Presented by: Kevin Flynn + Sarah Beaulieu

1. Building a Culture of Development (And Avoiding the Traps Along the Way) October 21, 2015 Presented by: Kevin Flynn + Sarah Beaulieu

2. Agenda • Introductions • Where did we go wrong? • A Winning Framework • Breakout assignment: Diagnose and Workshop your Organizational Culture Challenges • Discussion • Sarah’s 10 principles for building a culture of development

3. Introductions Kevin Flynn, Vice President of Recruitment and Candidate Services Twitter: @KevinCFlynn and @CGCareers • Kevin began his career working with high-risk and gang-involved youth in cities throughout the country for a Boston-based nonprofit.   • He’s been at Commongood Careers for nearly 10 years and managed over 150 executive searches for nonprofits / social enterprises, in addition to managing CGC’s career advising program • He’s presented on the topic of talent and recruiting in the nonprofit sector at universities including MIT, Harvard, Yale and B.U. and at the national conferences of KIPP Schools, Independent Sector and Emerging Practitioners in Philanthropy.  • He was founding board member of the Boston Chapter of Young Nonprofit Professionals Network (YNPN), an Independent Sector American Express NGen Fellow and on the Advisory Board of the Talent Philanthropy Project

5. Introductions • Sarah Beaulieu, Founder, The Enliven Project • Twitter: @SarahBeaulieu • Sarah has over 15 years of experience in annual fund, major gifts, and corporate and foundation relations. She started her fundraising career managing the 50th reunion campaign at Brown University and held subsequent leadership roles at Brown, Boston College, and the University of Massachusetts Foundation. • Sarah was the first development director at Be the Change, where she worked from 2009-2015 in various roles, most recently as Senior Advisor to the Opportunity Nation campaign. • Currently, Sarah is an advisor, consultant, and coach to leaders and nonprofits seeking to maximize their impact. • She is a proud board member of the Boston Area Rape Crisis Center, and blogs frequently about sexual violence, nonprofit leadership, and parenting on The Enliven Project, Good Men Project, and Huffington Post.

6. Small Group Introductions (And BINGO).

7. Where did we go wrong? • Summary of Compasspoint’s Survey “Underdeveloped” • 50% of DD’s expect to leave their jobs in 2 years or less • 40% of DD’s not confident they’ll stay in development at all • 53% of EDs said their most recent DD search yielded an insufficient number of candidates • Only 27% of EDs at small orgs (under 1m) are ‘very satisfied’ with performance of their DD and less than half of DDs report a strong relationship with EDs • 25% of execs overall said their last DD was fired. • 26-38% of EDs (depending on org size) say their DD has no experience or is novice in securing gifts yet one in four EDs admit they also have insufficient knowledge of fundraising

8. Where did we go wrong: Supply problem? Applications by Functional Area Average number of candidates per search from postings Searches in 2014 and 2015 managed by CGC

9. Sector Overview “I think some kind of self-perpetuating cycle is going on where, on one hand, the jobs are really hard and not that many people are successful at them, and then there is the issue of salaries, they just keep going higher and higher and higher. So development directors who are good can write their own tickets and command what they want. And the larger institutions pick off the best. And so then there’s scarcity, so all of us have to pay more for a shrinking pool of people.” —Executive Director

10. A Winning Framework (This is NOT your development director).

11. A Winning Framework (THIS your development director – if you are lucky).

12. A Winning Framework What does your team look like?

13. Symptoms of a Larger Problem • What are the signs your organization has fallen into one of the fundraising traps? • We talked to 20 of our favorite development professionals in preparation for this session. This group is made up of Directors, Major Gift Officers and CDO’s from both local and national organizations. • We asked simply, “What drives you crazy.” I.E. What are the specific things you hear and experience in your role that are signs you’ve fallen into a trap on the way to building a culture of development.

14. Symptoms of a Larger Problem • A Sample of Responses • Board Member: “Why don’t you do an ice bucket challenge thing?” • Director of Development: “I just found out we didn’t deliver on a program funded by a grant- and the grant report is due tomorrow.” • Director of Development: “I have one goal I’m held to- total funding brought in the door. No other input or aspect of my work is valued or really understood.”

15. What Drives YOU Crazy?

16. Workshop • Small Group Work • Pick a common theme or statement to discuss as a group • Talk about the underlying challenges or issues these statements reflect • Come up with 1-2 small, achievable things you can personally do to coach colleagues or board members through this issue • BONUS POINTS: Sports metaphor to tie it all together (we have LOTS of them)

17. Discussion Tweet us your best sports metaphors. We’ll compile them and send them back to you. @kevincflynn @sarahbeaulieu

18. Sarah’s 10 Principles Respect the Craft You Can’t Cook Thanksgiving Dinner in a Microwave Invest in Architecture Fundraising is a Full-Organization Function Evaluate the Function First Break Out of Crisis Mode Everyone Can Fundraise Stop Waiting for the Rainmaker Open the Windows Expect (and Celebrate) the Disruption

19. Questions and Discussion www.cgcareers.org 38 Chauncy Street, Suite 1001 Boston, MA 02111 617-542-1404 www.theenlivenproject.com sarah@theenlivenproject.com 401-954-9698