2. Your Partners in Dialogue
Fayruz Heather
Benyousef, Burton
CFRE
• Philanthropy Consultant • Director w/Sage
• Over 15 years fundraising, CFRE • Board President, BookSpring
• AFP Austin 2x Past Board • 10+ years working for and with
President, Board member Planet nonprofits in development -
Cancer and Con Mi MADRE – United Way of Greater Portland, Portland
Mothers And Daughters Raising Expectations West, Hospice Maine
• Favorite Food: Mom’s Pizza • Favorite food: Almost anyone’s
Pizza
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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."
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4. We believe…
You
know the
“who”
You You
know the know the
“theory” “how”
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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
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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
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7. 5 Steps to a formalized process
Decide who
Determine to move
the number
Establish a of donors to
moves team move
ID a
“Champion”
Commit
to formal
process
* From “Start Moving Donors Up the Giving Ladder!”, Advancing Philanthropy, Sept 2007
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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
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9. …The right amount
…at the right time
…..for the right cause
URL: http://www.youtube.com/watch?v=fjArVd-ElRs
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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!
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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
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14. How much is too much?
• Kinds of info
• Actionable
• Lead and lag measure
– Scorecards
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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
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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
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21. Take-a-ways
• PPT
• Advancing Philanthropy
• CASE 1994 Dunlop Article
• Bernie Ross book (raffle)
• Effective Fundraising Management
– Kathleen Kelly
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