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

TOTAL DOLLAR POTENTIAL DONOR VOLUME POTENTIAL What is Your Potential

Respond? New Relationship Impressions Renewed DonorsNew Donors Renewed? Donate? Active Donor BaseNumber of GiftsDollar Amounts Lapsed DonorsRe-activate? Total Annual Giving X X Yes No Yes No Yes Lost Opportunity No A Donor Development Process Model WHAT WE REALLY DO …

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

The Challenge of Current Technologies

Data Acquisition Donor Acquisition Retention ReactivateUpgrade CultivationRecognition Solicitation Direct Mail Telephone Web Social Media Mobile Events Face to Face FUNDRAISING CHANNELS FUNDRAISING FUNCTIONS

The Challenge of Integration

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

The Challenge of Aging Donors

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

The Challenge of Balance

Today’s Development World 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

The Most Significant Filter DECISIONSACTIONSRESULTS EVALUATION Maintenance New Decision POINT OF VIEW Experience Opinion

Application to Our Reality Data Donor Activity History Environment Philosophy Pursuant Way Experience Research Strategy Messages Consistency Continuity Creative Copy Design Production Results Response Trends ROI

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

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

The Power of Success

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

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

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

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

Respond? Impressions Renewed? Donate? Number of Gifts Dollar Amounts Re-activate? Response Rate Number of Impressions Lapsing Rate Conversion Rate # Gifts Per Person Avg. $ Per Gift Renewal Rate 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

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

Helping those who do good, do better.