The First Year: 365 Days Towards Becoming a Successful Major Gift Officer Lessons for Managers and MGOs Alike Michael Russell University of Minnesota Foundation Courtney Billing Minnesota.
Download ReportTranscript The First Year: 365 Days Towards Becoming a Successful Major Gift Officer Lessons for Managers and MGOs Alike Michael Russell University of Minnesota Foundation Courtney Billing Minnesota.
Slide 1
The First Year:
365 Days Towards Becoming a
Successful Major Gift Officer
Lessons for Managers and MGOs Alike
Michael Russell
University of Minnesota Foundation
Courtney Billing
Minnesota Medical Foundation
Slide 2
The First Quarter
Building a Successful MGO
Slide 3
The Importance of Pre-Hire Planning
• Opportunities and Pitfalls of Newcomers
• Expectations for Success
• Portfolio Building
Slide 4
Core Values For Success
•
•
•
•
•
•
Relationship-Oriented
External Focus
Consistency
Follow Through
Passionate
Integrity
Slide 5
On Boarding a New Gift Officer
• Develop a comprehensive training schedule
to introduce your new hire
• Beyond “staff introductions” – think
“curriculum”
– Build a specific set of learning objectives
Slide 6
Building a successful MGO team
(even if only of one)
• MGO portfolio prospect assignments
– Initiatives, regions, capacity
• Set clear standards for contact reports and
monthly goals (e.g., minimum 12 f2f visits)
• Establish annual goals and performance
metrics
Slide 7
The Second Quarter
Diving in
Slide 8
Find A Teacher
• Mentoring
– Internal or external experienced fundraiser
– Consider a donor mentor as well
• Executive Team Interaction
• Mission, vision, values, and future strategy
• Board Introductions
• Minimum of meeting one Board or Committee
member
Slide 9
Getting to know your program(s)
• Internal immersion
• Tours and meetings with knowledgeable staff/program
officers
• Conversations re: vision and strategy with organization
leadership
• External Immersion
• Dialogues with constituents and “alumni”
• Minimum of one board member or established donor
Slide 10
The Third Quarter
So Now You’re a Major Gift Officer…
Slide 11
Finding Success in Fundraising
• Two Primary Components to a
Development Position:
– External: Relationship Management
– Internal: Prospect/Portfolio Management
• The Hardest Parts of the Job:
– Getting the Appointment
– “Asking” for the Gift
Slide 12
Major Gift Donor Profile
• Ability – to make a contribution of $25k,
$50k, $100k+
• Affinity – an interest in organization’s work
• Accessibility - willing to meet and hear
about organization / connection via board
or other individual
Slide 13
Taking the Right Steps
• Prioritize your time and efforts
• Focus on your org’s likely MG donors
(individuals vs. corporations/foundations)
• Timing
• Average time to MG = 18 months – 2 years
• Donors in stewardship
• Important part of 1st yr. portfolio, potential
source of future gifts
Slide 14
Picking Up the Phone
• Keep it short and sweet
– Introduction
• (If not a good time,…)
– Purpose of call
• Brief explanation of who you are, why you want to
meet, and when you can meet
– If Day Does Not Work…
– Closing and confirmation
Slide 15
Hallmarks of Successful First
Visits
•
•
•
•
Come prepared to ask meaningful questions
Goal of setting future prospect strategy
Be brief – you can ask to stay longer
Begin a dialogue, but listen more than you
talk
• Conclude with reasons for follow-up and
timeline
Slide 16
The Fourth Quarter
Plan the Work, Work the Plan
Slide 17
Organization and Workflow
• Working with your Manager
• Creating systems and routines
• Documenting contacts and measuring
results
• Donor Strategies and Annual Work Plans
Slide 18
Networking and Professional
Development
•
•
•
•
•
•
Professional and “Peer” Organizations
Non-Profit Boards and Civic Organizations
Connect with the Super Connectors
“Study Groups”
Development Conferences
Recommended reading
Slide 19
New Major Gift Officer Toolkit
• Annual Plan Outline with Gift Pyramid
• Suggested Performance Metrics for
Development Staff
• Templates:
–
–
–
–
–
Manager One-on-Ones
Contact Reports and Strategies Format
Communication (Emails / Letters / Scripts)
First Visit Goal Sheet
Interview Questions
Slide 20
Questions?
