mystique of moves management case_2010
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The Mystique of Moves Management CASE IV District Conference March 29-30, 2010
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Your Partners in Dialogue
Fayruz Benyousef,
CFRE
• Philanthropy Consultant • Over 15 years fundraising, CFRE • AFP Austin 2x Past Board
President, Board member Planet Cancer and Con Mi MADRE – Mothers And Daughters Raising Expectations
• Favorite Food: Mom’s Pizza
Heather Burton
• Director w/Sage • Board President, BookSpring • 10+ years working for and with
nonprofits in development - United Way of Greater Portland, Portland West, Hospice Maine
• Favorite food: Almost anyone’s Pizza
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Our Goals • Give you a well deserved chance to breathe & THINK!
• Facilitate engaging dialog
• Provide key take-a-ways which encompass: – Five steps in establishing a formal moves management process. – Ideas on recording/tracking various moves strategies. – Emphasis on the importance of being donor-centric. – Overview of the different types of "moves."
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We believe…
You know the “theory”
You know the
“who” You
know the “how”
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Break Out Exercise • Groups of 4-5
• Answer the question: “What’s your biggest frustration with moves
management?”
• 10 minutes to discuss, agree on top three, assign a “presenter”
• Share with the group
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The best executive is the one who has sense enough to pick good men [women]
to do what he [she] wants done, and self-restraint to keep from
meddling with them while they do it.
- Theodore Roosevelt
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5 Steps to a formalized process
Commit to formal process
ID a “Champion”
Establish a moves team
Determine the number of donors to move
Decide who to move
* From “Start Moving Donors Up the Giving Ladder!”, Advancing Philanthropy, Sept 2007 By Heather Burton and Fayruz Benyousef, CFRE
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Where does the system break down? • No “secondary” relationship with donor
– Turn-over for fundraisers
• Too many to manage/starting too big
• Competing priorities
• Excluding the human element
• Not having a proper cadence of accountability
• Improper or impatient asks
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…The right amount …at the right time …..for the right cause
URL: http://www.youtube.com/watch?v=fjArVd-ElRs
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What stalls moves? • The Prospect
– Giving is personal; can’t be forced – Your donors are busy!
• You/The Organization
– Employee turnover; How do introductions work? – Dropping your cadence/letting other “priorities” get in the way
• BOTH: Lack of meaningful conversation
– Make it worth the time so they will take the call!
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So…. • How are you coping?
• When you are in meetings, what questions are you
asking?
• Are you Result focused vs Relationship focused? – What about your boss?
• What it should look like? Screens, simplicity
– Specifics – Alerts
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CRM Example
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CRM Example
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How much is too much? • Kinds of info • Actionable
• Lead and lag measure
– Scorecards
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Scorecards • Quality of moves Dashboards • Development officers not just about $$ - quality of moves
– Hit and run fundraising vs meaningful, sincere, engaging moves
• Define LEAD and LAG indicators – Ex. Lead = # calls/meetings/ etc – Ex. Lag = Gift
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Dashboard for Gift Officers
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Real-Time Updates! Different officer, different dashboard
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Track Close Rates
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Visibility into tasks
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Art and a Science • Building history, the relationship • Knowing when to say when • Trust your staff – respectful and dignified • Document call report! Take time to make time
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Take-a-ways • PPT • Advancing Philanthropy • CASE 1994 Dunlop Article • Bernie Ross book (raffle) • Effective Fundraising Management
– Kathleen Kelly
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Thank You!
Heather Burton, Sage Nonprofit Solutions
Fayruz M. Benyousef, CFRE http://about.me/Fayruz