50 Tips in 50 MinutesOn All Things Development!

Brought to you by:Mary Maxwell—Indiana University Simon Cancer Center

Suzanne Teer—UCSF Helen Diller Family Comprehensive Cancer Center

… with the generous help of friends and colleagues everywhere!

Luncheon Sponsored by

1 out of 50Capture contact information of

3rd Party Event attendees

2 out of 50Establish 3rd Party Event Policies and Procedures (visit NACCDO website)

3 out of 50

Acknowledge

3rd Party Events

via social media

4 out of 50Face to Face meetings are the most effective

5 out of 50Don’t outnumber your prospect(s) in meetings

6 out of 50Steward planned gifts just like you would current

major gifts

7 out of 50

Take advantage of holiday themes with tailored solicitations!

8 out of 50Use photos and images to tell a story and help

make your case

9 out of 50Follow up direct mail letters with an

email ask

10 out of 50Have routine appointments scheduled with

faculty and stick to them

11 out of 50Personalize acknowledgement letters

and choose a signer who would be most meaningful to the donor

12 out of 50

Leverage existing events to cultivate

prospects

13 out of 50

Make it standard to develop

professional, written proposals for major

gifts

14 out of 50Set stewardship standards for different

levels of the gift pyramid

Source: Ole Miss Athletic Foundation Website - http://www.olemisssports.com/sports/umaaf/spec-rel/vaught-society.html

15 out of 50Set up a stewardship tickler system so nothing

slips through the cracks

16 out of 50

Establish goals for each event;

everything you do should contribute to

those goals

17 out of 50Be creative, thoughtful, and personal with

stewardship and gifts

18 out of 50Create your follow up plan before the event and

be ready to execute the day after

19 out of 50Respond to emails within 24 hours

20 out of 50Deliver a welcome gift to each new member of

your planned giving society—in person if possible!

21 out of 50

Host an annual tea or luncheon for

members of your planned giving

society

22 out of 50

Send a welcome letter/packet to

every new donor

23 out of 50Call to thank all donors at $1,000+

Thank you for your generosity and support of cancer research!

24 out of 50Prioritize your top 25 prospects and develop a written strategy for each with next steps and

timeline

25 out of 50Create a written agenda for every faculty meeting

26 out of 50Follow up, follow up, follow up

27 out of 50

Develop written briefings to prepare

for each prospect meeting

28 out of 50Provide quarterly reports to faculty of all

giving to their program

29 out of 50Invest in thorough, effective onboarding of new

development officers

30 out of 50Monitor your outstanding pledges; follow up on

payments religiously

31 out of 50

Set fundraising goals and monitor progress toward

your goals monthly

32 out of 50Set up a system to ensure gift funds are being

spent—we must be good stewards of our donors’ gifts!

I have $50,000 in my fund but I need $10,000 to start this

pilot.

33 out of 50Report on the impact of gifts, not just how the

money was used

We must let Mr. Doe know that because of his gift we are now

going to clinical trial!

34 out of 50Even junior faculty members have friends and family who may be willing to jumpstart their

careers with a major gift.

I have a lawyer friend who would be interested in

this…

35 out of 50The best information comes straight from the

source. Talk to prospects but validate with research.

36 out of 50Get to know the friends and family who

influence decisions made by the prospect

INNER CIRCLE

37 out of 50Start proposal development with permission

from the donor to proceed.

38 out of 50

Create a unique stewardship program for each principal gift

donor that incorporates routine

reporting on the impact of the gift.

39 out of 50Celebrate with each major gift donor and

include family and friends.

40 out of 50Don’t lose sight of your mission: Integrate

your cancer center vision into all components of the event

41 out of 50Introduce leadership to key event sponsors

42 out of 50Write a mid-year progress report to mid-level donors to keep them engaged in their areas of

interest.

Mid-year Report:July 1 – December 31

43 out of 50

Produce research updates to keep donors informed

44 out of 50Turn corporate event sponsorships into long-term donors by inviting CEOs to lunch twice

annually with your director. Name it a Corporate Leadership Council.

45 out of 50Develop a luncheon series and invite

corporate and foundation leadership in for one-hour programs to highlight

funding opportunities.

46 out of 50Know your superstar faculty and utilize them

in donor cultivation and stewardship activities.

47 out of 50Have leadership recognize faculty who

are involved in generating gifts

48 out of 50Don’t fit a square peg in a round hole:

Capitalize on your employees strengths

49 out of 50Plan B – Always have alternative plans. Be

proactive by determining the “what ifs” throughout the planning process.

50 out of 50

Develop an event summary form which

holds all event information and be

sure all staff involved have a copy. This

ensures everyone is well informed and

eliminates overlooking details.

Thank you for joining us!