The Changing Face of Donor Stewardship

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The Changing Face of Stewardship Young
Dawkins Vice Principal, Development Alumni The
University of Edinburgh Friday 7 November 2008
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What is Stewardship?

• Dictionary (Steward)
• A person who administers the property, house
  finances etc. of another
• A person who managers the eating arrangements,
  staff, or service at a club, hotel etc.
• A waiter on a ship or an aircraft
• A person who helps to supervise some events or
  proceedings in an official capacity

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Fundraising Definition

• Stewardship
• A specific group of programmes, events, and
  activities designed to acknowledge gifts and
  engagement with the charitable entity in a manner
  which is consistently accurate timely and
  appropriate.

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Why is Stewardship Important?

• Major Gift Fundraising is based on relationships
  between individuals and institutions.
• The best prospects are those individuals who
  have made an investment in our institutions, then
  had the positive outcome of that investment
  demonstrated to them in powerful and compelling
  ways

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Chronology of FailureOne way not to do it

• 2001 Prospect invited to campus for lunch with
  the Principal. Meets Chief Development Officer.
• 2002 - 5,000 pledge and offer to host
  reception.
• 2003 Attended reunion (not impressed).
• 2004 Head of School visited at office, talked
  about new chair. Prospect indicated interest in
  hearing more about chair and possibly meeting
  donor.

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Cont

• 2005 Gift Officer requested a meeting.
• 2006 Gift Officer met at office in Spring.
  Donor very forthcoming and specific about
  interests and giving patterns. Not particularly
  interested in donating but might give something
  or host an event.
• 2008 New Gift Officer visits prospect at office
  very busy you are not a priority. Still gave
  about 45 minutes of time to discuss current
  interests and even spent time discussing the
  family history of philanthropy.

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A Second StoryThe Right Way

• Lu Martin, Dartmouth College and the Green
  Buttons

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Six Characteristics of Successful Stewardship

• Attention to detail
• Accuracy in Reporting
• Timely and Effective Communications
• Clearly Demonstrated Outcomes
• Focus on People
• Passion (and some Fun)

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Institute of Fundraising Media Store

• Conference recordings and
• presentations from
• 49.99
• www.institute-of-fundraising.org.uk/mediastore