the art of development directorship › uk › idpe › uploads › 2019 conference...red flags...
TRANSCRIPT
![Page 1: The art of development directorship › uk › idpe › uploads › 2019 Conference...RED FLAGS –TELLTALE SIGNS OF… Lacking emotional intelligence •‘My volunteers drive me](https://reader034.vdocument.in/reader034/viewer/2022042403/5f1586fdd9c8fc64e03b9b43/html5/thumbnails/1.jpg)
Leading Schools’ Development www.idpe.org.ukIDPE 2014 Annual ConferenceIDPE 2019 Annual Conference
The art of development directorship
Chair: Louise Bennett#IDPE19
Debra PriceHead of Philanthropy
RSAcademics
![Page 2: The art of development directorship › uk › idpe › uploads › 2019 Conference...RED FLAGS –TELLTALE SIGNS OF… Lacking emotional intelligence •‘My volunteers drive me](https://reader034.vdocument.in/reader034/viewer/2022042403/5f1586fdd9c8fc64e03b9b43/html5/thumbnails/2.jpg)
Debra Price
Head of Philanthropy
IDPE 2019 Annual Conference
![Page 3: The art of development directorship › uk › idpe › uploads › 2019 Conference...RED FLAGS –TELLTALE SIGNS OF… Lacking emotional intelligence •‘My volunteers drive me](https://reader034.vdocument.in/reader034/viewer/2022042403/5f1586fdd9c8fc64e03b9b43/html5/thumbnails/3.jpg)
IDPE 2019 Annual Conference
WHAT DO WE MEAN BY DEVELOPMENT DIRECTOR?
• From one man band to…
• Leading large teams
Generally responsible for:
• Fundraising
• Alumni Relations
![Page 4: The art of development directorship › uk › idpe › uploads › 2019 Conference...RED FLAGS –TELLTALE SIGNS OF… Lacking emotional intelligence •‘My volunteers drive me](https://reader034.vdocument.in/reader034/viewer/2022042403/5f1586fdd9c8fc64e03b9b43/html5/thumbnails/4.jpg)
IDPE 2019 Annual Conference
THE SKILLS OF A HIGH PERFORMING DEVELOPMENT DIRECTOR INCLUDE:
Strategic thinker
• Planning strategies that best make best possible use
of resources
Emotional intelligence
• To handle interpersonal relationships judiciously and
empathetically
![Page 5: The art of development directorship › uk › idpe › uploads › 2019 Conference...RED FLAGS –TELLTALE SIGNS OF… Lacking emotional intelligence •‘My volunteers drive me](https://reader034.vdocument.in/reader034/viewer/2022042403/5f1586fdd9c8fc64e03b9b43/html5/thumbnails/5.jpg)
IDPE 2019 Annual Conference
THE SKILLS OF A HIGH PERFORMING DEVELOPMENT DIRECTOR INCLUDE:
Leadership skills
• Downward, upward and collegiate
Resilience and reflectiveness
• Ability to have challenging conversations, reflect on
outcomes and change and develop practices as
necessary
![Page 6: The art of development directorship › uk › idpe › uploads › 2019 Conference...RED FLAGS –TELLTALE SIGNS OF… Lacking emotional intelligence •‘My volunteers drive me](https://reader034.vdocument.in/reader034/viewer/2022042403/5f1586fdd9c8fc64e03b9b43/html5/thumbnails/6.jpg)
IDPE 2019 Annual Conference
THE SKILLS OF A HIGH PERFORMING DEVELOPMENT DIRECTOR INCLUDE:
Fundraising knowledge and skills
• Tactical knowledge of fundraising processes and
techniques
• Optimising/segmenting database
• Case for support messaging
• Regular and planned giving
• Major Gifts
• Grant making trusts
Major Gift experience
• What is your limit?
![Page 7: The art of development directorship › uk › idpe › uploads › 2019 Conference...RED FLAGS –TELLTALE SIGNS OF… Lacking emotional intelligence •‘My volunteers drive me](https://reader034.vdocument.in/reader034/viewer/2022042403/5f1586fdd9c8fc64e03b9b43/html5/thumbnails/7.jpg)
IDPE 2019 Annual Conference
THE SKILLS OF A HIGH PERFORMING DEVELOPMENT DIRECTOR INCLUDE:
Independence and wisdom
• Prepared to challenge existing frameworks and
protocols but do so judiciously!
