Monitor. Track. Built. Repeat.

(1)

Tuesday, June 11 and Thursday, June 13, 2013

Join the conversation:

#movesmanagement

@AccuFundCRM

@LaValB

Monitor. Track. Built. Repeat.

Exploring the Disciplines of

Successful Major Gift Fundraising

with Moves Management

(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 $217.79 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

(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

16%

33% 32%

19%

What are our audience’s major gift fundraising goals?

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

2. Identify & Define your Existing Assets 3. Utilize an Electronic System

(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

21%

34%

13%

32%

How many years of major gift fundraising experience does our audience have?

None 1-3 Years 4-6 Years 7+ Years

(13)

Identify & Define Assets

13%

66%

1-2 Members 11%

4%

6-10 Members

6%

11+ Members

How many staff members are actively engaged with major gift fundraising at your organization?

None

1-2 Members 3-5 Members 6-10 Members 11+ Members

None

2-5

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

2. Identify & Define your Existing Assets 3. Utilize an Electronic System

(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

0.00%

20.00%

40.00%

60.00%

80.00%

Yes No

76.92%

23.08%

Are you utilizing an electronic CRM system for

donor management/

tracking?

0.00%

10.00%

20.00%

30.00%

40.00%

50.00%

60.00%

70.00%

Yes No

65.38%

34.62%

Are you using an electronic CRM to track major gift

fundraising activities?

(18)

Utilize an Electronic CRM System

 Reporting & Dashboard

‘Must Haves’

 Staff Activity

 Call Logs, Email 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

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

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

CEO

Major Gift Officers

Director of Development Board Members

Administrative Assistants Volunteers

Program Participants

• 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

(25)

KEYS TO SUCCESS

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)

The ASK. Panas PEG Chart

Low Financial Capacity High 654321

1 2 3 4 5 6

Low  Inclination/Interest to Give  High

(28)

THANK YOU.

Monitor. Track. Built. Repeat.

Exploring the Disciplines of Successful Major Gift

Fundraising with Moves Management

www.accufund.com/moves2013