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Sponsored by: A Service Of: Advancement Best Practices that Work Rod Miller

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Why, when and how to plan and execute best practices for institutional advancement – new insights, ideas and creative ways to transform advancement efforts. For board trustees, CEOs and leaders with vision and commitment to best practices for growing revenue, philanthropy and marketing impact.

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Page 1: Advancement Best Practices

Sponsored by: A Service Of:

Advancement Best Practices that Work

Rod Miller

Page 2: Advancement Best Practices

Sponsored by: A Service Of:

Affordable collaborative data management in the cloud.

Page 3: Advancement Best Practices

Sponsored by: A Service Of:

Today’s Speaker

Rod Miller CEO,

Executive Institutional Advancement Exchange

Hosting: Sam Frank, Synthesis Partnership

Assisting with chat questions: April Hunt, Nonprofit Webinars

Page 4: Advancement Best Practices

Advancement Best Practices that Work

Rod Miller, CEO

Executive Institutional Advancement Exchange

www.ExecIAE.com

Page 5: Advancement Best Practices

Advancement Best Practices on LinkedIn

Why, when and how to plan and execute best practices for institutional advancement - share insights, ideas and creative

ways to transform advancement efforts.

For board trustees, CEOs and leaders with vision and commitment to best practices for growing revenue,

philanthropy and marketing impact.

http://www.linkedin.com/groups?gid=3874810

2© Executive Institutional Advancement Exchange LLC 2011

www.ExecIAE.com

Page 6: Advancement Best Practices

What Are Best Practices?

A best practice is a method, process, activity, incentive,

or reward that is believed to be more effective at

delivering a particular outcome than any other

technique, method, process, etc. when applied to a

particular condition or circumstance…

... en.wikipedia.org/wiki/Best_practices

3© Executive Institutional Advancement Exchange LLC 2011

www.ExecIAE.com

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“Best” = Maximize Potential

Conventional

or

Exceptional

4© Executive Institutional Advancement Exchange LLC 2011

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ROI Priorities

1. Reposition Strategy.

2. Organize Interpersonal Communication Process.

3. Integrate Priority Behavior.

100-day Plan-to-Execution

© Executive Institutional Advancement Exchange LLC 2011www.ExecIAE.com

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Assumptions

100-day Plan to Execution

• Agree “Institutional Advancement.”

• Assure cash-flow, cash-flow, cash-flow.

• Sustain substantial growth.

• Maximize success through realistic goals.

6© Executive Institutional Advancement Exchange LLC 2011

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“…it's the way a thing's done that makes it right or wrong.”

Augustus Saint-Gaudens

7www.ExecIAE.com

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All about Values

• Astute leaders make it known that the donor-investor’s wishes rule.

• How much stakeholders feel engaged in advancing the added value of the enterprise is largely what drives stakeholder commitment.

© Executive Institutional Advancement Exchange LLC 2011www.ExecIAE.com

Page 12: Advancement Best Practices

30+ Leaders’ Success Strategies

1. Align board, senior leaders and teams.

2. Concentrate on major undertakings.

3. Facilitate international reputation.

4. Catalyze knowledge use and innovation.

5. Grow financial flexibility of leader.

© Executive Institutional Advancement Exchange LLC 2011www.ExecIAE.com

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Strategy 1 : Align Collaborative Team

• What each values

• How to engage stakeholders

• What actions move big opportunities forward

© Executive Institutional Advancement Exchange LLC 2011www.ExecIAE.com

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Diagnose…Do

• Talk with key stakeholders.

• Identify opportunities.

• Ask who might help.

• Clarify capacity & networks.

• Focus on assets.

• Estimate community benefits.

© Executive Institutional Advancement Exchange LLC 2011www.ExecIAE.com

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Agree

• Which community needs to serve

• How to meet needs

• What steps to improve relationships

• How to engage collaborators to advance mission

12© Executive Institutional Advancement Exchange LLC 2011

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Page 16: Advancement Best Practices

Set Tactics for ROI

• Discover new key stakeholders.

• Recruit right leaders.

• Empower communication.

• Grow the annual fund/mega-gifts.

• Assure follow-through.

© Executive Institutional Advancement Exchange LLC 2011www.ExecIAE.com

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Discover New Key Stakeholders

• “Big Money Runs Downhill.”

– Approach the truly financial/philanthropic leaders.

– Access networks.

• Discover who cares.

– Share stories and highlight success.

