50 Tips in 50 Minutes On All Things Development!

1. 50 Tips in 50 MinutesOn All Things Development! Brought to you by: Mary Maxwell—Indiana University Simon Cancer Center Suzanne Teer—UCSF Helen Diller Family Comprehensive Cancer Center … with the generous help of friends and colleagues everywhere! Luncheon Sponsored by

2. 1 out of 50 Capture contact information of 3rd Party Event attendees

3. 2 out of 50 Establish 3rd Party Event Policies and Procedures (visit NACCDO website)

4. 3 out of 50 Acknowledge 3rd Party Events via social media

5. 4 out of 50 Face to Face meetings are the most effective

6. 5 out of 50 • Don’t outnumber your prospect(s) in meetings

7. 6 out of 50 • Steward planned gifts just like you would current major gifts

8. 7 out of 50 Take advantage of holiday themes with tailored solicitations!

9. 8 out of 50 • Use photos and images to tell a story and help make your case

10. 9 out of 50 • Follow up direct mail letters with an email ask

11. 10 out of 50 Have routine appointments scheduled with faculty and stick to them

12. 11 out of 50 Personalize acknowledgement letters and choose a signer who would be most meaningful to the donor

13. 12 out of 50 Leverage existing events to cultivate prospects

14. 13 out of 50 • Make it standard to develop professional, written proposals for major gifts

15. 14 out of 50 • Set stewardship standards for different levels of the gift pyramid Source: Ole Miss Athletic FoundationWebsite - http://www.olemisssports.com/sports/umaaf/spec-rel/vaught-society.html

16. 15 out of 50 • Set up a stewardship tickler system so nothing slips through the cracks

17. 16 out of 50 • Establish goals for each event; everything you do should contribute to those goals

18. 17 out of 50 • Be creative, thoughtful, and personal with stewardship and gifts

19. 18 out of 50 • Create your follow up plan before the event and be ready to execute the day after

20. 19 out of 50 • Respond to emails within 24 hours

21. 20 out of 50 • Deliver a welcome gift to each new member of your planned giving society—in person if possible!

22. 21 out of 50 • Host an annual tea or luncheon for members of your planned giving society

23. 22 out of 50 • Send a welcome letter/packet to every new donor

24. 23 out of 50 • Call to thank all donors at $1,000+ Thank you for your generosity and support of cancer research!

25. 24 out of 50 • Prioritize your top 25 prospects and develop a written strategy for each with next steps and timeline

26. 25 out of 50 • Create a written agenda for every faculty meeting

27. 26 out of 50 • Follow up, follow up, follow up

28. 27 out of 50 • Develop written briefings to prepare for each prospect meeting

29. 28 out of 50 • Provide quarterly reports to faculty of all giving to their program

30. 29 out of 50 • Invest in thorough, effective onboarding of new development officers

31. 30 out of 50 • Monitor your outstanding pledges; follow up on payments religiously

32. 31 out of 50 • Set fundraising goals and monitor progress toward your goals monthly

33. 32 out of 50 • Set up a system to ensure gift funds are being spent—we must be good stewards of our donors’ gifts! I have $50,000 in my fund but I need $10,000 to start this pilot.

34. 33 out of 50 • Report on the impact of gifts, not just how the money was used We must let Mr. Doe know that because of his gift we are now going to clinical trial!

35. 34 out of 50 • Even junior faculty members have friends and family who may be willing to jumpstart their careers with a major gift. I have a lawyer friend who would be interested in this…

36. 35 out of 50 • The best information comes straight from the source. Talk to prospects but validate with research.

37. 36 out of 50 • Get to know the friends and family who influence decisions made by the prospect INNER CIRCLE

38. 37 out of 50 • Start proposal development with permission from the donor to proceed.

39. 38 out of 50 • Create a unique stewardship program for each principal gift donor that incorporates routine reporting on the impact of the gift.

40. 39 out of 50 • Celebrate with each major gift donor and include family and friends.

41. 40 out of 50 • Don’t lose sight of your mission: Integrate your cancer center vision into all components of the event

42. 41 out of 50 • Introduce leadership to key event sponsors

43. 42 out of 50 • Write a mid-year progress report to mid-level donors to keep them engaged in their areas of interest. Mid-year Report: July 1 – December 31

44. 43 out of 50 • Produce research updates to keep donors informed

45. 44 out of 50 • Turn corporate event sponsorships into long-term donors by inviting CEOs to lunch twice annually with your director. Name it a Corporate Leadership Council.

46. 45 out of 50 • Develop a luncheon series and invite corporate and foundation leadership in for one-hour programs to highlight • funding opportunities.

47. 46 out of 50 • Know your superstar faculty and utilize them in donor cultivation and stewardship activities.

48. 47 out of 50 • Have leadership recognize faculty who are involved in generating gifts

49. 48 out of 50 Don’t fit a square peg in a round hole: Capitalize on your employees strengths

50. 49 out of 50 Plan B – Always have alternative plans.  Be proactive by determining the “what ifs” throughout the planning process.