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www.AdvizorSolutions.com provides visual analysis and data visualization software. Advizor products combine data visualization software with in-memory data-management and predictive analytics to provide problem solving capabilities. Advizor products offer large-scale enterprise solutions as well as benefits to individuals and small businesses.
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©2010 ADVIZOR Solutions® Confidential 1advizorsolutions.com
Staff Performance Management for Fundraisers
©2010 ADVIZOR Solutions® Confidential 2
Agenda
Program Overview (10 mins)
Case Study: Sean Pieri, Vice President of Advancement,
College of William & Mary (25 mins)
Q&A (20 mins.) Use webinar “question” panel and “raise hand” // we’ll
unmute you . . .
©2010 ADVIZOR Solutions® 3advizorsolutions.com
Today
Development Management often focuses on relationship, not measurable results
Has been more of an “Art” than a “Science”
Across the board pressure to get more from less
Significant benefits to better tracking, management, and process.
©2010 ADVIZOR Solutions® 4advizorsolutions.com
Key Principles
Manage to Metrics Dev Officer Operating Plans Comparison to accepted metrics Group discussion of best practices Team works to improve subpar
performance “If it’s not in the system it didn’t happen”
Data Examined at least monthly Reviewed formally with DO’s at least 2x / year Key elements: # Prospects, # Proposals, Value of Proposals to
Prospect Forecasted (Expected) Amount, # Visits, Forecasted Cashflow
Used as basis for reviews and discussions
Peer Comparisons 2x / year cohort review through instructional forums and
discussions focus on best practices
# Prospects
# Visits
# Proposals
Activity Metrics
©2010 ADVIZOR Solutions® 5advizorsolutions.com
Key Metrics:
Per Development Officer* (hypothetical):
400 - 600 suspects
100 - 150 active prospects
125 - 175 in-person visits / year
~25 active proposals
~3.0x proposal pool coverage (Σ Proposal Ask Amount >= 3 * Σ CY Expected Amount for each DO pool)
~10 Proposals closed in this fiscal year
Summary Stats
* After first year ramp up.
Proposal Portfolio (by Dev. Officer)
©2010 ADVIZOR Solutions® 6advizorsolutions.com
Why is this Fresh Approach Needed?
Better Results
Tracks revenue production (through deliberate fundraising activities), rather than strictly relationship activity (through visits)
Facilitates easier evaluation of staff and departmental productivity based on specific metrics
Establishes a clear and simple roadmap for development staff to measure their own success: Better focus activities More efficient proposal moves Solicit assistance when needed
More Accurate Forecasts
Proposal Moves by Stage
Uses metrics that allow senior management to drive to reach financial goals
Allows senior management to better measure the future health of their development program, and plan investments. Course changes can be made to redirect activity as much as 24 months in advance
©2010 ADVIZOR Solutions® 7advizorsolutions.com
Comprehensive Solution
Advancement Data
Data Discovery& AnalysisSoftware
1.
Staff Data Entry
OperatingPlan Process
InstructionalForums
CohortBenchmarking
2.
3.4.
5.
©2010 ADVIZOR Solutions® 8advizorsolutions.com
Lots of information . . .
Prospects
Proposals
Ratings
Staff Activities
©2010 ADVIZOR Solutions® 9advizorsolutions.com
. . . Advizor Knits It Together
Affinity
Capacity
Activities
DemographicProspects
Proposals
Ratings
Staff Activities
©2010 ADVIZOR Solutions® 10advizorsolutions.com
. . . facilitating interactive reviews with staffQ: Which of my staff need to refocus their efforts to be more effective? How should they refocus?
Prospects Proposals Ratings Staff Activities
©2010 ADVIZOR Solutions® 11
Integrated Data Discovery Solution
©2010 ADVIZOR Solutions® 12
Collaborative Effort
William & Mary is a leading edge case study
Others will be at different points along the path
Our approach is to “partner” with you where you are . . .
©2010 ADVIZOR Solutions® 13
The William & Mary story . . .
©2010 ADVIZOR Solutions® 14
William & Mary Case Study What Keeps Me Awake
Overall Program Performance Program Inconsistencies
Small number of team carry much of the success Limited accountability Variances by office Development Officers “hide”
Initiated Operating Plans Portfolio and prospect pipelines Gift conversations -- 6, 12, 18 months Cash forecast
Needed Clear Metrics and Data Core advancement data ADVIZOR analysis and visualization software W&M intellectual property
And Process Commitment to accountability Annual Operating Plans Semi-annual portfolio review sessions Total transparency
The Returns Clear understanding of activity Accurately project gifts and cash flow “Everything on the radar screen”
©2010 ADVIZOR Solutions® 15
©2010 ADVIZOR Solutions® 16
Prepared by Development Information Management
Major Gifts Unit Proposals Less than $10 Million Under Consideration or Approved (12/31/2009)
©2010 ADVIZOR Solutions® 17
Prepared by Development Information Management
Major Gifts Unit Proposals Less than $10 Million Under Consideration or Approved Data Sheet (12/31/2009)
©2010 ADVIZOR Solutions® 18
©2010 ADVIZOR Solutions® 19
Prepared by Development Information Management
Jefferson’s Proposals Under Consideration (12/31/2009)
©2010 ADVIZOR Solutions® 20
©2010 ADVIZOR Solutions® 21
Prepared by Development Information Management
Kems’s Proposals Under Consideration (12/31/2009)
©2010 ADVIZOR Solutions® 22
©2010 ADVIZOR Solutions® 23
©2010 ADVIZOR Solutions® 24
©2010 ADVIZOR Solutions® 25
©2010 ADVIZOR Solutions® 26
Results
Development Officers’ Behavior Changed: Use the system Enter contact information Do more visits
More Strategic Focus of Time and Efforts
More Gifts and Better Forecasting Better Resource Allocations Improved Stakeholder Communication
President, Deans, Satellite Offices
©2010 ADVIZOR Solutions® 27
Q&A:
use webinar “question” panel and “raise hand” // we’ll unmute you . . .
(or email [email protected])