Big Giving Results

Big Giving Results

Rod Miller
September 19, 2012

A Service
Of: Sponsored by:

INTEGRATED PLANNING
Advising nonprofits in: www.synthesispartnership.com
• Strategy
• Planning (617) 969-1881
• Organizational Development info@synthesispartnership.com

A Service
Of: Sponsored by:

www.mission.do

A Service
Of: Sponsored by:

Today’s Speaker

Rod Miller
Founder
Executive Institutional Advancement Exchange

Assisting with chat questions: Hosting:
Jamie Maloney, Nonprofit Webinars Sam Frank, Synthesis Partnership

A Service
Of: Sponsored by:

Big Giving Results
Rod Miller, Founder
Executive Institutional Advancement Exchange
www.ExecIAE.com

Essentials

• Case

• Constituents

• Commitment

© Executive Institutional Advancement Exchange LLC 2012
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www.ExecIAE.com

Maximize Success

• Case – compelling mission
“why” is the motivator

• Constituents
– older, generous constituents

• Commitment of aligned leaders
– time, savvy, resources
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www.ExecIAE.com

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

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www.ExecIAE.com

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

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Example: Alignment

• “…50% of board make a significant gift

• Tell your story that stirs the emotions

• Keep donors by

- thanking properly and personally

- sharing the actual impact of gift

• Eyes on donor retention, so you know if you’re improving it…”
- Diane Remin

Executive Institutional Advancement Exchange LLC
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www.ExecIAE.com

Leadership…Leadership…Leadership

Who leads the function?
Fundraising/Development/Advancement

Board Chair

CEO/President

Leader of function

“It’s the cook(s) not the recipe.”

Lee Thayer & Bruce Peters

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www.ExecIAE.com

Lead by Thinking & Doing

Negate Execute

Magical thinking Imagine the possible

Doing things right Do the right things

Copying others Adapt the best

Flurried activity Follow through

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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.

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Diagnose First

• How “ready”?

• Who is pre-disposed to giving?

• What options to reach new
levels?

(in annual, major and planned giving)

• How best to ask?

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What Approach?

Rule 1: Don’t be your own doctor!

Rule 2: Find a confidante
- Who is ready for a long haul of effort, and study hard together!

Rule 3: Celebrate the unexpected successes
- Improved performance often occurs in unexpected ways.

Strategy > Process > Behavior

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www.ExecIAE.com

1. On Strategy

Dream Big –
Think Real

What possibilities
create long-term
value for "your"
community?

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www.ExecIAE.com

Strategy: University with Best Potential
for Alumni Support

Old, prestigious, private, high-fee institution
with medicine, engineering, business and law
degrees

Large with 100,000+ alumni living nearby

Metropolitan area with expanding wealthy

Investing in personal relations

Alumni as philanthropists and CEOs

CEO/President who sincerely seeks out people.
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www.ExecIAE.com

Strategy: Keep Focus

1. Older, generous constituents

2. CEO/Chair engaging trustees and
peers

3. Community-relevant mission

4. Ongoing campaigns

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Strategy: Case for Decision

How would you handle this?

. Wealthy doctor-researcher about to retire
. Active mentor for medical students
. Occasional 5-figure gifts in community
. Wants to sustain research effort
. Requests office/lab space
. Opposed by most senior management

The institution’s President asks your perspective?

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www.ExecIAE.com

2. On Process

Measure the cost, quality, and time spent on
1. Growth - ID stakeholders > case > matching > cultivation > ask

2. Follow-up after the “ask”

3. Integrated services - cross-institution initiatives

4. Stakeholder stewardship

5. Other core areas?

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www.ExecIAE.com

Process: Differentials

Some key differentials that matter:

• Follow-through

• Quality and quantity of “asks”

• Continuous identification of "A-C-E"

Access = Open door
Capacity = Resources & Philanthropy
Emotional Connection = Match to mission

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www.ExecIAE.com

Process: It’s the List

To Compile the “A” list, three sources initially:

1. High net worth, philanthropic individuals who care about
your mission (and are well-networked)
board trustees / lead donors & peers

2. Community leaders who will help you meet with “1”

3. Laser focused prospect research that identifies “1”

“Mine your list for your ‘lost’ former supporters. White Pages can help if you don’t
have access to more expensive search tools…” Susan D. Ball

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www.ExecIAE.com

Process: Program Matrix
MATRIX OF SOURCES, Visits to prospect, + “Ask” ($Amt), Date, Who
Name of Program:
Person Responsible: Year:
Organization/ Income by end Asks by end of Engagements
Individual of quarter quarter Visit, $, date, who
(+ by year’s end) $, date, who 1 2 3

DONORS AT
PROGRAM LEVEL

DONORS FOR
UPGRADE
(by DATE)

PROSPECTS
New
Past year donors
Last year donors

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www.ExecIAE.com

3. On Communication Behaviors

What’s most valued by stakeholders?
“Speed and pertinence”

• Shared values
• Conversations on big challenges
• Interactive – focus on listening

Close gaps between stakeholder expectations and the quality of service.
Analyze and compare to performance of competitors.

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www.ExecIAE.com

Summary

• Share your story of value
• Recruit and coach leaders (especially Chair/CEO)
• Build a generous board
• Mine giving records
• Sustain conversations and thanks
• Make “asks” happen.
www.ExecIAE.com

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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

……………... Advancement Best Practices that Work
http://www.slideshare.net/NonprofitWebinars/advancement-best-practices
www.ExecIAE.com

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