAE.com
  • 19. Keys to Lead Success = Navigate Board trustee involvement ingiving and raising money President/CEOs engagement infund raising Advanced age of largest, closestconstituency Sufficient staffing and technology High annual fund giving Institutional funding and supportfor advancement Accurate data Major-gift and planned-givingexpertise and programming15 Executive Institutional Advancement Exchange LLC 2013www.ExecIAE.com
  • 20. Your Questions & Solutions 31. What are your stories of value?2. How will you choose and coach leaders(especially Chair/CEO)?3. What will build a generousboard?16 Executive Institutional Advancement Exchange LLC 2013www.ExecIAE.com
  • 21. Who is Ready?Maximize advancement! Access = Open door Capacity = Resources & Philanthropy Emotional Connection = Match to mission17 Executive Institutional Advancement Exchange LLC 2013www.ExecIAE.com
  • 22. Your Questions & Solutions 41. What are your stories of value?2. How will you choose and coach leaders(especially Chair/CEO)?3. What will build a generous board?4. How to mine giving records?18 Executive Institutional Advancement Exchange LLC 2013www.ExecIAE.com
  • 23. Mine Giving RecordsKnow Your Individual Constituents In Detail Affiliation: Alumnus/a, Parent, Grateful Patient,Community, Volunteer, Staff. 5-year Giving History: Total Giving, Number of Gifts,Largest Gift, Most Recent Gift, Designation of Gifts. Source of Gift: Mail, Online, Personal Solicitation. Outsource Databased Analysis, if Necessary!19 Barbara Berglund Communications, Inc 2012
  • 24. Your Questions & Solutions 51. What are your stories of value?2. How will you choose and coach leaders(especially Chair/CEO)?3. What will build a generous board?4. How to mine giving records?5. What will sustain conversationsand thanks?20 Executive Institutional Advancement Exchange LLC 2013www.ExecIAE.com
  • 25. CasesQuestions??What matters most?Conversations What more can we do together? What income will advance the institution? Where would you like to go from here?21 Executive Institutional Advancement Exchange LLC 2013www.ExecIAE.com
  • 26. Your Questions & Solutions 61. What are your stories of value?2. How will you choose and coach leaders(especially Chair/CEO)?3. What will build a generous board?4. How to mine giving records?5. What will sustain conversations and thanks?6. When will you make largerasks happen?22 Executive Institutional Advancement Exchange LLC 2013www.ExecIAE.com
  • 27. Who to Engage?Care for all & engage the critical few23 Executive Institutional Advancement Exchange LLC 2011www.ExecIAE.com
  • 28.