Comprehensive. Innovative. Strategic. Proven.

Transcription

1 GG+A Overview

2 Comprehensive. Innovative. Strategic. Proven. Who better to help you with fundraising, resource allocation, and analytics than a firm dedicated to nonprofits and philanthropy? GG+A provides solutions in all areas of philanthropic management to help our clients build and sustain best in class development programmes with evidence-based strategies. A GLOBAL LEADER IN PHILANTHROPY Grenzebach Glier and Associates (GG+A) is a full-service philanthropic management consulting firm. We bring over 50 years of experience as an international expert on best practices in fundraising and institutional development. Our consultants are among the most experienced and accomplished in the field. We have served in senior management positions at some of the world s most distinguished nonprofit institutions. The result: long-term, sustainable philanthropy that has significant impact on our clients missions. EVERY SECTOR, IN THE UK AND AROUND THE WORLD GG+A helps to advance the mission of leading charitable institutions in several categories: + + Education + + Health & Medicine + + Arts & Culture + + Social Service/Voluntary/Non- Governmental Organisations We work across the globe from the Americas to Europe, and Australia. We currently provide counsel to more than 300 institutions of a wide variety of sizes. Our clients campaign goals range from 2 million to over 3 billion. AN EVIDENCE-BASED APPROACH GG+A provides the strategic thinking and methodology to gather objective evidence that can ensure our clients are on solid footing with their fundraising plans and goals. We help our clients use evidence to elevate performance for longterm, sustainable growth.

3 For over fifty years, GG+A has been collaborating with clients to deliver results. Rigour + Collaboration = Results RIGOUR At GG+A, we draw from our philanthropic management experience across diverse sectors around the world to refine best practices. Data is the cornerstone of our strategic, evidence-based approach. We provide guidance to nonprofit enterprises in their entirety: all fundraising programmes and related areas such as communications and engagement, as well as executive and volunteer leadership, across the institution. We seek clients eager to set ambitious goals, and we work hard to achieve those goals. COLLABORATION GG+A serves as a partner to our client institutions, and we are committed to their success. We are proud of our many client relationships that have extended over years - even decades. Our consultants bring experience, objectivity, and candour in our counsel to chief executives, governing boards, and fundraising leaders to help them meet their objectives and build a high-performance culture of philanthropy within their institutions. RESULTS GG+A is dedicated to providing counsel that has sustainable impact on institutions by helping clients to achieve their objectives and develop the means to build on their success for many years to come.

4 Comprehensive From strategy to research. From resource allocation to communications. Projects large or small. We help our clients with all aspects of their development, stewardship, and engagement needs to build extraordinary fundraising programmes.

5 GG+A Services PROGRAMME REVIEWS We review your organisation s historic fundraising results and structure. We interview advancement team members and institutional leaders to understand your current fundraising programme. With this information, we provide feedback on staffing, organisational structure, resource investment, and programme initiatives to ensure the maximum return on investment for your fundraising programme. We can also complete a focused review of any component of your development programme, such as Annual Giving, Major Gifts, and Alumni Relations. STRATEGIC PLANNING STUDIES Understanding your constituents opinions, attitudes, and engagement is key to developing a roadmap for your fundraising or campaign s success. Our approach is designed to assess the potential and likelihood of both philanthropic and volunteer support for your proposed campaign, enthusiasm for the strategic goals of the campaign, and confidence in your institution, its leadership, and its development programmes. ANALYTICS Donor intelligence, performance metrics, and institutional comparisons are among several tools that enable improved fundraising performance. We can help your team use analytics to make evidence-based decisions to achieve your desired performance, return on investment, and fundraising goals. MARKETING + COMMUNICATIONS We start by researching your institution s audience orientation. Next, we organise, plan, and design communications activities. We provide tools and processes that can give you a detailed roadmap of select audiences, objectives, goals, strategies, tactics, timelines, and budgets to guide your communications activities for years to come. We provide full service marketing and communications offerings that encompass campaign messaging, branding, case for support, and social media. TRAINING + COACHING Sustainable fundraising success requires consistent review, rehearsal, and training based on best practice behaviours. Our consultants have distinguished records of service and counsel at many of the world s top nonprofit organisations and provide both insight and imagination to the professional education process. We bring breadth of expertise and depth of knowledge in our training services for academic staff and fundraising officers, as well as executive coaching for institutional leaders. ENGAGEMENT Institutions understand the positive correlation between engagement and giving. The need to ensure that these programmes are integrated and coordinated is critical. We are experienced in the discovery and identification of opportunities between fundraising and engagement that help our clients harness their full potential. Our work provides alumni relations clients with a roadmap that addresses resource allocation, strategic planning, volunteer management, programming, the use of engagement metrics, marketing and communications, and social media strategies.

