REEHERVISTACONFERENCE.COM

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1 FUNDRAISING AT THE SPEED OF LIFE MINNEAPOLIS AUGUST THE DEPOT REEHERVISTACONFERENCE.COM

2 DATA INFORMED TALENT MANAGEMENT: USING ANALYTICS TO BUILD A BETTER FUNDRAISING TEAM MINNEAPOLIS AUGUST 28-30

3 Rod Grabowski Vice President for University Advancement GUEST SPEAKER

4 PURPOSE To provide you with strategies and tools to help you proactively manage your fundraising talent, improve gift officer tenure, and your fundraising results.

5 SESSION TOPICS Explore activity and habits of a high performing gift officer Learn how Rod Grabowski from the University at Buffalo manages talent to drive a high-performing team Understand how to use data to inform your talent management practices Discover tools you can use to proactively manage your team

6 OFFICER DEPARTURE IS EXPENSIVE Average tenure: 2.8 years 2.5X Cost to replace an officer: $230,000 Dollars Raised Years

7 EARLY SUCCESS LEADS TO HIGHER RETENTION What Boosts Gift Officer Performance? Hiring Process Who You Hire Onboarding Process Work Habits Culture

8 WHO ARE PRIME OFFICERS? Top Quartile in Visits Top 2 Quartiles in Proposals Submitted >$25K

9 WHO ARE PRIME OFFICERS? 3X more productive at the median dollars raised than non-prime officers $210,000 median $625,000 median

10 NON-PRIME OFFICERS MORE LIKELY TO DEPART 2x More Likely to Depart in the First Two Years $210,000 median $625,000 median

11 HOW TO HELP UNDERPERFORMING OFFICERS Refocus Have officers create target list of opportunities they expect to close Involve campus partners to help influence gifts Establish shared goals with institutional leaders $210,000 median

12 HOW TO HELP UNDERPERFORMING OFFICERS Retrain Build training methods that accommodate different ways of learning Choose topics that will benefit everyone, like making successful asks or leveraging proposals Demonstrate your investment in officers success $210,000 median

13 ROD GRABOWSKI, CFRE, MBA Vice President for University Advancement University at Buffalo

14 TALENT MANAGEMENT Hiring Inclusive Network Culture & Career Growth Orientation Comprehensive Mentoring Education & Training Annual Review Comprehensive Subjective & Objective Criteria Merit & Incentive Compensation Career Path Strengths Finder Career Track Planning Education and Training

15 CULTURE AND HOW TO MANAGE TALENT Culture needs to be motivational and visionary Expectations need to be clear Goal setting needs to start with the gift officer Identify top performers Recognize that top performers sometimes require nuance in your management style

16 CULTURE & INCENTIVE COMPENSATION University of Cincinnati Turnover Rate vs Fundraising Success Fiscal Year Turnover Fundraising % % +134% % +110% % +203%

17 CULTURE & INCENTIVE COMPENSATION 2016 Marts & Lundy Report Insights into Incentive Compensation Survey of institutions that offer incentive comp as well as those with a metrics-only program. Employee Retention improvement: o 67% of incentive comp respondents o 25% of metrics-only

18 BEST IN CLASS ADVANCEMENT ORGANIZATION Employees need to: o Believe in your mission and direction o Feel supported and respected o Know that their work is appreciated Incentive comp is a way to say, Thank you for your efforts you are a valued member of the organization

19 TOOLS TO INFORM TALENT MANAGEMENT

20 EXAMPLE GOALS Visits First-Time Visits Proposals Over $25K Dollars Granted KEEP GOALS STRAIGHTFORWARD

21 Benchmark officers against peers in similar roles across the entire community KNOW THE NORMS & HOW YOU COMPARE

22 NOTICE: Changes in activity Fewer new relationships ACT: Redirect Incent or Expand NOTICE PATTERNS & CHANGES EARLY ON

23 Be alerted if officers are off-track in their first year BE PROACTIVE

24 SESSION TAKE-AWAYS Use data to identify and help struggling gift officers Enable a culture of high performance Boost successful officers Increase your retention rates Drive a high-performing team using strategies Rod Grabowski has found effective Consider tools to help you proactively manage your team

25 THANK YOU! Rebecca Leddick Strategic Sales Reeher Rod Grabowski Vice President of Advancement University at Buffalo