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The First Year: 365 Days Towards Becoming a Successful Major Gift Officer

The First Year: 365 Days Towards Becoming a Successful Major Gift Officer Lessons for Managers and MGOs Alike. Michael Russell Courtney Billing University of Minnesota Foundation Minnesota Medical Foundation. The First Quarter Building a Successful MGO.

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The First Year: 365 Days Towards Becoming a Successful Major Gift Officer

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  1. The First Year: 365 Days Towards Becoming a Successful Major Gift Officer Lessons for Managers and MGOs Alike Michael Russell Courtney Billing University of Minnesota Foundation Minnesota Medical Foundation

  2. The First Quarter Building a Successful MGO

  3. The Importance of Pre-Hire Planning • Opportunities and Pitfalls of Newcomers • Expectations for Success • Portfolio Building

  4. Core Values For Success • Relationship-Oriented • External Focus • Consistency • Follow Through • Passionate • Integrity

  5. On Boarding a New Gift Officer • Develop a comprehensive training schedule to introduce your new hire • Beyond “staff introductions” – think “curriculum” • Build a specific set of learning objectives

  6. Building a successful MGO team (even if only of one) • MGO portfolio prospect assignments • Initiatives, regions, capacity • Set clear standards for contact reports and monthly goals (e.g., minimum 12 f2f visits) • Establish annual goals and performance metrics

  7. The Second Quarter Diving in

  8. Find A Teacher • Mentoring • Internal or external experienced fundraiser • Consider a donor mentor as well • Executive Team Interaction • Mission, vision, values, and future strategy • Board Introductions • Minimum of meeting one Board or Committee member

  9. Getting to know your program(s) • Internal immersion • Tours and meetings with knowledgeable staff/program officers • Conversations re: vision and strategy with organization leadership • External Immersion • Dialogues with constituents and “alumni” • Minimum of one board member or established donor

  10. The Third Quarter So Now You’re a Major Gift Officer…

  11. Finding Success in Fundraising • Two Primary Components to a Development Position: • External: Relationship Management • Internal: Prospect/Portfolio Management • The Hardest Parts of the Job: • Getting the Appointment • “Asking” for the Gift

  12. Major Gift Donor Profile • Ability – to make a contribution of $25k, $50k, $100k+ • Affinity – an interest in organization’s work • Accessibility - willing to meet and hear about organization / connection via board or other individual

  13. Taking the Right Steps • Prioritize your time and efforts • Focus on your org’s likely MG donors (individuals vs. corporations/foundations) • Timing • Average time to MG = 18 months – 2 years • Donors in stewardship • Important part of 1st yr. portfolio, potential source of future gifts

  14. Picking Up the Phone • Keep it short and sweet • Introduction • (If not a good time,…) • Purpose of call • Brief explanation of who you are, why you want to meet, and when you can meet • If Day Does Not Work… • Closing and confirmation

  15. Hallmarks of Successful First Visits • Come prepared to ask meaningful questions • Goal of setting future prospect strategy • Be brief – you can ask to stay longer • Begin a dialogue, but listen more than you talk • Conclude with reasons for follow-up and timeline

  16. The Fourth Quarter Plan the Work, Work the Plan

  17. Organization and Workflow • Working with your Manager • Creating systems and routines • Documenting contacts and measuring results • Donor Strategies and Annual Work Plans

  18. Networking and Professional Development • Professional and “Peer” Organizations • Non-Profit Boards and Civic Organizations • Connect with the Super Connectors • “Study Groups” • Development Conferences • Recommended reading

  19. New Major Gift Officer Toolkit • Annual Plan Outline with Gift Pyramid • Suggested Performance Metrics for Development Staff • Templates: • Manager One-on-Ones • Contact Reports and Strategies Format • Communication (Emails / Letters / Scripts) • First Visit Goal Sheet • Interview Questions

  20. Questions? Thank you! Courtney Billing Michael Russell Minnesota Medical Foundation University of Minnesota Foundation c.billing@mmf.umn.edu russell@umn.edu

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