Major Gifts - Advancement Partners
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Transcript Major Gifts - Advancement Partners
Developing a Major Gift Culture
“Looks like St. Mary’s is in a bad way…”
August 2014
What is Bogardus’ Vision?
What is Sister Benedict’s Vision?
Strategy
• What is the Sisters’ plan to secure new
facilities?
• Where are their energies focused?
• What are the nuns NOT doing?
• What key tactics do they employ?
From the Bingo Director:
“Every time a hearse goes by, there goes
another loyal customer.”
- Catholic school development director and
director of bingo operations…as stated to
Bill Acton in 2009
A Primer for Advancement 2014!
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Establish a Vision – “I see a school!”
Share ownership – “Let’s get Bing on board!”
Focus
Transfer ownership – “You can transform!”
Establish a cultivation plan.
Engage…listen…adapt…overcome.
Solicit
Close.
Pray.
What Works
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Patience…
Dual-team approach…
Clear and concise request…
Listening…
Responding…
Leading…challenging
Which describe your work reality?
Under-staffed
WAAAY under-staffed
Tactical rather than strategic
Focused on activity (getting out the
mailing, organizing reunions) rather
than results (meeting funding goals)
Overwhelmed
Apply!
What is it you are charged with doing?
ADVANCEMENT
• What behaviors and activity will bring the
results you need (i.e. $$!)?
• What activities are interfering with your
focus?
So…
What Should Your
Advancement Office and
Behaviors Look Like?
100% Full-Time Focus on Revenue
• Major Gifts!
• Relationship-building activities (for short, mid or longterm revenue).
• Strong annual fund – secure immediate, needed revenue
and identify current and future major gift prospects.
• Office focus = Maximizes Charitable Giving and
Fundraising Revenues…period!
Resource Appropriately
• “Every organization is perfectly designed to get the
results it is getting”...
• Part-Time Staffing = Part-Time Results.
• Strong Relationships = Large, Transformational Gifts.
• Data “drives” the giving “engine.”
• Yes, you need donor research.
• Yes, you need a travel budget.
What Advancement is NOT
• An office for part-timers.
• A party planning office.
• A cultivation department.
• A newsletter department.
The IDO: Core Functions and Positions
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Relationship Management
Constituency Management
Annual Giving Management
Operations and Events
Administrative Support
» Strive for a $.25 cost to raise $1.00
Major Gift (RM) Role
Goes “fishing in the right pond”
The right profile:
• Goal focused
• Activity oriented
• Motivated to achieve big goals
• Strong rapport building and
interpersonal skills
• Delivers all “products” at the right
time…no silos
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6 – 8 calls per
week.
Year 1-Budget
neutral
Year 2-Revenues =
2x cost
Year 3-Revuenues
= 3x to 4x cost
Major Gifts Program
• Implemented in non-capital campaign years!
Major gift work should never stop
• A non-public approach to fund special capital
projects or needs.
• Quietly working the list of prospects who are
ready to be asked for a major investment.
The Five “I’s” of Major Gifts
Identify
Inform
Involve
Inspire
Ask for the Investment
Key Components:
Major Gift Success
Case for Investment
From the vision…and the plan
Compelling, urgent, relevant
Identified Prospects
Research
Tracking system
Sales Materials
Leadership and Support
Board
Committee(s)
Stop me if you’ve heard (or said!)
this before…
• “We need more alumni activities in order to get more giving
participation.”
• “That person isn’t ready to be solicited. She needs more
cultivation.”
• “Reunions are critical to advancement!”
• “Our board should be out asking for money.”
• “Prospect research is too expensive – it’s not in the budget.”
• “We have to hire an events person before we hire a major
gifts person.”
Wrong!
Best Practices
• Stay Focused – major gifts, revenue, building the
“right” relationships and connections.
• Stewardship!
• Do only what you can – and execute flawlessly.
• Don’t worry about everything you are NOT doing.
• Think: will this activity truly advance my school?