– Acknowledge what’s yet to do.

– Project the future “feet on the ground – eyes on the stars.”

14© Executive Institutional Advancement Exchange LLC 2011

www.ExecIAE.com

Page 18: Advancement Best Practices

Recruit Right Leaders

• Agree candidate qualities.

Wealth, wisdom, work and wallop

Volunteer chair potential

• CEO & board trustee to recruit Chair > next.

© Executive Institutional Advancement Exchange LLC 2011www.ExecIAE.com

Page 19: Advancement Best Practices

Empower Communication

Pertinent & Quick

• Ask what stakeholders value.

• Assess performance.

• Analyze own/other performance.

• Adjust to close gaps against expectations.

© Executive Institutional Advancement Exchange LLC 2011www.ExecIAE.com

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Grow the Annual Fund/Mega-gifts

• List

• “Class-notes”

• Find resonance

• Peer-engagement

• Ask directly (+3 other “tones of voice”)

• Acquisition, renewal and upgrade

17© Executive Institutional Advancement Exchange LLC 2011

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Page 21: Advancement Best Practices

Assure Follow-through

Build collaboration: 360-degree CommunicationTechnology, marketing, communication, solicitation, analytics, finance

• Predictive targets (profile/potential/geography).

• Set initial engagement/solicitations.

• Establish performance metrics.

• Interpret analytics to refine next solicitations.

18© Executive Institutional Advancement Exchange LLC 2011

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Strategy 2: Major Undertakings

• Tackle bold initiatives.

• Deliver “virtuosity” = beyond excellence.

• Choose carefully which needs to address.

• Focus on the “stars.”

• Follow-through.

• Provide lasting community impact.

• Build long-term relationships.

© Executive Institutional Advancement Exchange LLC 2011www.ExecIAE.com

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Strategy 3: International Reputation

• Find unique output.

• Accomplish the difficult.

• Touch people’s lives.

• Attract the best (younger) minds.

• Secure support for important community needs.

20© Executive Institutional Advancement Exchange LLC 2011

www.ExecIAE.com

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Strategy 4: Catalyze Innovation

“You have just heard four of the best reasons to endow a

scholarship program at...”

www.ExecIAE.com

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Strategy 5: Grow Financial Flexibility

• Re-conceive all services as revenue raising.

• Expect realistic Philanthropy growth.

• Engage stakeholder with her/his greatest interest.

22© Executive Institutional Advancement Exchange LLC 2011

www.ExecIAE.com

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Advancement Best Practices Steps

1. Assess values, case, needs, goals and resources.

2. Review advancement strategy, process and behavior on-site.

3. Benchmark internally.

4. Engage new, key stakeholders.

5. Select and empower right leaders.

6. Sign-onto ROI performance: outputs, process and behaviors.

7. Establish pertinent, high-speed follow-through.

8. Reference benchmarks of world’s best practice.

9. Review trajectory and reward improvement.

10. Reassess stakeholder engagement.

23© Executive Institutional Advancement Exchange LLC 2011

www.ExecIAE.com

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Conclusion

Strategy

• Envision a better future.

Process

• Build pathways for teams of the right board trustees, program leaders and staff professionals to set the pace.

Behaviors

• Make connecting conversations happen on big opportunities every day.

24© Executive Institutional Advancement Exchange LLC 2011

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Suggested Resources

Kay Sprinkel Grace, Beyond Fund Raising: New Strategies for Nonprofit Innovation and Investment, New York: John Wiley, 1997

Rod Miller, “Beyond Benchmarking Institutional Advancement” in Excellence in Communicating Organizational Strategy, Albany, NY: State University of New York Press, 2001 (sample@ GOOGLE)

……………... Best Practices for Fundraising, The CEO Hour, WSRadio.com, 3 interview segments http://wceoradio.typepad.com/archives/2011/07/2011-07-151.html#axzz1UAIssI9D

……………... Major Gift Strategies that Workhttp://www.slideshare.net/NonprofitWebinars/major-gift-strategies-that-work-7616568

……………... Planned Giving Strategies that Workhttp://www.slideshare.net/NonprofitWebinars/planned-giving-strategies-that-work

……………... Why When and How the Big Gift Campaigns Work http://www.slideshare.net/NonprofitWebinars/why-when-and-how-the-big-gift-campaigns-work-7285907

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Sponsored by: A Service Of:

Find listings for our current season of webinars and register at:

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