6 Partnering on all Aspects of Philanthropy GG+A can assist your institution with an array of services that draw upon our firm s depth and breadth of experience. PROGRAMME REVIEWS + + Advancement Services + + Alumni/ae Relations + + Analytics + + Annual Giving + + Campaign Readiness Assessment + + Communications + + IT Assessment + + Major, Principal, & Legacy Gifts + + Membership + + Prospect Management and Research + + Pre- and Post-Campaign Programme Audits + + Parent Relations + + Total Advancement Programme + + Special Events + + Stewardship & Donor Relations STRATEGIC PLANNING/FEASIBILTY STUDIES + + External Constituency Analysis + + Goal Analysis + + Ongoing Campaign Counsel ANALYTICS + + Annual Fund Assessment + + Constituent Surveys + + Gift Officer Metrics + + Institutional Comparison + + Major Gift Optimisation + + Wealth Screening MARKETING + COMMUNICATIONS + + Case for Support, Messaging, & Editorial Services + + Creative Services + + Communications Strategy & Planning + + Market Research & Data Analysis + + Social Media & Digital Communications TRAINING + COACHING + + Academic Leadership + + Board Leadership + + Deans & Academic Leaders + + Executive Coaching + + Major Gift Officers + + Physicians + + Volunteer Leadership ENGAGEMENT + + Alumni Board Management + + Engagement Metrics + + Segmentation Strategy + + Social Media Strategy

7 Programme Reviews Today s competitive environment and rising expectations for performance require regular examination of your fundraising programme. We work alongside your team to provide a comprehensive assessment of your entire development programme, or a targeted evaluation of specific areas, so that you are prepared for the next campaign or for increased fundraising results. Programme reviews provide an in-depth analysis of an institution s overall fundraising programme or may focus on specific areas such as annual giving, alumni relations, or major gifts. Most often, programme reviews are part of the campaign planning process, but they may also serve as an effective management tool at the completion of a campaign or as a periodic check up on the health of your development programme. GG+A delivers a comprehensive and rigorous review of your fundraising programme and identifies opportunities for growth as well as recommendations for integration across departments. As part of this process, we can also provide an institutional comparison with your peers. We provide a roadmap for enhancing your development programme to produce increased results that are sustainable over time. Key Deliverables + + Recommendations for Programme Structure and Operations Optimisation + + Roadmap for Growth and Projected Return on Investment + + Institutional Comparison

8 Strategic Planning Studies Using an external assessment, we provide critical feedback that helps you determine the optimal structure and size of your next major fundraising effort, as well as your organisation s effectiveness in communicating and stewarding your most important donors. Strategic Planning Studies are a fundamental step in preparing for a campaign or in building a successful fundraising programme. An assessment of the feasibility of an ambitious campaign should be preceded by an evaluation of an institution s resources currently in place to support fundraising efforts. GG+A explores your constituency s readiness to support proposed campaign goals through a series of group briefings and individual interviews with key leadership prospects. In this process, we explore perceptions of your organisation and its goals and make recommendations based on strengths and challenges that we uncover. Our process includes testing the draft case for support with prospective donors and also cultivates and educates key stakeholders about the institution s philanthropic objectives and creates buy-in and enthusiasm for the campaign. Key Deliverables + + Aggregated Opinions Regarding Institutional Image & Reputation + + Recommended Campaign Goals + + Key Constituents Reactions to the Case for Support + + Likelihood of Donors Philanthropic Support + + Volunteer Leadership Structures + + Campaign Timing and Roadmap

