5 ways to elevate your advancement shop in 2021

By Maureen Procopio

Let’s be proud of our 2020 accomplishments, and enter 2021 in the thrive-mindset; in the be-bold-mindset; in the excel-mindset. Here are five ways that will help get your advancement shop there, five ideas that are worth investing time and resources into.

 

1)     Forecast gift revenue to gain and give better insights

Pipeline forecasting is often based on a fundraising definition rather than a gift revenue calculation. Strategic insight for annual and campaign planning focuses primarily on pipeline forecasting.

Tactical insights are derived from asking: What is our gift revenue forecast? It is valuable to understand how past, current, and future fundraising performance was affecting revenue, especially as 2020 showed itself to be so unpredictable.

Organizations seeking to expand into gift revenue reporting should start thinking about how their fundraising data interplays with accounting and revenue data.

The nugget here is not to remove pipeline forecasting from your toolbox; rather it’s to add gift revenue forecasting. It will give you the ability to respond quickly in emergencies and unexpected situations, while still planning for the long-term.

UC Berkeley and Williams College are doing some good work in this area; Michiel Westerkamp, president of Raising Insight is an expert in this area.

 

2)     A healthy organization is reflected in its metrics and goals

Establish metrics and goals that support your organization’s values as well as the health of your pipeline. What mattered pre-pandemic is different than what matters now.

Integrate diversity, equity, and inclusion (DEI) principles alongside development priorities in metrics and goals. This must be top-down and recognized advancement-wide.

For instance, the UO’s advancement team is actively fundraising for five DEI initiatives focused on specific diverse campus populations. Each initiative has goals to increase alumni and donor engagement, raising funds from a broad base of mid-level donors. Metrics and goals are established at individual and unit levels across advancement.

Expand and strengthen your pipeline through various pipeline engagement, development, and growth strategies. Establish metrics and set goals that endorse and encourage the proper outcomes.

Don’t allow a rigid reporting platform to sabotage your good intentions.  If you’re changing metrics but are delayed in changing the reporting dashboard, clearly communicate what metrics are new and what metrics are no longer relevant. Lack of clarity around metrics and goals affects morale and satisfaction

 

3)     Invest in digital transformation for advancement services

What does digital transformation look like for your team? It should include investments in new and existing technologies to expand the pipeline, talent investments for effective implementation of digital programming, and removing silos among your various teams. Make this the year to inspire, innovate, experiment, and create. Your advancement services team will make that happen!

 

4)    Seek and share information with your team and colleagues

Teams are most effective when information is shared openly and freely. This will save time and money. If you have access to information from other units, divisions, teams, or leaders, think about who needs that information (such as data, reporting, access to people or meetings, updates to processes, etc.).  Find ways to combine it with other information to make it more powerful.

What is the one piece of information you are missing that will bring you to the next level? Seek out that information. Conversely, what is a piece of information that you have that can help a team member or another unit operate better? Be proactive in offering information and squash any hoarding tendencies.

 

5)     Position your organization for DAF payouts

Donor Advised Funds received 12.7% of individual giving in 2018, but distributions from DAFs are not keeping up. When will we see reforms that require DAFs to distribute donations that benefit mission-driven charities? Organizations receive DAF gifts at a higher rate by expanding attempts to solicit gifts from DAFs. Partner with your friends in prospect development to develop a strategic plan.

 

In closing…

Some of these ideas will take more time and more resources than others. Establish a taskforce to elevate for 2021. Nothing changes if nothing changes. Here’s an updated picture of Ginger, who hasn’t changed.

 

By Maureen Procopio
Senior Director, Campaign Strategy and Institutional Benchmarking
University of Oregon Advancement
541-346-2061

Intentional Equity

By Maureen Procopio

I want to be intentional

Am I doing enough? For me, I must be intentional in striving toward equity. How will I participate? How will I contribute? Am I a part of the solution, or the problem? My intention is to be a “good ally”, I need to listen more than I speak. Do my research. Yes, I can do that! Here are a few tools I’ve collected along the way to be intentional.

