When When When When Stewardship Stewardship Stewardship - - PowerPoint PPT Presentation

When When When When Stewardship Stewardship Stewardship Stewardship Meets Meets Cultivation Cultivation Cultivation Cultivation

Maureen D. Donnelly Director, Stewardship and Donor Relations, Boston University Director Association of Donor Relations Professionals Director, Association of Donor Relations Professionals

Boston University Boston University

• Private research and teaching

university university

• 17 schools/colleges on 2 campuses

37 000+ t d t

• 37,000+ students
• 289,000 alumni + parents and friends
• 35,000 gift transactions per year
• Fundraising centralized from DAR

Fundraising centralized from DAR

Stewardship

and Donor Relations

Areas of Responsibility: Gift A t d D i ti

• Gift Acceptance and Designation
• Acknowledgements
• Fund Reporting
• Donor Recognition

Donor Recognition

• Engagement Opportunities

Cultivation

The process of implementing a series The process of implementing a series

• f strategic “moves” designed to bring

the prospect to the “readiness” for the prospect to the “readiness” for solicitation.

• Make the case for support
• Align donor interest with priorities
• Relationship
• Relationship

Stewardship

d D R l ti and Donor Relations

The post-gift / pre-next gift “touches” that inform the donor about his/her gift that inform the donor about his/her gift and continue to build and strengthen the relationship (or connection) the relationship (or connection) between the donor and the University.

What Donors Want What Donors Want

• 1. To know that the gift was received

2 Confirmation that the gift is to be

• 2. Confirmation that the gift is to be

used as it was intended 3 Measurable results of the gift at work

• 3. Measurable results of the gift at work

(Penelope Burk, Cygnus Applied Research, Inc.)

• 4. Design and presentation matter

Stewardship Meets Cultivation

Th h ff i l ll h “ ” The touches effectively tell the “story”

• f the gift/philanthropy

The moves strategy looks to gy coordinate and integrate appropriate touches into the cultivation/readiness process

Stewardship Meets Cultivation p

Tell the “story” through communications and events: and events:

• Accurate, timely, personal, meaningful
• More than a “thank-you”
• Convey impact of philanthropy received

y p p py

• Market the priorities
• Help make the case for additional
• Help make the case for additional

support C i t t d t d

• Consistent and expected

Stewardship Meets Cultivation

Leadership Level Donor July Strategy session Aug New impact report sent Oct PM visit Nov Mid-year SDR communication y March Profile donor in magazine April Send copies & framed photo April Send copies & framed photo Sept PM delivers next impact report Dec New six figure gift Dec New six-figure gift

Acknowledgements Acknowledgements

Presidential and VP Acknowledgements Presidential and VP Acknowledgements

• Accurate gift & designation

Id tifi d d / l ti hi

• Identified donor/relationship
• Specifics about gift use and

importance of that type of giving

• Value to respective dean

p

• Close with personal connection
• 3 day turnaround
• 3 day turnaround

Tax Receipt p

Tax Receipt

Measurable Results

Custom Reports Custom Reports

Recognition

www.bu.edu/recognizes bu edu/ ecog es

Stewardship Meets Cultivation Stewardship Meets Cultivation

The moves strategy looks to coordinate and integrate appropriate touches into the cultivation/readiness process

“T T ” ti

• “Top Ten” meetings
• Utilize schedules and

know deliverables know deliverables

Stewardship Meets Cultivation Stewardship Meets Cultivation

Cultivation Cultivation

Donor Donor Gift Gift

Engage Engage Acknowledge Acknowledge Cultivation Cultivation Cultivation Cultivation

Gift Gift

Report Report Cultivation Cultivation Recognition Recognition Cultivation Cultivation

QUESTIONS?