9 Analytics In collaboration with GG+A consultants, your institution can achieve and sustain higher fundraising goals using metrics and data. MAJOR GIFT OPTIMISATION Are your best major gift prospects receiving the attention they deserve? Using metrics, analytics, and data, we help your gift officers evaluate their prospect portfolios in order to improve both short- and long-term portfolio yield performance. GIFT OFFICER METRICS MANAGEMENT We provide development leaders and gift officer managers with a dashboard of the metrics necessary to hire, train, coach, mentor, and manage their teams. These tools are developed from proven practices and benchmarked against high performance gift teams. CONSTITUENT SURVEYS Understanding an individual s opinions, attitudes, and engagement is invaluable to practitioners in the areas of fundraising, communications, and donor stewardship. Surveys help clarify the difference between perceived constituent behaviour and actual constituent behaviour. ANNUAL FUND ASSESSMENT Through use of demographic, institutional relationships, past giving history, and engagement data, our annual fund assessment programme enables a sophisticated segmentation approach to maximising donor growth, retention, and overall annual fund yield. INSTITUTIONAL COMPARISON Whether planning a campaign budget or trying to develop sustainable higher fundraising, our institutional comparison process uncovers valuable insight into the relationship between investment in development staff and programmes and long-term fundraising performance. ANALYTICS PROGRAMME REVIEW Are you developing your own internal data and analytics capability? Through our analytics programme review, we collaborate with your team to build the roadmap for investment in people, process, and technology.

10 Marketing + Communications To reach your fundraising goals, we help you crystallise your strategic priorities and then translate them into the most compelling and persuasive messaging for your organisation, your donor base, and your community. COMMUNICATIONS STRATEGY + PLANNING We start by researching your institution s audience orientation. Next, we organise, plan, and design communications activities. We provide tools and processes that can give you a detailed roadmap of select audiences, objectives, goals, strategies, tactics, time lines, and budgets to guide your communications activities for years to come. CASES, MESSAGING, + EDITORIAL SERVICES Perhaps you need a compelling case statement or proposal- -one that ensures your institution s strategic vision has been translated into achievable objectives and attractive giving opportunities. That is when many clients first turn to us. We develop fundraising rationales that define and drive effective campaign messaging. COMMUNICATIONS PROGRAMME REVIEWS Is your programme organised for success? Many clients ask us for a comprehensive assessment of their development communications programme when planning for a campaign or when seeking more impact from communications. The review includes staffing, resources, channels, and activities. MARKET RESEARCH + DATA ANALYSIS Information drives our process. We work with you to gather all relevant data; audit your communications inputs, and outcomes; review your organisational resources; conduct constituent research and analysis; and segment your audience to prepare for action. CREATIVE SERVICES Because we partner closely with our clients, we are increasingly asked for help in creative services. We develop campaign names, visual identity, branding guidelines, and case and support materials. SOCIAL MEDIA + DIGITAL COMMUNICATIONS All of our clients wrestle with how to address the quick pace of technology and the changing habits of constituents. A digital strategy begins with an assessment of what you need and want to accomplish via social media and digital communications.

11 Training + Coaching With your major fundraising goals in mind, we provide best practices in the areas of effective cultivation, gift negotiation, and campaign initiatives for all stewards of your institution. MAJOR GIFT OFFICER TRAINING Focused on building and sustaining best practice behaviours across all areas of major gift fundraising, we tailor workshops to meet the aspirational objectives of the institution and address key competency or skill deficiencies. We design agendas in collaboration with advancement leadership following an initial needs assessment to ensure that we understand the particular objectives of the institution. Gift officers use their own experiences and prospects as case study examples to facilitate direct application of new, learned skills to the major gift team s work. ON-SITE WORKSHOPS + EXPERIMENTAL SEMINARS Individual major gift officer sessions augment training seminars and reinforce best practice behaviours. Taking each gift officer s particular challenges and portfolio, we focus on issues such as prospect strategy development, volunteer management, solicitation, preparation, gift negotiation, and any other issues identified by the gift officer or his or her manager. We provide leadership with critical metrics and expectations to guide and evaluate gift officer performance. BOARD + VOLUNTEER LEADERSHIP TRAINING + EXECUTIVE COACHING Whether preparing for a campaign or trying to develop sustainable higher annual fundraising, our training for board members and volunteers helps direct the talents and interests of volunteers toward valuable fundraising outcomes. Strong institutional leadership, or lack thereof, can be one of the greatest determinants of success or failure in fundraising. GG+A can coach institutional leadership around the decisive role of philanthropy and how leaders can effectively engage, cultivate, and solicit key gifts from prospects. Executive coaching can also include how to define philanthropic priorities and targets and how to achieve alignment across organisational stakeholders.