Understand and take action

Outlined below are two studies that provide actionable analysis and recommendations. Use these to bolster your advancement organization’s: strategic diversity action plans, talent management budget requests, and increasing resources for professional training and development.

  • Cause Effective’s study, “Money, Power, and Race: The Lived Experience of Fundraisers of Color,” provides insights into the bias experienced by fundraisers of color and provides recommendations to improve equity at nonprofits. The report contains an eye-opening “In their own words” segment including topics such as experiences with implicit bias and racism, experiences with tokenism and microaggressions, and on having to work harder to prove themselves. The actionable section of this report is “What we can do” with recommendations and strategies to implement in our organizations based on the roles we have. Because, as is so aptly stated by this report’s authors: “Each of us has a role to play in disrupting the tightly-woven nexus of money, power, and race upon which the status quo rests.
  • ALG and AHP published this 2018 study on Diversity and Inclusion in Healthcare Advancement: Changing Behaviors and Outcomes. This data and experiential informed study reveal how “diversity and inclusion lead to better business outcomes, ways to have brave conversations about diversity with your teams, and tools to ensure you’re creating sustainable change in your organization.” Although the focus of this study was the healthcare field, the recommendations and observations are applicable across nonprofits. For example, pointing out the false assumption related to the pipeline of talent and its impact on the outcome of the diversity in teams. “Just as with myths about diversity among donors, myths about diverse talent in the advancement profession are destructively self-perpetuating.” The study points out two barriers for organizations to self-examine:
    1) Implicit Bias
    2) Threshold requirements that unnecessarily restrict hiring.
    The actionable heart of the ALG/AHP study challenges leaders to have brave conversations with their teams about diversity, and the authors permit us to feel uncomfortable.

Who’s doing good work?

The Equity Index as a starting point

The Black Students at Public Colleges report and analysis by the USC Race and Equity Center is a 50-State report card examining equity at public higher education institutions in the U.S. The researchers used four indicators to create the index:

  1. Representation Equity
  2. Gender Equity
  3. Completion Equity
  4. Black Students-to-Black Faculty Ratio

This study is important for your advancement organization’s equity assessment because you should be able to recognize what good equity work looks like in your region, peer cohort, or among your aspirational peers.

For example, Portland State University showed up as #11 in the list of institutions with the highest equity index scores. PSU is just up the road from the UO, so I did some digging and learned about their equity lens. Not only do they have a high equity index score, but they also tout a diverse student body. Sure some of it is geography, but much of it is intentional work.

The University of Utah was #7 on the list, so I went searching again. Their EDI landing page is a call to action: to engage, to support, to commit to antiracism. This presents as a university that is a safe place for students of color. Again, more intentionality.

PSU and Utah are a couple of institutions that are serving equity, not just inviting it. The researchers and authors of this report give important recommendations for institutions to achieve equity across the four indicators, suggesting that leaders identify those who excel in the various areas and speak to them. As is underscored in the aforementioned reports and studies, equity work is all of our responsibility, not just the chief diversity officer.

CASE

A few years ago, CASE updated their study on increasing diversity in advancement, including observations, metrics, and initial recommendations. I recently reviewed this for an upcoming DVIII equity-focused panel discussion and noticed that the recommendations include some introductory best practice concepts. However, for advancement organizations that are at the earlier stages of expanding equity and diversity at their organization, jump to the “Recommended Practices for Increasing Diversity” section.

I wrap up with this…

I’m still learning and growing. I continuously seek and collect resources, aiming to build my equity toolbox. I’ll make mistakes but know that I’ll learn immensely from my mistakes. Equity work is for all of us to do. One person cannot do it all. Making it intentional has helped me grow and contribute to my organization and the advancement field. This is all of our responsibility.

What am I missing? What can you share? Post your ideas and tools in the comments.

By Maureen Procopio
Senior Director, Campaign Strategy and Institutional Benchmarking
University of Oregon Advancement
541-346-2061