Development at Scale: Pipeline Strategies that Work-Slides

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Pdf Summary
This document discusses strategies for developing a pipeline for donor acquisition and cultivation. The first step is to identify potential donors who have not yet been assigned and to focus on moving them from non-donors to donors and from donors to upgraded donors. The next step is to communicate with these individuals through various channels such as email, phone calls, and social media. The goal of this outreach can vary, from retention to upgrades to major gift qualification.<br /><br />A disciplined approach to outreach is important, utilizing technology such as Zoom and phone meetings, listening to donor interests, and leading with stewardship. The document provides a suggested introduction cadence, which includes steps such as research, introduction email, phone calls, follow-up emails, and LinkedIn connections.<br /><br />During the discovery phase, fundraisers aim to learn about the donor's inclination, capacity, and readiness to give. Questions may cover the individual's experience at the University, their philanthropic support for other organizations, and their communication preferences.<br /><br />Following each meeting, it is important to follow up and align communications with the donor's areas of interest. Making an upgraded ask based on the donor's capacity is also crucial. Reporting and tracking the success of the pipeline strategy is vital to measure its effectiveness.<br /><br />The document also introduces the Donor Experience Officer Program, targeting annual leadership donors who have given $500 or more. DXOs are assigned portfolios of donors, engage with them through personalized stewardship, and track their success in terms of donor retention, meetings conducted, major gift qualifications, and planned gifts identified.<br /><br />The GIFT Academy is mentioned as a high-wealth/mixed affinity discovery program for Asst. Directors of Development. It follows similar pipeline strategies and involves identifying target populations, communicating with them, conducting meetings, creating follow-up steps, and reporting on the progress.<br /><br />Overall, the document emphasizes the importance of focused and strategic cultivation of potential donors in order to increase donor retention and acquire major gifts.
Keywords
donor acquisition
donor cultivation
pipeline development
communication channels
donor interests
introduction cadence
donor experience
DXO program
GIFT Academy
donor retention