Effective Relationship Management and Stewardship with Philanthropic Families

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1 Effective Relationship Management and Stewardship with Philanthropic Families April 2016 Adnet Session #NCFPCF #NCFPCF 1

2 #NCFPCF Jennifer Touchet Greater Houston Community Robyn Schein The Minneapolis Tony Macklin National Center for Family

3 Agenda #NCFPCF 1. Case Study: Minneapolis Foundation 2. Case Study: Greater Houston Community Foundation 3. Family Foundation Perspective 4. Group Discussion

4 The Minneapolis Foundation 100 years of community building Robyn Schein Director, Family Philanthropy 4

5 5

6 OVERVIEW: Founded in 1915 ASSETS: $700M GRANTS: $80M 45% in DAF 92% from DAF EMPLOYEES: Advancement Professionals Focused on new business, donor services, giving circles, etc. 6

7 MARKET OPPORTUNITY Family Philanthropy Resource Center Launched November 2015 INTERNAL DRIVERS: EXTERNAL DRIVERS: Centennial New defined markets Donor survey/feedback Success of Fourth Gen program Create efficiencies Market differentiator Engagement trends Professional Advisor feedback 7

8 Target Markets STRUCTURE & BUSINESS MODEL Multigenerational Families Private Family Foundations Varying Stages of Life Fees/Tiering of Services: Hypothesis: families requesting this level of service have significant assets Year of testing demand 8

9 SERVICES Building the Foundation for Your Family s Future High quality content Creative and flawless delivery Support for Professional Advisors 9

10 STAFFING Internal consultant: Expertise held within Family Philanthropy Resource Center Training and resources Content, programming, direct family engagements and new business Liaison to Private Family Foundations and Planned Giving All Philanthropic Advisors: trained to identify prospects and sell 10

11 RELATIONSHIP MANAGEMENT Establish driver Philanthropy or Family Use of FPRC Resources Workbook as tool for stewardship and tracking Director of FPRC as consultant 11

12 METRICS Tracking: Contacts Demographics Time Success Means The Minneapolis Foundation is viewed as the leading expert on family philanthropy in the community 12

13 Greater Houston Community Foundation Jennifer Touchet Director of Family 13

14 1. Overview GHCF founded in 1995 $550 million in assets 85% DAFs 15% PIPA, Field of Interest, other 0 unrestricted or GHCF directed grant-making $112 million in grants in staff members 1 person 100% development Director of Advisor Relations Large % of CEO and SVP time Smaller % of Dir. of Family Phil and Dir. of Strategic Phil 5 out of 26 have some business development responsibility 14

15 2. Market Opportunity Largest donors Success Limited infrastructure New money To stay competitive and responsive Center Launched 15

16 2. Market Opportunity Mission The Center for Family Philanthropy connects, serves and inspires families in their quest to do personal and impactful philanthropy across the generations. 16

17 3. Structure & Business Model Founding Families - Philanthropic families committed to family philanthropy and the local community Currently have 7 Founding Families Founding Families providing intellectual and financial capital & leadership 17

18 Target Audience Our largest donors, private family foundations in the community, and Next Gen alum At least 2 generations or multi-generational Each family defines their family vertically, horizontally, nuclear, other 18

19 3. Structure and Business model 19

20 5. Staffing Each family in the Center has a relationship manager with expertise/skills in family philanthropy and family dynamics (about 100 families) housed within our Philanthropic Services department Separate from donor services RMs do not process or manage the transactional side of gifts and grants Grew out of larger donor stewardship strategies developed over the last 5+ years 20

21 6. Relationship Management Skills of CFP staff Ability to create high level of trust Strong facilitation and community building skills Skills and knowledge in family dynamics 21/64, NCFP, YPC, readings, other training Local knowledge Adult education experience a plus Behavioral competencies model for all hiring and professional development 21

22 7. Metrics Donor Engagement Metric with CFP pulled out. We measure depth and breadth of our relationships with our top donors and next gen using Salesforce 22

23 8. Success: Lessons Learned Internal This is time-intensive work Know your staff capacity and pace accordingly Long sell cycle Be flexible and willing to shift create feedback loops External Pace, pace, pace Every family is different!! No judgment In some ways, every family is the same!! See individuals Each family member is unique!! 23

24 8. Success Deeper engagement with GHCF. Attracting new donors and new families. Leading local resource for family philanthropy. More impactful/strategic/thoughtful giving. Philanthropic leadership pipeline for GHCF and the broader Houston nonprofit community. Seeing the next generation active in the community and active within their family philanthropy. Connecting GHCF donors and private family foundation donors. 24

25 #NCFPCF FAMILY FOUNDATION PERSPECTIVE

26 Staff Roles as Community Builder #NCFPCF 1. Identifying skills and interests all people have something to contribute 2. Creating environment in which skills and interests are recognized and flourish 3. Keeping people connected to each others common interests and family purpose 4. Creating mutual value proposition a give-get relationship

27 DISCUSSION #NCFPCF

28 COMMUNITY FOUNDATIONS FAMILY PHILANTHROPY NETWORK #NCFPCF

29 CF Network Services and Products #NCFPCF 1. Community Foundation-only webinars case studies from effective peers 2. Tailored CF Knowledge Center resources: speaker referrals, sample documents, customizable templates 3. Updated CF readiness assessment tool 4. CF family philanthropy playbook 5. PLUS, access to NCFP s monthly webinars, Knowledge Center resources, conference, and more for you and your donors 29

30 NCFP Subscriber Benefits #NCFPCF Free Access ~ 100 free Knowledge Center resources 1 webinar/year First Year Subscriber Introductory Offer Subscriber Pro (staff access) Subscriber Pro at $1,500 ($1,000 for small CFs)! (Note: no access to webinars, resources, staff through Regional Associations) $2,500/Year CF Network Services and Products Knowledge Center resources + free copies of in-depth Issue Briefs + discount on publications 12 webinars/year (5 lines) Direct line to NCFP staff for support (staff & donor access) $4,500/year All that plus: Co-branded web portal for your donors Permission to adapt & reprint materials for external donor services Enhanced access to NCFP staff 30

31 Thank you! #NCFPCF National Center for Family Philanthropy 1667 K Street, NW, Suite 550 Washington, D.C // ncfp.org Inspiring Generations of Giving. 31

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