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2011 Chief Institutional Advancement Officers Conference Jim Runyan February 24, 2011

Finding Answers to the Four Most Challenging Issues for Development Officers in 2011. 2011 Chief Institutional Advancement Officers Conference Jim Runyan February 24, 2011. What is Your Potential. DONOR VOLUME POTENTIAL. TOTAL DOLLAR POTENTIAL. WHAT WE REALLY DO …. Impressions.

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2011 Chief Institutional Advancement Officers Conference Jim Runyan February 24, 2011

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  1. Finding Answers to the Four Most Challenging Issues for Development Officers in 2011 2011 Chief Institutional Advancement Officers Conference Jim Runyan February 24, 2011

  2. What is Your Potential DONOR VOLUME POTENTIAL TOTAL DOLLAR POTENTIAL

  3. WHAT WE REALLY DO… Impressions Respond? A Donor Development Process Model No Yes New Relationship Lost Opportunity No Donate? Yes New Donors Renewed Donors Active Donor Base Number of Gifts Dollar Amounts X X Total Annual Giving Yes Renewed? Lapsed Donors Re-activate? Yes No No

  4. 4 Challenging Issues • The Challenge of Current Technologies • The Challenge of Integration • The Challenge of Aging Donors • The Challenge of Balance

  5. The Challenge of Current Technologies

  6. FUNDRAISING FUNCTIONS FUNDRAISING CHANNELS

  7. The Challenge of Integration

  8. The Continuity Factor Planned Giving DONOR DEVELOPMENT Major Giving Emerging Giving Recurring Giving Annual Giving Participation, Volunteer, Advocacy Prospecting ENGAGEMENT CHANNELS Social Media Mobile Email Web Mail Telephone Events Face-to-Face

  9. The Challenge of Aging Donors

  10. The Current Reality Average major donor 60 years or older Most major donors graduated 30 to 40 years ago Lack of attention to developing emerging donors Lack of staff to properly execute an effective strategy

  11. The Challenge of Balance

  12. Strategic Analytics Marketing Video Production Print/Mail On Line Technologies Social Media Communication Strategies Web Design and Development Board Development Mid and Major Gift Solicitation Moves Management Feasibility Studies Capital Campaign Strategies and Management Today’s Development World

  13. The Most Significant Filter Experience POINT OF VIEW Opinion DECISIONS ACTIONS RESULTS Maintenance EVALUATION New Decision

  14. Application to Our Reality

  15. The Experience Factor Trained/Experienced in All Areas Trained/Experienced in Some Areas Trained/no Experience No Training

  16. Balance of Focus Areas of Strength Direct Mail Events Planned Giving Marketing Areas of Weakness Capital Campaign Major Gifts Social Media Acquisition

  17. The Power of Success

  18. A Balanced Strategy Further Enhance Areas of Strength Strategic Attention to Areas of Weakness

  19. Honest Assessment Strategic Training Impactful Coaching Ongoing Strategic Performance Evaluation Outsourcing Filling the Experience Gap

  20. DEVELOPING Comprehensive Strategies Who strategically aligns all your fundraising puzzle pieces? Who ties together every fundraising option?

  21. Seek Fully Integrated Counsel • Do They Understand and Offer • Capital Campaign Counsel • Feasibility / Planning Studies • Mid & Major Gift Solicitation • Social Media Strategy • Strategic Analytics • Communications • Technology • Board Development • Direct Response • Can They Provide • Video Production • eSolicitations • Interactive Annual Reports • Online Magazines • Web Design & Development • iPhone Apps • eNewsletters • Print/Mail

  22. 7 METRICS: WHAT TO DO? • Develop new programs • Identify new audiences • Leverage partnerships • Communicate impact • Communicate benefits • Ensure ease of response—no friction • Rapid turnaround—no wasted time • Timely welcome, introduction • Build differentiation, trust • Consistent communication • Show efficient use of funds • Communicate vision, impact • Exciting and new (matching grant, video) • Use different mediums of engagement • Show tangible results • Create benefits for frequent giving • Use pledges, ensure ease of fulfillment • Timely communication • Form special projects • Create major donor programs • Offer estate planning • Execute a capital campaign Impressions Number of Impressions Respond? Response Rate Donate? Conversion Rate Renewed? Lapsing Rate Re-activate? Renewal Rate Number of Gifts # Gifts Per Person Dollar Amounts Avg. $ Per Gift

  23. When You Are Successful Maximize Your Fundraising Potential Inspire Donors Inspire and Motivate Staff Prioritize Your Department Prepare New Leaders Position Your School to Fulfill It’s Mission Changed Lives

  24. Helping those who do good, do better.

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