Development at Scale: Pipeline Strategies that Work-Slides

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This document discusses pipeline strategies for development at scale. It begins by introducing Nicholas Linde, the Vice President of Advancement, and Leah Sveen, the Director of DXO. The concept of a pipeline is explained, focusing on moving individuals from non-donor to donor and from donor to upgraded donor.<br /><br />The first step in the pipeline strategy is to identify blue ocean prospects, which refers to unassigned individuals. The document then presents a poll asking the number of unassigned donors who have given at a certain level and the desired donor experience for them.<br /><br />The next section highlights the University of Nebraska Foundation's experience with annual leadership giving. It reveals that over 2,300 households met certain criteria, with 80%+ of them having no prior contact from a gift officer. Those who were contacted received a specific outreach process.<br /><br />Communicating with donors is the next step, and the document suggests using a benefit-oriented approach, focusing on virtual meetings, donor-centricity, stewardship, and consistent outreach.<br /><br />The document then provides a cadence for introduction, including steps such as research, introduction email with a video message, phone call with voicemail, follow-up emails, LinkedIn connection requests, and more.<br /><br />The process of conducting discovery in the first meeting is discussed, and a list of questions is provided, covering topics such as the donor's experience at the university, philanthropy, communication, and readiness for giving.<br /><br />Following up after meetings is emphasized, suggesting showing impact, aligning communication with the donor's interests, and making an upgraded ask.<br /><br />Reporting is crucial to evaluate the success of the pipeline strategy. Data on email open rates, click rates, reply rates, and more is provided.<br /><br />The document also introduces the Donor Experience Officer (DXO) program, which specifically engages with annual leadership donors. A success overview of the program is presented, including donor retention, meetings conducted, and major gifts identified.<br /><br />The GIFT Academy, a high-wealth/mixed affinity discovery program, is mentioned, and steps for its implementation are outlined.<br /><br />Lastly, the document discusses pipeline prospecting reporting and provides data on contacted households, meetings conducted, qualified prospects, and more. It concludes with information on hiring for pipeline strategies.

Keywords

pipeline strategies

development at scale

donor pipeline

blue ocean prospects

University of Nebraska Foundation

annual leadership giving

communicating with donors

cadence for introduction

conducting discovery

reporting