presents a webinar on visual analysis and staff performance management

©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.


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


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)


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


Comprehensive Solution

Advancement Data

Data Discovery& AnalysisSoftware

1.

Staff Data Entry

OperatingPlan Process

InstructionalForums

CohortBenchmarking

2.

3.4.

5.


Lots of information . . .

Prospects

Proposals

Ratings

Staff Activities


. . . Advizor Knits It Together

Affinity

Capacity

Activities

DemographicProspects

Proposals

Ratings

Staff Activities


. . . 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


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 . . .


The William & Mary story . . .


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”


Prepared by Development Information Management

Major Gifts Unit Proposals Less than $10 Million Under Consideration or Approved (12/31/2009)



Major Gifts Unit Proposals Less than $10 Million Under Consideration or Approved Data Sheet (12/31/2009)



Jefferson’s Proposals Under Consideration (12/31/2009)



Kems’s Proposals Under Consideration (12/31/2009)


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


Q&A:

use webinar “question” panel and “raise hand” // we’ll unmute you . . .

(or email [email protected])

presents a webinar on visual analysis and staff performance management

Business

development management

development staff

proposals activity metrics

development program

active proposals

value of proposals

staff performance management

senior management