The Mystique of Moves Management CASE IV District Conference March 29-30, 2010

2

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

3

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."

4

We believe…

You know the “theory”

You know the

“who” You

know the “how”

5

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

6

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

7

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

8

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

9

…The right amount …at the right time …..for the right cause

URL: http://www.youtube.com/watch?v=fjArVd-ElRs

10

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!

11

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

12

CRM Example

13

CRM Example

14

How much is too much? • Kinds of info • Actionable

• Lead and lag measure

– Scorecards

15

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

16

Dashboard for Gift Officers

17

Real-Time Updates! Different officer, different dashboard

18

Track Close Rates

19

Visibility into tasks

20

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

21

Take-a-ways • PPT • Advancing Philanthropy • CASE 1994 Dunlop Article • Bernie Ross book (raffle) • Effective Fundraising Management

– Kathleen Kelly

22

Thank You!

Heather Burton, Sage Nonprofit Solutions

heather.burton@sage.com

Fayruz M. Benyousef, CFRE http://about.me/Fayruz