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FINAL 2014 Pre-Conference Workshop

PMDMC
by

Robert Stein

on 31 July 2014

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Transcript of FINAL 2014 Pre-Conference Workshop

Building Donor Relationships
Through Moves Management
Best Practices
Tracking and planning your donor interactions
Reporting your progress to others at your institution
Selecting, cultivating, soliciting and stewarding your donors efficiently
A series of initiatives or moves to develop
each prospect's awareness of, knowledge of, interest in, involvement with, and commitment to the institution and its
mission.
The Process –
Six Key Steps
Review the
prospect/donor
relationship
Plan the most
beneficial next moves (donor-centered)
Coordinate and
check plans with others involved

Implement
the moves

Evaluate
what
transpired
Report back
to the individuals involved and track your interactions
Success is based on
Quality
Frequency
Continuity
Donor Cycle
Cultivation
Cultivation
Cultivation
Cultivation
Cultivation
Cultivation
Ask
Stewardship
Stewardship
Stewardship
Stewardship
Stewardship
Stewardship
Robert Stein, CFRE, CEO
Lisa Ondak, Senior Consultant
Katie Gardella, Consultant
MajorGiving

Denver, CO
PMDMC Pre-conference Workshop
July 9, 2014
From Major Giving
to Philanthropy

Welcome and Introduction
What you told us:
Your Expectations meet Ours
5. Community responsibility/pride
4. Regard for leadership
3. Fiscal stability of institution
2. Respect for institution locally

(Jerold Panas, Mega Gifts)
Building the Case
1. Belief in mission, vision and values of the organization
How do we tell our story and create a case that inspires donors to invest in our organization?
A Memorial to Public Media
If public media didn’t exist in five years, how would it be remembered?
Integrated
Development
Plan

Case statement
Budget
Operational plan
Calendar
Elements
Understanding of strategic plans
Establishes goals
Measures success
Fosters accountability
Importance
Giving Clubs:
An Entry Point to Philanthropic Giving

Creating Your Campaign
Communication
Recognition
Marketing
Data Management
Philanthropic
Giving

Change Your Thinking
Your First Steps
Building Strength
Where are We Going?
True major gifts
Projects
Capital campaign
Endowments
Volunteer
Leadership

Constant promoter who believes in MVV
Make the organization a priority
Lead by example
Make the most generous gift possible
Help with development planning and implementation
Serve as a community representative for the station
Finding the Right People
Your needs
Meaningful actions
Capitalize on strengths
Clear expectations
Communication
Involvement
What is your commitment?
Anatomy of
An Ask

Prepare
Plan
Follow up
Review donor’s files
What you are trying to accomplish?
Determine who is going
Prepare to listen
Introduce, thank, engage,
explain, build, cite examples
ASK
answer, address objections,
follow up, thank you
then be quiet
and listen
Thank you
Answer any questions
Send follow up materials
Plan next steps
Fundraising is how we give people opportunities to act on their values. People don't want to give away money. They want to invest in great causes, in bold and exciting dreams.
Talking with Our Donors
Ernie Post and Reva Tyler
Break into two groups
15 minutes to review profiles
Two designated solicitors from each group
Each role play is a face-to-face ask
Teams have 10 minutes to complete objective
What was effective?
What techniques were less successful?
What would you do differently?
Any suggestions?
Analysis
Preparation and Planning
What is major giving?
Estate Gifts
What is Moves Management?
Why Do Donors Give?
$450,000 to $8 million
$500, $1,000, $5,000, $10,000
100 to 9,500
10 over $10K
FTE is higher
15 to 700
12 per month
Contacts?
Volunteer involvement is up
Planned giving is a given
What does success look like?
New ideas
Implementation
Learn
Donor management
Setting goals
Getting visits
Making the most of events
Identifying potential donors
Determining interest
Best practices
Building your case
Moving donors up
ID select donors for your portfolio
Invitations to join
Thank-a-thons
Include in major donor communication
Annual
Renewal based
Customized mail
Phone calls/email
Personal visits
Print
On-air
Website
On-air
Fund drives
Website
Events
Mid-level donors
Segmentation
Reporting
The Moves Team
Moves Manager: air traffic controller
a professional development staff member
coordinates the process and develops the overall strategy:

"We'll ask Mr. and Mrs. Jones for a leadership gift of $250,000. The ask will be made no more than 12 months from now."
Moves management requires coordination with several people who know how to communicate effectively with one another.
Natural Partners - the people who know the probable donors the best.
provide critical information
can suggest strategies for connecting to probable donors
they may even take part in the solicitation
often will be suggested by board members
assist with cultivation
inspire with their own support
Primary Player(s)- the person the
probable donor will have the hardest
time saying "no" to.
holds greatest leverage
What makes for a good move?
identify best and minimum possible outcomes. Determine what the next moves will be. How can you get them closer to "yes"?
review key points to be covered during the call. This includes the benefits of your work that are most likely to appeal to the probable donor.
If more than one natural partner is on the call, decide who will cover what. It needs to be orchestrated.
What is cultivation?
must have specific and desired outcome
simple entertainment is sometimes mistakenly classified as a move
your natural partners should be involved whenever possible
make sure a particular trustee sits next to the probable donor
Measuring Moves Outcomes
determine the best outcome before the visit
anticipate probable donor's questions, concerns and tangential reactions (What if the person wants to talk about anything other than your organization? How do you segue back to your work, mission and purpose of the meeting?)
confer with natural partners after the call and assess
determine what you hope to achieve in future moves
schedule your next move
Please note that this is the individual name that DonorSearch provides as an example of its product. Mr. Bloomberg is not affiliated with DonorSearch or any organization related to MajorGiving. In addition, all information within this sample is from public records.
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