12 Engagement We help you optimise your resources for stronger engagement and increased volunteer efforts. Our solutions can convert an average Alumni Relations or Membership programme into a highly effective component of an integrated development programme. ENGAGEMENT PROGRAMME REVIEW A broad and deep dive into overall engagement efforts. Rigorous analysis of staffing structure, programming elements, resource allocation, strategic planning, and engagement metrics. Scope: Comprehensive review of materials and data, complemented by extensive one-on-one interviews. Outcomes: Analysis of programmes, staffing, and resources within the department as well as a roadmap to enhance engagement efforts. EXECUTIVE ASSESSMENT High-level analysis of overall engagement efforts. Scope: Low cost, diagnostic gap analysis of engagement based on a review of client s materials and an on-site visit. Outcomes: Identification of strengths and challenges along with high-level recommendations for improvement. FOCUSED REVIEW Focused analysis of a specific programme area. Scope: High-level review and analysis of specific programme areas such as Engagement Metrics, Segmentation Strategies, Social Media Strategy, Alumni Relations role within a campaign, and Alumni Board Management. Outcomes: Identification of strengths and challenges with the specific programme area and recommendations for improvement. + Affinity Programmes + Alumni Board Management + Engagement Metrics + Class + Reunion Programmes + Communications + Marketing Programme Areas + Diversity Programmes + International Programmes + Peer Review + Benchmarking + Regional Programmes + Segmentation Strategy + Social Media Strategy + Strategic Planning + Student Outreach + Engagement + Volunteer Management + Young Alumni Programmes

13 Innovative We have worked on the front lines in the philanthropic community solving the same problems you seek to solve. And by working with some of the best organisations, we are able to bring the latest, most innovative approaches to our clients.

14 GG+A/Client Partnerships SPECIFIC PROJECT INITIATIVES CLIENT OUTCOMES+ ACHIEVEMENTS + Meeting Campaign Goals + Investments in Programme Strategy + Sustainable Growth in Philanthropic Revenues + Sustainable Staff Skills and Capacity + Growth in Philanthropic Culture + Major Gift Portfolio Analysis + Giving Behaviour Analytics + Campaign Readiness Review + Stewardship Study Focused on Top Donors to the Previous Campaign + Principal Gift Prospects Strategy Review + Donor Profile Published in University Magazine + Volunteer Leadership Workshop + Benchmarking, Analysis of Engineering Development Programme (FTE and Budget Levels) + Major Gift Officer Mentoring Programme (by Skype Workshops) + Building an Academic Outreach/Engagement Event + Developing an In House Training Curriculum + Annual Fund Study of Renewal Rates and Growth Strategy for Young Alumni GG+A CORE CAPACITIES + Best Practices Across Every Programme Area + Building Programme Strategic/ Operating Plans + Programme Reviews/Process Improvement Studies + Peer Benchmarking/Analytics + Training Workshops + Feasibility/Planning/Marketing Studies + Strategic Communications/Case Development + Trusted Counsel