Thank you!
Courtney Billing
Minnesota Medical Foundation
[email protected]
Michael Russell
University of Minnesota Foundation
[email protected]
The First Year:
365 Days Towards Becoming a
Successful Major Gift Officer
Lessons for Managers and MGOs Alike
Michael Russell
University of Minnesota Foundation
Courtney Billing
Minnesota Medical Foundation
Slide 2
The First Quarter
Building a Successful MGO
Slide 3
The Importance of Pre-Hire Planning
• Opportunities and Pitfalls of Newcomers
• Expectations for Success
• Portfolio Building
Slide 4
Core Values For Success
•
•
•
•
•
•
Relationship-Oriented
External Focus
Consistency
Follow Through
Passionate
Integrity
Slide 5
On Boarding a New Gift Officer
• Develop a comprehensive training schedule
to introduce your new hire
• Beyond “staff introductions” – think
“curriculum”
– Build a specific set of learning objectives
Slide 6
Building a successful MGO team
(even if only of one)
• MGO portfolio prospect assignments
– Initiatives, regions, capacity
• Set clear standards for contact reports and
monthly goals (e.g., minimum 12 f2f visits)
• Establish annual goals and performance
metrics
Slide 7
The Second Quarter
Diving in
Slide 8
Find A Teacher
• Mentoring
– Internal or external experienced fundraiser
– Consider a donor mentor as well
• Executive Team Interaction
• Mission, vision, values, and future strategy
• Board Introductions
• Minimum of meeting one Board or Committee
member
Slide 9
Getting to know your program(s)
• Internal immersion
• Tours and meetings with knowledgeable staff/program
officers
• Conversations re: vision and strategy with organization
leadership
• External Immersion
• Dialogues with constituents and “alumni”
• Minimum of one board member or established donor
Slide 10
The Third Quarter
So Now You’re a Major Gift Officer…
Slide 11
Finding Success in Fundraising
• Two Primary Components to a
Development Position:
– External: Relationship Management
– Internal: Prospect/Portfolio Management
• The Hardest Parts of the Job:
– Getting the Appointment
– “Asking” for the Gift
Slide 12
Major Gift Donor Profile
• Ability – to make a contribution of $25k,
$50k, $100k+
• Affinity – an interest in organization’s work
• Accessibility - willing to meet and hear
about organization / connection via board
or other individual
Slide 13
Taking the Right Steps
• Prioritize your time and efforts
• Focus on your org’s likely MG donors
(individuals vs. corporations/foundations)
• Timing
• Average time to MG = 18 months – 2 years
• Donors in stewardship
• Important part of 1st yr. portfolio, potential
source of future gifts
Slide 14
Picking Up the Phone
• Keep it short and sweet
– Introduction
• (If not a good time,…)
– Purpose of call
• Brief explanation of who you are, why you want to
meet, and when you can meet
– If Day Does Not Work…
– Closing and confirmation
Slide 15
Hallmarks of Successful First
Visits
•
•
•
•
Come prepared to ask meaningful questions
Goal of setting future prospect strategy
Be brief – you can ask to stay longer
Begin a dialogue, but listen more than you
talk
• Conclude with reasons for follow-up and
timeline
Slide 16
The Fourth Quarter
Plan the Work, Work the Plan
Slide 17
Organization and Workflow
• Working with your Manager
• Creating systems and routines
• Documenting contacts and measuring
results
• Donor Strategies and Annual Work Plans
Slide 18
Networking and Professional
Development
•
•
•
•
•
•
Professional and “Peer” Organizations
Non-Profit Boards and Civic Organizations
Connect with the Super Connectors
“Study Groups”
Development Conferences
Recommended reading
Slide 19
New Major Gift Officer Toolkit
• Annual Plan Outline with Gift Pyramid
• Suggested Performance Metrics for
Development Staff
• Templates:
–
–
–
–
–
Manager One-on-Ones
Contact Reports and Strategies Format
Communication (Emails / Letters / Scripts)
First Visit Goal Sheet
Interview Questions
Slide 20
Questions?
Thank you!
Courtney Billing
Minnesota Medical Foundation
[email protected]
Michael Russell
University of Minnesota Foundation
[email protected]