Work Smarter Not Harder

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1 Work Smarter Not Harder Allan Burrows & Clare Jordan August 14, 2014

2 Full-Service Fundraising Consulting and Executive Search Firm Campaign planning and implementation Feasibility studies Board and volunteer training Major gift solicitations Executive and development searches Donor development Planned giving Grant writing Development office assessments Prospect identification and research 2

3 Theme: Chaos to Clarity Strategies to Help Nonprofit Professionals Survive & Thrive

4 Art + Science The Balance Art Relationship Building Science Donor Metrics

5 The ART of Relationship-Building 1. Philanthropy is RELATIONAL; not TRANSACTIONAL 2. The majority of giving comes from PEOPLE 3. Build UNDERSTANDING; Build SUPPORT; Create a Culture of Philanthropy Research 20% Romance 60% Request 5% Reward 5% Renew 10%

6 Culture of Philanthropy BEFORE Transactional FR is crisis driven/reactive AFTER Relational All understand the need to raise money FR is a cost not an investment Everyone is an ambassador FR is done only by few Donor-centric not me-centric 6 Special events and direct mail are emphasized Donors are at arms-length If major gifts occur, they re usually unsolicited Visitors are welcomed E.D. sees him/herself as face of agency and 100% committed to fundraising All make a gift

7 Where could we do a better job? 95% of donors don t get keep in touch calls from the charities they support. 98% say charities never or hardly ever pay them a visit without asking for money. 93% of donors say that personal contact influences future giving.

8 How could we do a better job? Development Reports Components of the Dashboard:

9 Donor Metrics Use data to drive strategy & performance Research Report Grow Gather data Compare

10 Prioritize! Steward Top MGP Discovery 60 Emerging Top Solicit next mos. Emerging Move to Top in mos. Discovery Move to Emerging in 6 mos. Stewardship Gift; Move to Emerging

11 Measure & Act ABILITY AFFINITY love you but can t give 6 love you and might give 9 love you and can give 2 2 like you but can t give 4 like you and might give 6 like you and can give 1 1 know you but can t give 2 know you and might give 3 know you and can give Rank Affinity and Ability Multiply to get Product

12 Use Metrics to Create Goals Measure & Evaluate As You Go Annually create goals based on metrics, such as: # visits each development officer will make to prospects # proposals each development officer will solicit Total $ amount of those proposals # of proposals each development officer will close $ amount associated with those closed proposals Monthly report of progress toward goals Results = more $ raised Why? Measuring > just visits

13 Work Smarter Involve the Board Create an Ambassador Program to engage your board and further philanthropy

14 Consider Board Selection Matrix

15 B O A R D I N V O L V E M E N T Like/ Might Don t Count Will do Do Know Me Out Constituency Development Brainstorm to bring names Brainstorm ways to involve names Help cultivate these relationships Write letters to my personal contacts Call my personal contacts Call donors and thank them Face to Face Solicitation Go alone on a solicitation call Go with board/staff on call Become a spokesman for cause Help determine gift amount for ask Go to groups and make presentations Solicit people I don t know yet Host a cultivation event among friends Special Events Plan Brainstorm guest names Invite my own contacts Sell tickets to my contacts Volunteer/Work at the event Direct Mail Write letters Brainstorm prospect names Bring in my own list of contacts Send Thank you letters to donors Sign and add notes to ask letters Other:

16 Transform Leaders Into Ambassadors 1 st Ask board members Why are you here? Board Member Date Leadership as an Ambassador Name 5/24/07 7/09 9/28/09 9/09 Made a three-year commitment for his personal investment in the Endowment. Chairing Ad Hoc Committee on increasing Earned Income. Hosted key meeting at Kate B. Reynolds Charitable Trust with E.D. and KBR staff. Served as a Table-Host, Presenter, and Ambassador at the Conference. Thanked donors who attended.

17 Advice on the Balance of Development Working Smarter; Not Harder Keep it simple (K.I.S.S.) Consider prospect research Develop a good portfolio & prospect management Analyze data from your prospect pool Talk to those with capacity & propensity to give, who are likely to give to your organization Meaningful reports > complex reports Interpersonal info & measurable data. Record both! Reprioritize/organize throughout your day

18 CapDev BE-attitudes Be Patient Several visits may be necessary Be Ready Best fit/most willing to make call Be Persistent Take time to educate Be Courageous Ask, and ask for enough Be Confident You hold the knowledge Be Proud Of the organization and your role Be Cool Listen; never take no personally

19 Personal/Prof. Development Advice Energy Enthusiasm Empathy Be the person donors WANT to see Be physically and mentally vibrant Be informed - read relevant media/books Be healthy - drink water, walk, drive with care, avoid tobacco, exercise, have a spiritual life, sleep Be positive no worries, good friends, keep in touch Don t take yourself too seriously Love life & your work set goals, do your best; and if it s not fun, find something else

20 Thank You! From Our Team to Yours

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