15 Our Team JOHN J GLIER, PRESIDENT + CEO REBECCA PARKES, VICE PRESIDENT Internationally recognised as a leader in philanthropic consulting, John J Glier has provided strategic counsel to hundreds of higher education, healthcare, and major cultural institutions in the United States, United Kingdom, Canada, Europe, and Australia. A skilled innovator who works with clients in all facets of philanthropic management, John joined the firm in He is deeply committed to his clients success and works with them to build sustainable development programmes that advance long-term growth. Rebecca Parkes joined GG+A in 2014, bringing to the firm 10 years of experience in fundraising, strategic planning, board management, and campaign management. Throughout his 40 years providing counsel, John has advised on such wide ranging topics as the role of volunteers and academic and medical leaders in the fundraising process; the use of information technologies in fundraising; constituency development; prospect identification and management; and the innovative use of analytics to drive evidence-based strategies. A true leader in the philanthropic community, he served for many years on the Board of the American Association of Fundraising Counsel, now called the Giving Institute, which publishes Giving USA, the most authoritative source on philanthropic activity in America today. Contact John Glier at [email protected] PETER J LASHER, VICE PRESIDENT Rebecca most recently served as Head of Development, Campaigns, at Cancer Research UK (CRUK) where she managed the fundraising, strategic planning, and execution of three major giving teams, led two boards of advisors (the Catalyst Club and Women of Influence Initiatives), and managed the strategic planning for CRUK s ongoing capital campaign in partnership with the University of Manchester and Christie Hospital. She also had oversight of delivery of board meetings, marketing and stewardship, prospect research, and financial reporting. Previously, Rebecca served as Assistant Director, New York Metropolitan Region, at American Technion Society where she developed and expanded the alumni giving programme and alumni communications plan. Prior to this position, she was Director of Development for New York University Langone Medical Center, the Department of Urology and NYU Cancer Institute. Rebecca has also served as Major Gifts Officer for Memorial Sloan Kettering Cancer Center, Major Gifts Manager for the Juvenile Diabetes Research Foundation-New York City Chapter, and Major Gifts Manager for the YMCA of Greater New York. Contact Rebecca Parkes at [email protected]. Pete Lasher joined GG+A in 2014, bringing to the firm more than 20 years of successful fundraising experience in five multi-billion dollar capital campaigns. Throughout his career, Pete has specialised in driving fundraising performance by utilizing philanthropic analytics and performance metrics to achieve campaign goals. Pete most recently served as the Associate Vice President for University Development for Michigan State University s Advancement team where he directed campaign operations and managed a staff of more than 100 fundraising professionals. Prior to that, he served as Associate Senior Vice President of Development at the University of Southern California and Associate Vice President for University Development at Georgetown University. Pete has experience with all facets of campaign operations including the articulation of campaign priorities and goals, the development of cases for private support, and the building of partnerships with academic and volunteer leadership. ADRIAN SALMON, VICE PRESIDENT Adrian Salmon joined the firm in April 2015 and brings nearly 20 years of direct marketing fundraising experience in the higher education, arts and culture, and wider not-for-profit spheres. Most recently, Adrian was Footsteps Fund Manager at the University of Leeds, where he dramatically increased the University s number of donors, annual giving income, and contributions from integrated mail and online appeals. Adrian also implemented an automated propensity scoring system, the first to be used by a university in the UK, and designed and implemented the University s first dedicated 20-seat fundraising call center. Pete has also held leadership positions at other premier institutions, including Associate Dean for Development and Alumni Relations at the University of North Carolina s Kenan-Flagler Business School, and as Assistant Dean for External Relations at the University of Washington s Foster School of Business. Previously, Adrian was Director of Client Services and Head of TPR Education for The Phone Room Ltd. where he led numerous successful and award-winning telephone campaigns for non-profit clients including the National Galleries of Scotland, Symphony Hall Birmingham, South Bank Centre, Salford University, and Birkbeck College, University of London. Contact Pete Lasher at [email protected]. Contact Adrian Salmon at [email protected]. GG+A Capabilities Overview 180 Piccadilly London W1J 9HF p +44 (0)

16 J THOMAS KRIMMEL, VICE PRESIDENT Tom Krimmel joined GG+A in 2014, bringing to the firm over 30 years of chief development officer experience in higher education and the volunteer sector. Previously, he served as Vice President for Development, Family and Alumni Relations at the Franklin W. Olin College of Engineering. Under his leadership, Olin led the nation in undergraduate alumni and parent participation rates. Over the past five years, the annual compound rate of growth in dollars received exceeded 37 percent. Tom was also the chief development officer for the Network for Teaching Entrepreneurship where he led efforts to increase giving from $7.7 to $14.3 million in three years. Previously, he served for 15 years as Vice President, Development, and Alumni Relations at Babson College where he developed a campaign plan and led a team of volunteers and staff in securing more than $122 million during a five-year comprehensive campaign. He has also served as Senior Vice President for Development at Antioch University, where he led a successful $50 million campaign, and the Director of Development and Alumni Relations at his undergraduate alma mater the University of Wisconsin-Parkside. Contact Tom Krimmel at [email protected]. LORI YERSH, CONSULTING VICE PRESIDENT Lori Yersh joined GG+A in 1997, bringing to the firm over 26 years of experience in senior executive leadership roles in development and alumni relations. In her role, she has provided counsel to more than 100 university and non-profit development programmes in North America, Europe, and South Africa. Along with comprehensive experience in developing annual giving strategies and infrastructure, Lori has special expertise in working with development programmes to enhance revenue streams and to better position annual giving as a cultivator and educator of major gift and planned gift prospects. Her work has encompassed all aspects of development and alumni relations programming, including extensive experience with data and report analysis, annual giving segmentation, professional and volunteer training, telemarketing and direct mail applications, and annual fund initiatives in the capital campaign environment. Lori currently serves as Senior Advisor to the Vice President for Advancement and Alumni Relations at Concordia University and works closely with the VP and senior members of the advancement team to build Concordia s Development infrastructure and internal fundraising capacity. Previously, she served as Executive Director, Strategy and Donor Engagement, at McGill University where she oversaw strategic planning for the Development and Alumni Relations programme. Lori spent 24 years in total working at McGill in all facets of advancement and in senior leadership roles. Contact Lori Yersh at [email protected].

