Monitor. Track. Built. Repeat.

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1 Monitor. Track. Built. Repeat. Exploring the Disciplines of Successful Major Gift Fundraising with Moves Management Tuesday, June 11 and Thursday, June 13, 2013 Join the

2 WELCOME. LaVal Brewer, President of LaVal Brewer Consulting Nonprofit Management, Nonprofit Consulting and Major Gift Fundraising Experience. Sarah Finley, AccuFund CRM Product Manager, AccuFund Higher Ed. Development and CRM Management Experience

3 MAJOR GIFT FUNDRAISING WITH MOVES MANAGEMENT DEFINITION: The system of policies, procedures, and practices that directs the actions a nonprofit takes to identify donors, grow relationships, and generate major gifts.

4 MAJOR GIFT FUNDRAISING GENERAL STATISTICS: Corporations & foundations are easier to target for major gifts, but 4 out of 5 gifts (80%) were given by individuals or household donors in 2011 totaling $ billion.* The top 30 most recent gifts given by individuals in 2013 equal $311.2 million. ** Major gifts range from $1M - $35M. Donated to higher education, museums, hospitals, community foundations and medical research around the country. *Giving USA, a report compiled annually by the American Association of Fundraising Counsel ** The Chronicle of Philanthropy, America s Top Donors

5 WHAT MAKES MAJOR GIFT FUNDRAISING WITH MOVES MANAGEMENT SUCCESSFUL? 1. Prioritize & Balance your Fundraising Initiatives 2. Identify & Define your Existing Assets 3. Utilize an Electronic System 4. Establish your Moves Manager 5. A Culture of Philanthropy 6. The ASK

6 KEYS TO SUCCESS 1. Prioritize & Balance your Fundraising Initiatives 2. Identify & Define your Existing Assets 3. Utilize an Electronic System 4. Establish your Moves Manager 5. A Culture of Philanthropy 6. The ASK

7 Prioritize & Balance The strive for fundraising success is derived from development efforts, and the balance of those efforts Special Events Major Gifts Annual Gifts Board Gifts / Solicitation Online Giving Grants Because of staff size or readily available resources, most organizations can t preform all these efforts at once, therefore prioritizing & balancing these efforts is a must.

8 Prioritize & Balance 80/20 Rule 80% of all giving is contributed by 20% of your donors. Major Gift Fundraising has the potential to provide the most return for your efforts. Major gift fundraising can decrease overall fundraising costs. One major gift can be less time consuming and more cost effective than coordinating an event to receive 50 smaller gifts. How much time should be devoted to major gift fundraising? Your role and organization size will determine how much of your time should be spent with major gift fundraising compared to other development efforts.

9 Prioritize & Balance What are our audience s major gift fundraising goals? 19% 33% 16% 32% To initiate a major gift fundraising program. To strengthen our current major gift fundraising process. To increase the number of major donors. To increase the average major gift amount. Other Responses: Changing major gift levels Proactive involvement from staff & board Formalize the Moves Management Program

10 KEYS TO SUCCESS 1. Prioritize & Balance your Fundraising Initiatives 2. Identify & Define your Existing Assets 3. Utilize an Electronic System 4. Establish your Moves Manager 5. A Culture of Philanthropy 6. The ASK

11 Identify & Define Assets Do you have: Strong board support Experienced fundraising team members (Usually this is the CEO) A CEO that values fundraising as a key component of their professional success Successful programs that positively impact the community Team members that keep your organization prepared and current

12 Identify & Define Assets How many years of major gift fundraising experience does our audience have? None 32% 34% 21% 1-3 Years 4-6 Years 7+ Years 13%

13 Identify & Define Assets 4% 6-10 Members How many staff members are actively engaged with major gift fundraising at your organization? 6% 11+ Members 13% None None 1-2 Members 11% 2-5 Members 66% 1-2 Members 3-5 Members 6-10 Members 11+ Members

