FUNDRAISING AT THE SPEED OF LIFE REEHERVISTACONFERENCE.COM MINNEAPOLIS AUGUST THE DEPOT

Transcription

1 FUNDRAISING AT THE SPEED OF LIFE MINNEAPOLIS AUGUST THE DEPOT REEHERVISTACONFERENCE.COM

2 THIS LAND IS YOUR LAND, THIS LAND IS MY LAND: HOW TO BUILD AN INTEGRATED, COLLABORATIVE FUNDRAISING OFFICE

3 AGENDA Relationship between Annual Giving and Major Giving Current state of Leadership Annual Giving Case Studies RAGMA Assignments for Leadership Annual Giving Questions

4 ANNUAL GIVING & MAJOR GIVING

5 ANNUAL GIVING & MAJOR GIVING: TUG OF WAR? vs.

6 AG ANNUAL GIVING & MAJOR GIVING CAN COEXIST AG MG MG AG AG MG

7 BUT YOU HAVE TO BRIDGE THE GAP Leadership Annual Gift Officer AG MG

8 WHAT IS 'LEADERSHIP ANNUAL GIVING'?

9 THE CURRENT LANDSCAPE OF LEADERSHIP ANNUAL GIVING

10 LEADERSHIP ANNUAL GIVING IS GROWING LAG Peer Groups Schools without LAG Peer Groups

11 FEWER OFFICERS IN THE FIELD vs. Leadership Annual Gift Officers Major Gift Officers

12 140 LAG & MG PORTFOLIOS LOOK SIMILAR AT CURRENT INSTITUTIONS Avg. # of Primary Households per Officer Avg. MG EVI per Officer Portfolio Avg. PDI per Officer Portfolio LAG MG

13 AVERAGE CASH GIFT PER DONOR $1,435 $6,854 LAG Officer MG Officer

14 AVERAGE ANNUAL GIVING CASH GIFT PER DONOR $867 $1,818 LAG Officer MG Officer

15 ANNUAL GIVING CASH DONORS LAG Portfolio 88 48% MG Portfolio 74 40% 65

16 DONORS BY PORTFOLIO Avg. # of Donors per Officer LAG MG Avg. # AG Donors per Officers

17 OFFICER VISITS Overall LAG 37 MG 72 First Time LAG 43% MG 32%

18 CASE STUDIES

19 CASE STUDY: COLLEGE OF SAINT BENEDICT Tara Maas Leadership Annual Giving Officer

20 PORTFOLIO 200 prospects Prospects chosen on capacity rating and connections Initial giving ranges $200 - $1000+ Goal is to increase donors or convert into sustainers Upgrade leadership annual giving donors within lower tiers of Presidents Circle ($1,500 - $5,000) Consistent AG donors with potential for planned gift Younger donors (under 50) not yet ready for major gift ask

21 PROGRAM GOALS Transition Young Alumnae President s Circle to President s Circle Qualify Prospects for MG team and increase leadership annual giving Discovery Opportunity for annual or endowed scholarships, and planned gifts Impression First point of contact to a philanthropy relationship and what that relationship will look like

22 THE HANDOFF Qualified prospects can move into a Major Gift portfolio Major Gifts start at $50k Endowed gifts go to a MGO LAG makes an introduction to MGO and relationship is moved Prospects can be disqualified back into a portfolio

23 CASE STUDY: UNIVERSITY OF SANTA CRUZ Ann Gibb, Interim Director, Leadership Annual Giving

24 LEADERSHIP ANNUAL GIVING PROGRAM FY17 LAG started 5 staff 3 portfolios prospects Gifts $ $24,999 FY19 4 people with portfolios prospects Gifts $ $24,999

25 THE PLAN Twice annual mail solicitations, followed by s and phone calls Keep portfolios refreshed and really work them including in-person visits Integrate asks across the board general annual giving through major giving Utilize Reeher to refine portfolios and prioritize prospects

26 THE HAND-OFF Prospects may be in multiple portfolios Coordinate on solicitations Some prospects may be handed off to MG Planned giving prospects move to a planned giving officer

27 CASE STUDY: COLLEGE OF CHARLESTON Laurie Dufour Soenen Executive Director, Annual Giving Programs & Parent Advisory Council Institutional Advancement

28 LEADERSHIP ANNUAL GIVING January 2015 FY

29 ASSIGNING PROSPECTS Self-Identification Prospect Research

30 THE HAND-OFF LAG makes an introduction (if appropriate) and becomes the secondary In special cases LAG officer would keep the relationship Team solicitations

31 REEHER ANNUAL GIVING MODE ASSESSMENT (RAGMA)

32 FOUR MODE ASSESSMENTS Direct marketing Mode Athletics Mode Parent Program Mode Leadership Annual Giving Mode

33 Leadership Annual Giving Mode

34 2018 LEADERSHIP ANNUAL GIVING SCHOOLS Austin College California Polytechnic State University, San Luis Obispo College of Charleston Duke University Hamilton College KU Endowment Knox College La Sierra University Nova Southeastern University Old Dominion University Phillips Exeter Academy Samford University Leadership Annual Giving Mode Scripps College Southern Wesleyan University St. Johns University (NY) St. Lawrence University Trinity College Tulane University University of Kentucky University of St. Thomas - Houston University of the Pacific Wellesley College Wheaton College (IL)

35 AVERAGE ANNUAL GIVING GIFT $771 $779 $777 $896 $1051 FY14 FY15 FY16 FY17 FY18 $334 $353 $359 $371 $387

36 $2,500+ Annual Giving Donors 110 Institutions included, ordered descending by % Donors at $2,500+ giving level

37 PERCENT OF DONORS BY PRIMARY RELATIONSHIP TYPE LAG MODE % $2,500+ Donors by Primary Relationship Type 100% 90% 80% 78.5% 70% 60% 60.5% 50% 40% 43.5% 46.9% 30% 20% 10% 10.8% 31.4% 14.7% 18.7% 25.8% 0% 0.4% 0.3% 0.0% Alumni Parents Friends Other

38 REEHER COMMUNITY AVERAGE % CONSTITUENTS LIFETIME GIVING >= $1000 8% >= $10,000 2% >= $50, % >= $100, %

39 ASSIGNMENTS

40 WHO SHOULD BE ASSIGNED?

41 THE GREENEST OF THE GREEN

42 GREENEST OF THE GREEN

43 GREENEST OF THE GREEN Target for LAG

44 GENERATIONAL LEADERS

45 EMERGING PROSPECTS Age MG EVI Net Worth $1M+ Not a Generational Leader

46 DISQUALIFIED MAJOR GIFT PROSPECTS Annual Giving LAG Major Giving

47 RECOMMENDATIONS Start! Move prospects, both ways Maximize staff

48 SESSION WRAP-UP Session Wrap-up Integration between Annual Giving and Major Giving is key to a good handoff for growing donors Several groups to focus on for Leadership Annual Giving Several different types of programs exist starting somewhere is key

49 QUESTIONS?

50 THANK YOU! Joy Pohland janssen Tara maas Laurie Dufour Soenen Ann Gibb