Transformational Advancement

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Transformational Advancement

Rod Miller June 19, 2013

Twitter Hashtag - #npweb

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Advising nonprofits in:

• Strategy

• Planning

• Organizational Development

www.synthesispartnership.com

(617) 969-1881

[email protected]

INTEGRATED PLANNING

Part

Of:

Sponsored by: Part

Of:

Coming this June

Sponsored by:

Today’s Speaker

Rod Miller Founder

Executive Institutional Advancement Exchange

Assisting with chat questions: Jamie Maloney, 4Good

Founding Director of Nonprofit Webinars and Host:

Sam Frank, Synthesis Partnership

Part

Of:

Transformational Advancement

Rod Miller, Founder Executive Institutional Advancement Exchange

www.ExecIAE.com

http://www.execiae.com/


Issues

• Leaders Faulted

• Quality Shortage

• Not Part of a Team

• All Aboard

• Change Conditions UnderDeveloped: A National Study of Challenges Facing Nonprofit Fundraising CompassPoint Nonprofit Services & Evelyn and Walter Haas, Jr. Fund

2 © Executive Institutional Advancement Exchange LLC 2013 www.ExecIAE.com


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 vacancies UnderDeveloped: A National Study of Challenges Facing Nonprofit Fundraising CompassPoint Nonprofit Services & Evelyn and Walter Haas, Jr. Fund



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


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

Beyond Conventional to Accomplish the Exceptional (Virtuoso)!

“Best” = Maximize Potential



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. What's been raised previously versus targets?

8. What specifically do the CEO and (which) board trustees do in fundraising?

9. What’s the experience and capacity of potential board trustees and other donors?



The Solution

• Leaders

• Stakeholders

• Follow-through



Leading Questions…

1. 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?



Your Questions & Solutions… 1




Why?

One Hollywood producer used to say “If you can’t write your idea on the back of my calling card, you don’t have a clear idea.”

- David Belasco

Who benefits? How?



Leadership…Leadership…Leadership

Who Leads? Fundraising/Development/Advancement

Board Chair

CEO/President

Leader of function

“It’s the cook(s) not the recipe.”

Lee Thayer & Bruce Peters

12 © Executive Institutional Advancement Exchange LLC 2013

www.ExecIAE.com


Qualities to Lead?

• Consistency and timeliness of follow-up • Persistent discovery and visits • Contact with new prospective donors • Regularly ask how actions advance the

institution • Actions as a player-coach and mentor • Reducing the time required to get the gift • Matching prospect interests to the

institutional priorities • Agreed activity schedules to involve leaders • Assured accurate record of stakeholder

contact • Increased personal interaction of stakeholders

with institutional leaders



7 Steps to Lead

1. Give

2. Recruit Chair

3. Engage Board Trustees

4. Cooperative Focus

5. Agree Priorities

6. Top List

7. “Visit”



Keys to Lead Success = Navigate

• Board trustee involvement in giving and raising money

• President/CEO's engagement in fund raising

• Advanced age of largest, closest constituency

• Sufficient staffing and technology • High annual fund giving • Institutional funding and support

for advancement • Accurate data • Major-gift and planned-giving

expertise and programming



Who is Ready?

Maximize advancement! • Access = Open door • Capacity = Resources & Philanthropy • Emotional Connection = Match to mission



Mine Giving Records

Know 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






5. What will sustain conversations

and thanks?

20 © Executive Institutional Advancement Exchange LLC 2013

www.ExecIAE.com


Cases…Questions??

What matters most? Conversations • What more can we do together?

• What income will advance the institution?

• Where would you like to go from here?



Who to Engage?

“Care for all & engage the critical few”



What Priority?

What matters most?



Action Vision

• Tackle big challenges

• Enthuse board trustees/leaders

• Engage leaders to make impact

• Focus on “critical few” – very strategic

• Relatively few larger gifts



Your Questions & Solutions…









Engagement Motivates Commitment

28 Source: Josh Freedman (2009) The Motivation Iceberg www.6Seconds.org

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.



Summary Charges…!?

What will you do to • Make stories of value • Choose and coach leaders • Build a generous board • Mine giving records • Sustain conversations and thanks • Make larger “asks” happen….?

30

© Executive Institutional Advancement Exchange LLC 2013 www.ExecIAE.com


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 ……………... Big Giving Results http://www.slideshare.net/NonprofitWebinars/big-giving-results-video ……………... Advancement Best Practices that Work http://www.slideshare.net/NonprofitWebinars/advancement-best-practices


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/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/big-giving-results-video







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






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Transcript of Transformational Advancement