doing more with less: essential management strategies for...
TRANSCRIPT
Doing More with Less: Essential Management Strategies for Small Shops
Beth Garvin
Elizabeth Garvin Consulting
Elizabeth Saltonstall
Saltonstall Consulting
Outline of Today’s Session
➢ Introductions➢ Overview➢ Fundraising Landscape
➢ Common Challenges➢ Successful Strategies
➢ Dialogue➢ Resources
Americans gave $427.71Billion in 2018
(GIVING USA)
The Universal Goal
Enough Money to Fund Programs
(Fundraising Net)
Responsible Balance of
Risk & Reward (Dependency Quotient & Cost of Fundraising)
Healthy Fundraising
Program
Costs and Dependency
Which combination of
programs are you using?
Where can you expand?
Where are there risks?
From BoardSource Measuring Fundraising Efficiency
Establishing and
Prioritizing Your
Strategy
Understand your current
development program
paradigm
• Transactional vs. Relational
What are your short- and long-
term fundraising goals?
What needs to shift over time to
become more donor centric?
What resources are available to
meet those goals?
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Tools for Leveraging Your Resources
People
• Board
• Donors and sponsors
• Colleagues
• Consultants
• Peers
• Mentors
Activities
• Research
• Introductions and connections
• Communications: direct mail, email, web, social media, newsletters, video, media, etc.
• Events
• One-on-one interactions
• Proposals and solicitations
• Focused, time-limited committees or projects
Opportunities• Anniversaries or celebrations
• Specific challenge to address
• Board meetings, advisory councils, other meetings
• Corporate or networking events
• Deadlines (Year-end, challenges, events)
We don’t have ways to engage potential
major donors or Board members
Ask for help with manageable tasks*
Joint visits
Task force
Create outreach strategies
Engage their networks
What resources are needed?
Will you consider a gift?
*Real work that needs doing!
Suggestions for success
Start small, pick good partners
Ask for advice
Define goals and make them realistic
Bring together groups that wouldn’t normally work together
Share progress and successes
Debrief, identify improvements, and try anew
Feel the Moment
Ask for money, and get adviceAsk for advice, get money twiceI'm from the Dirty, but that chico niceY'all call it a moment, I call it life
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Two Examples of Engaging Volunteers
Example 1: RickDedicated volunteer who is passionate about planned giving
Tools and strategies:
1. Provide staff support as needed, but don’t overmanage
2. Provide resources and follow up as needed
3. Stay very connected and take long term view
Example 2: CraigDedicated volunteer who wants to help raise leadership giving to provide unrestricted funds
Tools and strategies:
1. Short-term, targeted task force of very prominent and philanthropic individuals to advise on strategy and cultivate donors
2. Lead by example
3. Provide staff support
My Board Doesn’t Understand Fundraising
What information does
your board receive about
Fund Development? Can
you influence it?
Can you engage
volunteers in philanthropy
to develop board
members who will bring a
more informed view
about philanthropy?
How can you affect
significant change in
culture of the Board?
How do I make a case for more budget?
Have a good dashboard – track results and share consistently
Demonstrate effectiveness of current activities
Make a case for capacity building – e.g., demonstrate impact of a
major gifts officer or outsourcing grant writing
Benchmark with similar organizations
Work closely with your CFO or whomever is responsible for finance –
What are their needs and concerns?
What is your most pressing issue?
? The special event you can’t end
? A CEO or Board chair who won’t ask for a gift
? Not enough budget for marketing and communications
? We don’t know how to get started on . . . (insert program)
? The “sacred cow” you can’t change
? Too much change
? Not enough time
Key strategies
Stay focused on mission and message
Invest time in partnerships
Written expectations for volunteers
Take risks, no excuses!
Time management basics
Develop a peer/mentor network
Leverage your CRM to consolidate data into usable information and support your work
Expand your foundation and corporate donor pools by hiring consultant to research
Manage proposal calendar by hiring external grant-writer on retainer
Get backup on time-consuming projects. Consider consultant to provide behind-the-scenes support for major initiatives or to conduct feasibility studies or focus groups
I need help! What resources are available?
Leverage your CRM to consolidate data into usable information and support your work
Conduct prospect research: Use tools like Donor Search to screen for major donors; prospect researchers can be hired to identify best prospects
Expand your foundation and corporate donor pools by hiring consultant to research
Manage proposal calendar by hiring external grant-writer on retainer
Get backup on time-consuming projects. Consider consultant to provide behind-the-scenes support for major initiatives or to conduct feasibility studies or focus groups
Where can additional resources free up your time for addressing strategic priorities? How can you make the case for that investment?
Tips on Hiring Consultants
1. Ask peers, colleagues, donors, and board members for referrals
2. Start with a specific outcome in mind, and ask how a potential consultant would approach the problem
3. Trust your gut – find the person who is a good fit for the organization and to work with you.
4. Get references!
5. Smaller firms or independent consultants are generally less expensive. Don’t be afraid to negotiate! Tell them your budget for the project and ask what they can produce for that amount.
Other Resources
✓ Association of Fundraising Professionals – global and local
✓ BoardSource
✓ Chronicle of Philanthropy
✓ Foundation Directory
✓ White papers and online training from vendors (e.g., Blackbaud, DonorSearch, Salesforce, BoardSource), consulting firms
✓ Blogs, websites, and newsletters: supportingfundraising.com, selfishgiving.com, pamelagrow.com.
12/4/2019
Questions?
CONTACT US WITH QUESTIONS AND FEEDBACK
BETH GARVIN
ELIZABETH GARVIN CONSULTING
617-893-8033
ELIZABETH SALTONSTALL
SALTONSTALL CONSULTING
WWW.SALTONSTALL-CONSULTING.COM
617-290-6540
THANK YOU!