Big Giving Results

Rod Miller, Founder

Executive Institutional Advancement Exchange
www.ExecIAE.com

Essentials
Case
Constituents
Commitment
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Executive Institutional Advancement Exchange LLC 2012
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Maximize Success
Case compelling mission
why is the motivator

Constituents
older, generous constituents

Commitment of aligned leaders
time, savvy, resources

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Executive Institutional Advancement Exchange LLC 2012
www.ExecIAE.com
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
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Executive Institutional Advancement Exchange LLC 2012
www.ExecIAE.com
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
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Executive Institutional Advancement Exchange LLC 2012
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Example: Alignment
50% of board make a significant gift
Tell your story that stirs the emotions
Keep donors by
- thanking properly and personally
- sharing the actual impact of gift
Eyes on donor retention, so you know if youre improving it
- Diane Remin
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Executive Institutional Advancement Exchange LLC
www.ExecIAE.com
LeadershipLeadershipLeadership
Who leads the function?
Fundraising/Development/Advancement
Board Chair
CEO/President
Leader of function

Its the cook(s) not the recipe.
Lee Thayer & Bruce Peters


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Lead by Thinking & Doing
Negate Execute
Magical thinking Imagine the possible
Doing things right Do the right things
Copying others Adapt the best
Flurried activity Follow through
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Executive Institutional Advancement Exchange LLC 2012
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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 worlds best practice.
9. Review trajectory and reward improvement.
10. Reassess stakeholder engagement.
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Diagnose First
How ready?
Who is pre-disposed to giving?
What options to reach new
levels?
(in annual, major and planned giving)
How best to ask?
Executive Institutional Advancement Exchange LLC 2012
www.ExecIAE.com
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What Approach?
Rule 1: Dont be your own doctor!

Rule 2: Find a confidante
- Who is ready for a long haul of effort, and study hard together!

Rule 3: Celebrate the unexpected successes
- Improved performance often occurs in unexpected ways.

Strategy > Process > Behavior



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Executive Institutional Advancement Exchange LLC 2012
www.ExecIAE.com
1. On Strategy
Dream Big
Think Real

What possibilities
create long-term
value for "your"
community?
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Executive Institutional Advancement Exchange LLC 2012
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Strategy: University with Best Potential
for Alumni Support
Old, prestigious, private, high-fee institution
with medicine, engineering, business and law
degrees
Large with 100,000+ alumni living nearby
Metropolitan area with expanding wealthy
Investing in personal relations
Alumni as philanthropists and CEOs
CEO/President who sincerely seeks out people.


Executive Institutional Advancement Exchange LLC 2012
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Strategy: Keep Focus
1. Older, generous constituents

2. CEO/Chair engaging trustees and
peers

3. Community-relevant mission

4. Ongoing campaigns

Executive Institutional Advancement Exchange LLC 2012
www.ExecIAE.com
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Strategy: Case for Decision
How would you handle this?

. Wealthy doctor-researcher about to retire
. Active mentor for medical students
. Occasional 5-figure gifts in community
. Wants to sustain research effort
. Requests office/lab space
. Opposed by most senior management

The institutions President asks your perspective?

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Executive Institutional Advancement Exchange LLC 2012
www.ExecIAE.com
2. On Process
Measure the cost, quality, and time spent on
1. Growth - ID stakeholders > case > matching > cultivation > ask
2. Follow-up after the ask
3. Integrated services - cross-institution initiatives
4. Stakeholder stewardship
5. Other core areas?
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Executive Institutional Advancement Exchange LLC 2012
www.ExecIAE.com
Process: Differentials
Some key differentials that matter:
Follow-through
Quality and quantity of asks
Continuous identification of "A-C-E"
Access = Open door
Capacity = Resources & Philanthropy
Emotional Connection = Match to mission
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Executive Institutional Advancement Exchange LLC 2012
www.ExecIAE.com
Process: Its the List
To Compile the A list, three sources initially:

1. High net worth, philanthropic individuals who care about
your mission (and are well-networked)
board trustees / lead donors & peers

2. Community leaders who will help you meet with 1

3. Laser focused prospect research that identifies 1

Mine your list for your lost former supporters. White Pages can help if you dont
have access to more expensive search tools Susan D. Ball
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Executive Institutional Advancement Exchange LLC 2012
www.ExecIAE.com
Process: Program Matrix
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Executive Institutional Advancement Exchange LLC 2012
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MATRIX OF SOURCES, Visits to prospect, + Ask ($Amt), Date, Who
Name of Program:
Person Responsible: Year:
Organization/
Individual
Income by end
of quarter
(+ by years end)
Asks by end of
quarter
$, date, who
Engagements
Visit, $, date, who
1 2 3

DONORS AT
PROGRAM LEVEL

DONORS FOR
UPGRADE
(by DATE)

PROSPECTS
New
Past year donors
Last year donors
3. On Communication Behaviors
Whats most valued by stakeholders?
Speed and pertinence

Shared values
Conversations on big challenges
Interactive focus on listening

Close gaps between stakeholder expectations and the quality of service.
Analyze and compare to performance of competitors.
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Executive Institutional Advancement Exchange LLC 2012
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Summary
Share your story of value
Recruit and coach leaders (especially Chair/CEO)
Build a generous board
Mine giving records
Sustain conversations and thanks
Make asks happen.
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Executive Institutional Advancement Exchange LLC 2012
www.ExecIAE.com
Suggested Resources
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://tunein.com/program/?SegmentId=35465519&ProgramId=268692

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

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

... Best Practices to Advance Planned Giving
http://www.slideshare.net/NonprofitWebinars/best-practices-to-advance-planned-giving-13756501

... Advancement Best Practices that Work
http://www.slideshare.net/NonprofitWebinars/advancement-best-practices

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Executive Institutional Advancement Exchange LLC 2012
www.ExecIAE.com