17 Strategic We understand the importance of analysing data, listening, and interviewing. We use these tactics to build a roadmap that will lead your institution to reach its goals. This rare combination of qualitative and quantitative inquiry makes a difference for our clients.

18 Select Current + Recent Clients HIGHER EDUCATION The University of Aberdeen University of the Arts London Aston University University of Bath University of Birmingham Blavatnik School of Government, University of Oxford University of Bristol The British School at Athens The British School at Rome University of California Los Angeles University of Cambridge Cardiff University The Central School of Speech and Drama Cheltenham & Gloucester College of Higher Education City University of London Dublin City University Duke University Durham University University of East Anglia Edinburgh Napier University University of Essex University of Exeter University of Glasgow Glasgow Caledonian University Green Templeton College, University of Oxford University of Greenwich Harrow School Heriot-Watt University University of Hull INSEAD Imperial College London The Johns Hopkins University Kellogg College, Oxford University of Kent King s College London King s College, Cambridge Lancaster University University of Leeds University of Lincoln Liverpool John Moores University London Business School London School of Economics and Political Science London South Bank University Macquarie University University of Manchester McGill University Moscow State Institute of International Relations Newcastle University University of Notre Dame University of Nottingham The Open University University of Oxford Oxford Brookes University Pembroke College, Oxford University of Pennsylvania University of Plymouth Queen Margaret University Queen s University Belfast The Robert Gordon University Royal Northern College of Music School of Oriental and African Studies, University of London University of Sheffield University of Southampton St Anne s College, Oxford St Cross College, Oxford St Andrew s School for Boys University of St Andrews St Catherine s College, Oxford University of Strathclyde, Glasgow University of Surrey Swansea University Trinity College, Oxford University College London Uppingham School Vanderbilt University Wadham College, Oxford Wageningen Universiteit en Researchcentrum University of Warwick Winchester College HEALTH & MEDICINE Cambridge University Health Partners Institute of Cancer Research Duke Cancer Institute King s Health Partners Mayo Clinic Oxford International Institute of Palliative Care Royal Society of Medicine ARTS & CULTURE Asia House Clan Donald Lands Trust The Explorers Club Glyndebourne Festival Opera Los Angeles Philharmonic Association The National Gallery National Theatre of Scotland The National Trust for Scotland Philadelphia Museum of Art Royal National Theatre Royal Scottish National Orchestra Royal Zoological Society of Scotland Scottish Opera South Bank Centre V&A at Dundee The Victoria and Albert Museum VOLUNTARY SECTOR Beatson Oncology Centre and Friends of the Beatson The Big Issue Foundation British Red Cross CASE/UK Catholic Charities Archdiocese of New York Institute of Fundraising International Association of Teachers of English as a Foreign Language International Institute of Strategic Studies The Queen Mother s Memorial Fund for Scotland The Royal Society of Wildlife Trusts Save the Children London Save the Children UK South Georgia Heritage Trust The Sutton Trust United Way Worldwide World Wildlife Fund

19 Proven We listen. We research. We work with you to improve your organisation and achieve your goals. Let us know how we can be partners for your success. For more information, write to us at or call us on +44 (0)