14 Identify & Define Assets After identifying organizational assets, as a team, determine how to utilize the current assets for your major gifts plan. Identify and develop additional assets needed for success. Database Board Involvement Training Weekly Meetings

15 KEYS TO SUCCESS 1. Prioritize & Balance your Fundraising Initiatives 2. Identify & Define your Existing Assets 3. Utilize an Electronic System 4. Establish your Moves Manager 5. A Culture of Philanthropy 6. The ASK

16 Utilize an Electronic CRM System By utilizing an electronic CRM (constituent relationship management) system for your major gift fundraising, you re giving yourself and your team a valuable tool set and tangible asset. Reporting, Dashboards & Forecasting capabilities Track and visualize the relationships & affiliations of your major donor prospects History of event attendance, direct mail, other donations, etc Points of contact and communication history Ticklers or Reminder Notes for key relationship building opportunities Enables team members to collaborate effectively & efficiently

17 Utilize an Electronic CRM 80.00% 60.00% 40.00% 20.00% Are you utilizing an electronic CRM system for donor management/ tracking? 0.00% 76.92% Yes 23.08% No 70.00% 60.00% 50.00% 40.00% 30.00% 20.00% 10.00% 0.00% Are you using an electronic CRM to track major gift fundraising activities? 65.38% Yes 34.62% No

18 Utilize an Electronic CRM System Reporting & Dashboard Must Haves Staff Activity Call Logs, Activity Potential major gift stages Monitor progress of the potential major gifts by the moves management stages they are in Major donor prospect ratings Monitor contacts that have been identified as a potential major donor CY or FY major gift fundraising goal and progress of meeting that goal

19 Utilize an Electronic CRM System Relationship Tracking Track the relationships that already exist among your constituents and potential major donors Relationship tracking is another important asset to equip your organization with for major gift fundraising With a cloud based CRM, you can even access your database from mobile devices to: Add or update notes after on-site prospect visits Sync notes for in-office staff viewing View reports and dashboards on-the-go

20 KEYS TO SUCCESS 1. Prioritize & Balance your Fundraising Initiatives 2. Identify & Define your Existing Assets 3. Utilize an Electronic System 4. Establish your Moves Manager 5. A Culture of Philosophy 6. The ASK

21 The Moves Manager Define the Moves Manager within your organization Moves Manager = Database Manager Strategist Focused & goal orientated Proficient with the Moves Management system Familiar with current donor prospects Ensures the electronic system is utilized correctly & integrity of data is sound

22 KEYS TO SUCCESS 1. Prioritize & Balance your Fundraising Initiatives 2. Identify & Define your Existing Assets 3. Utilize an Electronic System 4. Establish your Moves Manager 5. A Culture of Philanthropy 6. The ASK

23 A Culture of Philanthropy Successful major gift fundraising is embraced by each team member within the organization. main responsibility in most organizations lies on the shoulders of CEO and Development teams. By developing a major gift plan that identifies, cultivates, and manages donors - you will make it easier for every member of your team to participate. What would you do if James Cameron was a personal connection and shared the passion of your mission?

24 A Culture of Philanthropy Working as a whole will return greater results and effective fundraising. Each team member has unique relationships and networks that can be tapped for potential major donors. You are all working towards and supporting one mission CEO Major Gift Officers Director of Development Board Members Administrative Assistants Volunteers Program Participants

25 KEYS TO SUCCESS 1. Prioritize & Balance your Fundraising Initiatives 2. Identify & Define your Existing Assets 3. Utilize an Electronic System 4. Establish your Moves Manager 5. A Culture of Philanthropy 6. The ASK

26 The ASK. Timing is Everything. Asking too early may result in a smaller gift than expected, or no gift at all in some cases. Asking too late may result in a large gift that could have been received earlier, or even a relationship that is not tied to the organization and its mission.

27 Low Financial Capacity High The ASK. Panas PEG Chart Low Inclination/Interest to Give High

28 Monitor. Track. Built. Repeat. Exploring the Disciplines of Successful Major Gift Fundraising with Moves Management THANK YOU.

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