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+ students 37 000+ t d t • 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 Acceptance and Designation Gift A t d D i ti - Acknowledgements - Fund Reporting - Donor Recognition Donor Recognition - Engagement Opportunities
Cultivation The process of implementing a series The process of implementing a series of 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 and Donor Relations d D R l ti 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 2. Confirmation that the gift is to be Confirmation that the gift is to be used as it was intended 3 3. Measurable results of the gift at work Measurable results of the gift at work ( Penelope Burk, Cygnus Applied Research, Inc.) 4. Design and presentation matter
Stewardship Meets Cultivation Th The touches effectively tell the “story” h ff i l ll h “ ” of 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 • Consistent and expected C i t t d t d
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 April Send copies & framed photo Send copies & framed photo Sept PM delivers next impact report Dec Dec New six figure gift New six-figure gift
Acknowledgements Acknowledgements Presidential and VP Acknowledgements Presidential and VP Acknowledgements • Accurate gift & designation • Identified donor/relationship Id tifi d d / l ti hi • 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 es bu edu/ ecog
Stewardship Meets Cultivation Stewardship Meets Cultivation The moves strategy looks to coordinate and integrate appropriate touches into the cultivation/readiness process - “Top Ten” meetings “T T ” ti - Utilize schedules and know deliverables know deliverables -
Stewardship Meets Cultivation Stewardship Meets Cultivation Cultivation Cultivation Engage Engage Acknowledge Acknowledge Donor Donor Cultivation Cultivation Cultivation Cultivation Gift Gift Gift Gift Report Report Recognition Recognition Cultivation Cultivation Cultivation Cultivation
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