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2013 Non-Profit Sustainability Conference“Building a Development Strategy”

Scott GiffenRobert Swaney Consulting, Inc.

January 16, 2013

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Welcome

Thank You!Your Questions & Comments are encouraged throughout

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YOU!

30 secs. or less1. Name & Organization2. What you’d like to learn today

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Intro to RSC:Company Overview

Established in 2006

NATIONAL PROVIDER OF: • contributed revenue growth strategies and • hands-on interim management

For mainly arts and cultural institutions.

OFFICES IN:

Indiana, Missouri, Georgia and Utah

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Intro to RSC:Our Clients

Alliance TheatreŸAsheville Symphony OrchestraŸAtlanta Chamber PlayersŸAtlanta Symphony OrchestraŸAuditorium Theatre of Roosevelt UniversityŸBaton Rouge

Symphony OrchestraŸBaltimore Symphony OrchestraŸBlue Barn TheatreŸBuffalo Philharmonic OrchestraŸCharleston Symphony OrchestraŸCharleston Stage

CompanyŸColorado Springs PhilharmonicŸColumbus Symphony OrchestraŸDetroit Symphony OrchestraŸElgin Symphony OrchestraŸEvansville Philharmonic

OrchestraŸIndianapolis Symphony OrchestraŸIndiana Repertory TheatreŸIRIS OrchestraŸJacksonville Symphony OrchestraŸKansas City SymphonyŸKnoxville

Symphony OrchestraŸLafayette SymphonyŸLas Cruces SymphonyŸLong Center for the Performing ArtsŸLouisiana Philharmonic OrchestraŸThe Metropolitan

OperaŸMinnesota OrchestraŸMississippi Symphony OrchestraŸMobile SymphonyŸMusic for All, Inc.ŸOpera OmahaŸOpera PacificŸOrchestra of the

Southern Finger LakesŸThe People's Music SchoolŸThe Phoenix SymphonyŸRhode Island Philharmonic Orchestra & Music SchoolŸRochester PhilharmonicŸSaint Louis

Symphony OrchestraŸSan Antonio SymphonyŸSan Francisco ExploratoriumŸShreveport Symphony OrchestraŸToledo SymphonyŸUK

HealthcareŸVirginia Symphony Orchestra

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Intro to RSC:Scott Giffen

Senior ConsultantScott Giffen

15+ years in arts fundraising as an Executive Director, Director of Development and

Executive Vice PresidentCFRE (Certified Fundraising Executive) with

Institutional Support, Major Gifts and Campaign Specialties

Currently leading multi-million dollar arts campaign in Springfield MO

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YOU!

30 secs. or less1. Name & Organization2. What you’d like to learn today

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What is Strategy?

• HOPE is not a strategy• Bigger than tactics,

tasks, to-dos• Gets you to a Goal

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Basics of a Development Strategy

1.How much funding is needed – not wanted? 2.When is it needed by?3.Where funds will realistically come from?4.What activities need to happen?5.Who will do them?

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What is a Good Strategy?

Key Elements• Diversified• Pyramid-Shaped• Personalized• Front-loaded• Inside Out• Conservative• Follow-Through

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The Devo Plan Chart

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The Pyramid

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The Prospect Matrix

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def. Successful

• Related to Succeed• etymology = to come after• To follow-up

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Self-Assessment

• What is your strategy?• What can you improve?• Where do you perceive

growth?

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Sample Strategies

• STAGES Majors• MOZ Ambassadors• SAC Momentum

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Thank you!CONTACT INFORMATION

Scott Giffen

Senior ConsultantRobert Swaney Consulting, Inc.

p: 314.749.4516

e: [email protected]

w: www.rrsconsult.net