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Perfecting the Donor Discovery Visit

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by

Robert Stein

on 7 July 2017

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Transcript of Perfecting the Donor Discovery Visit

Perfecting the Major Donor Discovery Visit
PMDMC 2017 -- Our 25th year presenting
MajorGiving.com
Robert Stein, CEO, Principal
Lisa Ondak, Senior Consultant


Critical Success Factors for a Healthy Major Giving Program
What are they and
how do I get some at my station?
CSFs and KPIs, Important Difference
Critical success factors (CSFs)—elements vital for a strategy to succeed.

Key performance indicators (KPIs) —metrics monitored to determine a strategy’s progress toward success.
Healthy Major Giving Program CSF #1: Listen!
Listen to and, in appropriate ratio, talk with (one on one) major donors and potential major donors as much as possible.
Healthy Major Giving Program CSF #2: Ask!
Identification and cultivation leading to direct ask—fearless fundraising.
Strategy, process, business metrics (“the wonky stuff”), when they are useful and when they are not?
Healthy Major Giving Program CSF #3:
Systems are Paramount.
Rigorous donor database business rules, data driven strategy and a moves management plan matter (to support and not distract the major gift officer).
Advancing Your
Major Giving Program
Begin with Top Donors
Repositioning and Making the Case
Moving People Up/
Creating the Pipeline
Refocusing the Board
Stewardship in a Bucket
Local Programs
News
Arts/Culture
Equipment/Technology
Innovation/New Initiatives
Greatest Need/General Fund
Working and Talking Together
Moving People Up/
Creating the Pipe Line
Moving to Philanthropy
Change your thinking
Find your donors
Build strength
Where are we going?
Donor Conversations
Not Telling, Listening
Can You Control Yourself?
Donor Cultivation
Active engagement
What you do depends on what you've done
Challenges
Time
Routine
Focus
Solutions
Management
Expectation
Time frame
Goals
Specificity
Donor Portfolio
Examined
1/3 in active movement toward solicitation
1/3 moving from small annual gifts to major gifts
1/3 "suspects" being qualified and introduced
40-50 solicitations annually

Moves Cycle
Cultivation
Cultivation
Cultivation
Cultivation
Cultivation
Ask
Stewardship
Stewardship
Stewardship
Stewardship
Stewardship
Art and Science Cohabitate
What do we mean by this?
(i.e. what do cultivate and solicit mean?
And who is on the list for these activities?
Stewardship
Often misunderstood or overlooked
Philanthropy is NOT membership
Philanthropy is part of a giving continuum
Membership, sustainers, giving clubs
Gateways to Philanthropy
Key Differentiators
Donor Conversations
Philanthropy is NOT membership
Philanthropy is part of a giving continuum
Membership, sustainers, giving clubs
Our donors are golden even if they plateau.
Moves
Teams – Staff, volunteers, board
Reporting, Communication, Analysis, Planning
Listening to your donors!
Building a long-term relationship
Station: WXYZ
Genevieve Honeycutt
Ernie Post & Reva Tyler
Your Job: Discover, Cultivate, Plan Next Step
Full transcript