![Page 8: The art of development directorship › uk › idpe › uploads › 2019 Conference...RED FLAGS –TELLTALE SIGNS OF… Lacking emotional intelligence •‘My volunteers drive me](https://reader034.vdocument.in/reader034/viewer/2022042403/5f1586fdd9c8fc64e03b9b43/html5/thumbnails/8.jpg)
IDPE 2019 Annual Conference
DEVELOPMENT TEAM TALENTS
Fu
nd
rais
ing
Skills
Fu
nd
rais
ing
Kn
ow
led
ge
Le
ad
ers
hip
skills
Str
ate
gis
t
EI
Ma
jor
gifts
Ind
ep
en
de
nce
& w
isd
om
Re
pe
at M
ajo
r g
ifts
at h
igh
est le
ve
l
Re
silie
nce
& r
efle
ctive
ne
ss
Development Officer / Assistant √
Fundraising Manager √ √ √
Deputy Development Director √ √ √ √
Head of Development / Development Director √ √ √ √ √ √ √
Senior Development Director √ √ √ √ √ √ √
![Page 9: The art of development directorship › uk › idpe › uploads › 2019 Conference...RED FLAGS –TELLTALE SIGNS OF… Lacking emotional intelligence •‘My volunteers drive me](https://reader034.vdocument.in/reader034/viewer/2022042403/5f1586fdd9c8fc64e03b9b43/html5/thumbnails/9.jpg)
IDPE 2019 Annual Conference
RED FLAGS – TELLTALE SIGNS OF…
Non-strategic behaviour
• ‘Every day is different – we never know what is coming
our way’
• ‘We pride ourselves on always saying yes’
• ‘We don’t have time to think’
Are you a people pleaser?
• ‘The Head wanted me to organise this event….’
![Page 10: The art of development directorship › uk › idpe › uploads › 2019 Conference...RED FLAGS –TELLTALE SIGNS OF… Lacking emotional intelligence •‘My volunteers drive me](https://reader034.vdocument.in/reader034/viewer/2022042403/5f1586fdd9c8fc64e03b9b43/html5/thumbnails/10.jpg)
IDPE 2019 Annual Conference
RED FLAGS – TELLTALE SIGNS OF…
Mission creep
Spending too much time on an activity
• ‘I’ve been writing a case study for support for 18 months
now’
• ‘We’re perfectionists – we want every detail of the event
to be perfect’
![Page 11: The art of development directorship › uk › idpe › uploads › 2019 Conference...RED FLAGS –TELLTALE SIGNS OF… Lacking emotional intelligence •‘My volunteers drive me](https://reader034.vdocument.in/reader034/viewer/2022042403/5f1586fdd9c8fc64e03b9b43/html5/thumbnails/11.jpg)
IDPE 2019 Annual Conference
RED FLAGS – TELLTALE SIGNS OF…
Displacement activity
Too much time spent on those activities that are our
natural ‘professional comfort zone’
For example (but not exclusively):
• Events
• Communications
• Volunteer management
Instead of one to one donor meetings
![Page 12: The art of development directorship › uk › idpe › uploads › 2019 Conference...RED FLAGS –TELLTALE SIGNS OF… Lacking emotional intelligence •‘My volunteers drive me](https://reader034.vdocument.in/reader034/viewer/2022042403/5f1586fdd9c8fc64e03b9b43/html5/thumbnails/12.jpg)
IDPE 2019 Annual Conference
RED FLAGS – TELLTALE SIGNS OF…
Lacking emotional intelligence
• ‘My volunteers drive me mad!’
• ‘The Head just doesn’t understand where we’re coming
from’
• ‘I’ve given up on our governors…’
![Page 13: The art of development directorship › uk › idpe › uploads › 2019 Conference...RED FLAGS –TELLTALE SIGNS OF… Lacking emotional intelligence •‘My volunteers drive me](https://reader034.vdocument.in/reader034/viewer/2022042403/5f1586fdd9c8fc64e03b9b43/html5/thumbnails/13.jpg)
IDPE 2019 Annual Conference
MAJOR GIFTS AT THE HIGHEST LEVEL
• What kind of gift would you seek from the UK’s richest
citizen?
