AASP Presentation-2

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Stewardship Prerequisites:The George Technique

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Mark LongoDeputy Director, Strategic Development Services

Georgetown University

…BUT FIRST, A SHOUT OUT TO

• Kirsten Rasmussen Assistant Vice President for Development, StewardshipThe George Washington Universitykirstenr@gwu.edu

AASP Summit 2012, Always Advancing Strategic Partnerships – October 8-10, 2012

Presentation is the property of the presenter unless permission is given

This is not George!

Systematic vs. Ad hoc

Stewardship

“Just cause you got the monkey off your back doesn’t mean the circus has left

town.” - George Carlin, comedian

AASP Summit 2012, Always Advancing Strategic Partnerships – October 8-10, 2012

Presentation is the property of the presenter unless permission is given

Growing Partnerships

Effective Communications

Operational Policies

Readiness Assessment

Gift Documentation

Educating Staff

AASP Summit 2012, Always Advancing Strategic Partnerships – October 8-10, 2012

Presentation is the property of the presenter unless permission is given

Growing Partnerships

• Within Advancement

• With the Academic Community/Programmatic Staff

• With your Finance Department

• With your Legal Office

• Unique Partnerships (Financial Aid, Doctors, etc.)

AASP Summit 2012, Always Advancing Strategic Partnerships – October 8-10, 2012

Presentation is the property of the presenter unless permission is given

“Be courteous to all, but intimate with few, and

let those few be well tried before you give them your confidence.”

- George Washington, first President of the United States

AASP Summit 2012, Always Advancing Strategic Partnerships – October 8-10, 2012

Presentation is the property of the presenter unless permission is given

Effective Communications

• Transparency/Accountability/Access

• Ensuring Understanding/Managing Expectations

–Project Briefs–Agendas–Conference Reports

AASP Summit 2012, Always Advancing Strategic Partnerships – October 8-10, 2012

Presentation is the property of the presenter unless permission is given

AASP Summit 2012, Always Advancing Strategic Partnerships – October 8-10, 2012

Presentation is the property of the presenter unless permission is given

“A dictatorshipwould be a heck

of a lot easier,there’s no

question about it.”

- George W. Bush,

43rd President of theUnited States

AASP Summit 2012, Always Advancing Strategic Partnerships – October 8-10, 2012

Presentation is the property of the presenter unless permission is given

Effective Communications (cont’d)

• Feedback: 360 reviews from donors and colleagues

• Donor-centric communications

• Online/Social Media

AASP Summit 2012, Always Advancing Strategic Partnerships – October 8-10, 2012

Presentation is the property of the presenter unless permission is given

“The single biggest problemIn communication is the Illusion that it has taken

Place.”

- George Bernard Shaw,

playwright

AASP Summit 2012, Always Advancing Strategic Partnerships – October 8-10, 2012

Presentation is the property of the presenter unless permission is given

“The Costanza Principle”

AASP Summit 2012, Always Advancing Strategic Partnerships – October 8-10, 2012

Presentation is the property of the presenter unless permission is given

"You see, right now I have Relationship George. But there is also Independent George...Movie George, Coffee Shop George, Liar

George, Bawdy George...If Relationship George walks through this door, he will kill Independent

George. A George divided against itself

cannot stand!"

      - George Costanza (actor Jason Alexander) in the “Pool Guy” of

Seinfeld (Season 7, Episode 8, 1995)

Operational Policies• Policies necessary to ensure effective donor stewardship:

– Advancement Policies• Gift Acceptance Policy• Naming Policy• Gift Recording Policy

– Financial Policies• Spending Compliance• Investment Management Policies• Policy on underwater endowments

– Stewardship/Communications Policies• Acknowledgement/Correspondence Policy• Publicity Guidelines• Branding/Style Guidelines

– Other Policies

AASP Summit 2012, Always Advancing Strategic Partnerships – October 8-10, 2012

Presentation is the property of the presenter unless permission is given

AASP Summit 2012, Always Advancing Strategic Partnerships – October 8-10, 2012

Presentation is the property of the presenter unless permission is given

Readiness Assessment

“I would rather have a good plan

today than a perfect plan two

weeks from now.”

- George S. Patton, Jr., United States

Army General

AASP Summit 2012, Always Advancing Strategic Partnerships – October 8-10, 2012

Presentation is the property of the presenter unless permission is given

George S. Patton as portrayed by George C. Scott

AASP Summit 2012, Always Advancing Strategic Partnerships – October 8-10, 2012

Presentation is the property of the presenter unless permission is given

AASP Summit 2012, Always Advancing Strategic Partnerships – October 8-10, 2012

Presentation is the property of the presenter unless permission is given

Gift Documentation

• Documentation of Donor Intent

• Types of Documentation

– Pledge Agreements– Donor Agreements/MOU’s– Gifts-in-kind

• Compliance with Organizational Policies

• Legal Considerations

AASP Summit 2012, Always Advancing Strategic Partnerships – October 8-10, 2012

Presentation is the property of the presenter unless permission is given

AASP Summit 2012, Always Advancing Strategic Partnerships – October 8-10, 2012

Presentation is the property of the presenter unless permission is given

“The nicest thing is to open the newspapers and not to find yourself

in them.”

- George Harrison, musician

AASP Summit 2012, Always Advancing Strategic Partnerships – October 8-10, 2012

Presentation is the property of the presenter unless permission is given

Educating Staff

• Reporting Standards

• Acceptable (Legal) preferences

• Policies

• Procedures

• Other

AASP Summit 2012, Always Advancing Strategic Partnerships – October 8-10, 2012

Presentation is the property of the presenter unless permission is given

“Education is the key to unlock the

golden door of freedom.”

- George Washington Carver,

educator

AASP Summit 2012, Always Advancing Strategic Partnerships – October 8-10, 2012

Presentation is the property of the presenter unless permission is given

Helpful Resources

• CASE.org

• SupportingAdvancement.com

• ADRP.net

• FundSvcs.org

• Other Resources

AASP Summit 2012, Always Advancing Strategic Partnerships – October 8-10, 2012

Presentation is the property of the presenter unless permission is given

Growing Partnerships

Effective Communications

Operational Policies

Readiness Assessment

Gift Documentation

Educating Staff

AASP Summit 2012, Always Advancing Strategic Partnerships – October 8-10, 2012

Presentation is the property of the presenter unless permission is given

AASP Summit 2012, Always Advancing Strategic Partnerships – October 8-10, 2012

Presentation is the property of the presenter unless permission is given

“The ONLY failure is not to try.”

- THE George Clooney, enough said

AASP Summit 2012, Always Advancing Strategic Partnerships – October 8-10, 2012

Presentation is the property of the presenter unless permission is given

Thank you!

Mark LongoDeputy Director, Strategic Development Services

Georgetown Universitymal86@georgetown.edu