1. Development Got You Down? Enhancing organizational shifts to help you thrive or to keep your talent

2. The Rome Group Ellen Howe, CFRE senior consultant Ashley Casan Holmes, MSW consultant

3. Our Mission: To strengthen communities by strengthening nonprofits

4. Today’s Agenda The Challenge: the revolving door Impact on our organizations Barriers to success The Solution: strategies for success Managing Up Managing Down Tools, Tips, and Tricks Development Got You Down?

5. Why can’t we make it stick? The average tenure of a fundraiser at their job is just 16 months! Befuddled, frazzled, frustrated…yep Lengthy vacancies Anticipated departures Development just isn’t for me

6. Help Wanted: Please! Key issues with the talent pool Lack of Qualified Candidates Poor Performance Missing Skills Competition for Talent

7. Impact on our Organizations

8. Barriers to Success Unrealistic Expectations Lack of systems Lack of leadership buy-in/engagement Complicated relationships Lack of Goals & Influence No Culture of Philanthropy

9. What can the Fundraiser do… Seek out mentorship and professional development to stay sharp Know your data and understand what it tells you Manage up – motivate and engage your leadership Make those calls Strategies for Success

10. What can the CEO do… Hire Right Build a Database of Contacts & Employee Prospects Offer Atypical Benefits Extensive Orientation & Social Interactions Consider Mentorship Grow Your Own Fundraiser Strategies for Success

11. What can the CEO do… Invest in Professional Development Provide Pathway for Career Growth Set Clear Expectations Be Responsive and Accessible Recognize Staff’s Value and Contributions Deal with Conflict Quickly Strategies for Success

12. Culture of Philanthropy Customer-centered and donor-centered Everyone in the organization: Understands that philanthropy is critical to organizational health Serves as a philanthropic ambassador Helps to cultivate relationships on behalf of and in support of the organization

13. Culture of Philanthropy Sharing mission moments and cultivating a shared sense of pride Systems and tools for easy information and reporting Inter-staff training (programs and development) Offer time to brainstorm easy ways to support each other

14. Managing Up Using a Call Plan Planning your work Development Plan Reporting on your work Development Dashboard Tools, Tips, and Tricks

15. Provide background information on the prospect/donor Write a Call Plan Prepare materials for call Prepare follow-up information and thank you letters Record and track all contributions Recognize success Managing Up

17. Begin by plotting out everything that has to be done for the year by date Work backwards to determine when preparation needs to begin Plot your course, assign responsibility, and stick to your plan Use your plan to keep board, and leadership up to date Getting Organized

19. Know your data (use excel) Track your progress so that the Development Team is up to date on achievement Meaningful way for Director of Development to have influence on goal setting Schedule the conversation in advance of board budgeting Track Your Success

20. Contributions FY 2015 Goal FY 2015 YTDFY 2014 YTD Progress Toward Goal Annual Appeal Grants Major Gifts Online Giving Special Events

21. Questions? Comments?

22. The Rome Group Ellen Howe, CFRE ellen@theromegroup.com Ashley Casan Holmes, MSW ashley@theromegroup.com