• How do you know that you have optimised major gifts?
![Page 14: The art of development directorship › uk › idpe › uploads › 2019 Conference...RED FLAGS –TELLTALE SIGNS OF… Lacking emotional intelligence •‘My volunteers drive me](https://reader034.vdocument.in/reader034/viewer/2022042403/5f1586fdd9c8fc64e03b9b43/html5/thumbnails/14.jpg)
IDPE 2019 Annual Conference
INDEPENDENCE AND WISDOM
• Is your school’s 5 or 10 year plan sufficiently
ambitious or aspirational?
• If not, what are you going to do about it?
![Page 15: The art of development directorship › uk › idpe › uploads › 2019 Conference...RED FLAGS –TELLTALE SIGNS OF… Lacking emotional intelligence •‘My volunteers drive me](https://reader034.vdocument.in/reader034/viewer/2022042403/5f1586fdd9c8fc64e03b9b43/html5/thumbnails/15.jpg)
IDPE 2019 Annual Conference
RESILIENCE AND REFLECTIVENESS
• How will you raise significantly more £s next year?
• What aspects of your own practice are you going
to change?
• What will you do more of/less of, or for the very
first time?
![Page 16: The art of development directorship › uk › idpe › uploads › 2019 Conference...RED FLAGS –TELLTALE SIGNS OF… Lacking emotional intelligence •‘My volunteers drive me](https://reader034.vdocument.in/reader034/viewer/2022042403/5f1586fdd9c8fc64e03b9b43/html5/thumbnails/16.jpg)
IDPE 2019 Annual Conference
BEWARE! FROM WARRIOR TO KNIGHT
• Independence and Wisdom
• Resilience and Reflectiveness
![Page 17: The art of development directorship › uk › idpe › uploads › 2019 Conference...RED FLAGS –TELLTALE SIGNS OF… Lacking emotional intelligence •‘My volunteers drive me](https://reader034.vdocument.in/reader034/viewer/2022042403/5f1586fdd9c8fc64e03b9b43/html5/thumbnails/17.jpg)
IDPE 2019 Annual Conference
DEVELOPING YOUR SKILLS
Strategic
Emotional intelligence
Major gifts
Resilience & reflectiveness
Independence & wisdom
Strong fundraising technical skills
Strategic
Emotional intelligence
Leadership
Developing your skills
![Page 18: The art of development directorship › uk › idpe › uploads › 2019 Conference...RED FLAGS –TELLTALE SIGNS OF… Lacking emotional intelligence •‘My volunteers drive me](https://reader034.vdocument.in/reader034/viewer/2022042403/5f1586fdd9c8fc64e03b9b43/html5/thumbnails/18.jpg)
IDPE 2019 Annual Conference
PLANNING YOUR DEVELOPMENT JOURNEY
Practise what you preach
• Research: 360 peer review
• Identify specific areas for personal development
• Measure your performance by developing your own
metrics
![Page 19: The art of development directorship › uk › idpe › uploads › 2019 Conference...RED FLAGS –TELLTALE SIGNS OF… Lacking emotional intelligence •‘My volunteers drive me](https://reader034.vdocument.in/reader034/viewer/2022042403/5f1586fdd9c8fc64e03b9b43/html5/thumbnails/19.jpg)
IDPE 2019 Annual Conference
PLANNING YOUR DEVELOPMENT JOURNEY
What could personal metrics look like
• Time management: how do you spend your time? On
those activities most likely to yield greatest positive
impact?
• Donor/volunteer feedback: quant or qual research
• SMT/Governor feedback: do colleagues value working
with you?
• £/gift measurables:
• Increase highest £ gift levels
• Recruit more regular donors
![Page 20: The art of development directorship › uk › idpe › uploads › 2019 Conference...RED FLAGS –TELLTALE SIGNS OF… Lacking emotional intelligence •‘My volunteers drive me](https://reader034.vdocument.in/reader034/viewer/2022042403/5f1586fdd9c8fc64e03b9b43/html5/thumbnails/20.jpg)
IDPE 2019 Annual Conference
THANK YOU
Debra Price
Head of Philanthropy
RSAcademics