Executive's Guide to Fundraising Operations

CHRISTOPHER CANNON, CFRE, is a managing associate with Bentz Whaley Flessner, a full-service development consulting firm serving higher education, healthcare, and nonprofits. Mr. Cannon partners with clients around the world to leverage their data, technology, and processes to foster increased fundraising results. His presentations and writing, such as recent articles in AHP Journal and AFP's Advancing Philanthropy, focus the fundraiser on aligning fundraising operations with the organization's programs and mission.

• Foreword xiiiPreface xviiAcknowledgments xixChapter 1 Introduction 1Supporting Fundraising 2What Is Fundraising Operations and Where Should It Fit in the Organization? 2Fundraising Operations: What’s in a Name? 3What Does ‘‘Fundraising Operations’’ Include? 5Organizational and Environmental Factors Shape Operations 8Using This Guide to Improve Decisions 13Chapter 2 Principles of Fundraising Operations 15Data, Technology, Reporting, Process, and People 16Data 18Technology 31Reporting 34Processes as Key Responsibilities 39People 41Chapter 3 Responsibilities of Your Fundraising Operations Team 51Technology Management 51Primary Roles in Transitions: Arbiter and Advocate 52Data Maintenance 68Gift Processing 70Reporting 75Prospect Development 79Stewardship 88Compliance 92IT, HR, Finance, and More 98A Special Note about Finance 100Chapter 4 Program Support 103Major Giving 104Annual and Unrestricted Giving 104Constituent Engagement Programs 107Events 107Special Initiatives or Constituencies 110Healthcare Fundraising and Grateful Patient and Family Programs as Special Cases 111Moving from Fundamentals to Innovations 113Chapter 5 Trends, Fads, and Staying Ahead of the Curve 115Which Curve? 116Applying Principles to Trends 120Volume, Accessibility, and Ubiquity of Data 122Consumer Data, Analytics, and Ethics 124Virtualization, Web Applications, and Mobility 127Social Media Mania 132Evolving Applications for Evolving Technologies 136Advances in Reporting and Analytics 143New Staff and Performance Considerations 148Fast-Moving Trends 158Chapter 6 Decision Advice from the Field 161Ideas from Practitioners 162Development Executive at a Leading Australian University 162Children’s Healthcare Foundation President 163Fundraising Operations Consultant 164Liberal Arts College Vice President 166Advancement Leadership at a Division IUniversity 167University System Operations Assistant Vice President 169Healthcare Executive Director of Development 170Executive Director at a Top 10 University 171Development Director at a Leading Medical Center 172Making Your Executive Decisions 172Chapter 7 Tools for Fundraising Operations 175Fundraisingoperations.com 175Data 176What Are the 10 Signs of Bad Data? 176How Do You Know Your Data Are Accurate? 178Technology 178What Are the Five Myths of the Conversion Process? 178What Does a Data Exception Log Look Like? 180How Effective Is the Implementation of Your Database? 181What Does a Sample Scorecard Look Like? 182Reporting 182What Are the Seven Qualities of a Great Reporting Environment? 182What Are Five of the Most Important Types of Reports for Campaign and Prospect Management? 184What Does an Effective Data Dictionary Look Like? 189Processes 189How Can You Calculate and Establish Impact Measures for Your Operations Team? 189How Can You Gauge Good Training Outcomes? 190How Can You Evaluate Your Gift Processing? 190What Does the ‘‘Front-of-the-Line’’ Approach Look Like for Gift Processing? 193How Should Gift Processing Assess Donor’s Checks? 194What Does a Good Staff Survey on Operations Look Like? 194How Can You Start a Great Prospect Management System? 196Staff 199What Are the 10 Characteristics of Great Operations Team Members? 199What Are the Five Signs Team Members Are Looking for New Positions? 200How Can You Assess Staff Performance of the Operations and Other Teams? 201Epilogue 205Appendix A: Sample Data Dictionary 211Appendix B: APRA Statement of Ethics 220Glossary 221Bibliography 225About the Author 227AFP Code of Ethical Principles and Standards 229A Donor Bill of Rights 230Index 231