A Donor-Centric Approach Building Donor Relations and Stewardship into Your Fundraising Program: A Donor-Centric Approach   Presented by Daniel P. Baker, Executive Director University Donor Relations and Stewardship Columbia University Independent Education Alexandria, Virginia 20 June 2011

What is Stewardship, anyway? (note: not everyone does, but I use the terms “stewardship” and “donor relations” interchangeably)

Three Basic Premises Stewardship is an organizational mind-set, not merely a set of activities and tasks. Good Stewardship can’t guarantee future or larger gifts, but bad stewardship definitely makes them less likely! Everyone can ‘do’ Stewardship.

STEWARDSHIP is part of a process:

Why Do Stewardship? Keeps Door Open for Future Gifts Legal/Financial Responsibility to Donor (increasing scrutiny) Donor expectation (their colleges/ universities set the standard) Plain & Simple: It’s the Right Thing to Do

Stewardship applies to all kinds of donors and organizations: big and small, rich and poor.

Infancy - 34% Growing - 54% Mature - 12% The practice of Stewardship is evolving. In response to a CASE survey asking what stage their program was in… Infancy - 34% Growing - 54% Mature - 12%

A well executed donor relations program is key to a successful donor-centered fundraising effort

Donor-Centered in Action Relationship-based v. transaction-based Know and understand your donor (LISTEN!) Find the intersection of Your School’s Priorities Donor’s Interest/Passion

For the purposes of today’s. discussion, let’s focus on For the purposes of today’s discussion, let’s focus on gifts from individuals and talk about Stewardship in 3 forms: Acknowledgement Recognition Reporting

Acknowledgement Timely Personalized Specific (we got it…put it where you said…it’s having an impact) Range of format (from pre-printed postcard (yuk!) to hand-written note (yay!)

Recognition Publication Lists Thank you gifts Events Permanent Plaques

Financial (annual report, fund status letter) Reporting Financial (annual report, fund status letter) Organizational (newsletter) Project-Based

Key Takeaways Appreciate and respect your donors for what they have already done, not simply for what they may do in the future. Answer this question for your donor: “what impact has my contribution made on the organization and those who benefit?” Integrate these values throughout the organization and fundraising process.

Thank you for attending this session. Questions & Discussion Thank you for attending this session.

Contact Me Daniel P. Baker, Executive Director University Donor Relations and Stewardship Columbia University dan.baker1954@gmail.com