Fundraising Strategy and Operations Certification

Webinar 1: Track Progress With Metrics

• Demystifying metrics
• What to track, why, and how: choosing the vital indicators
• Setting expectations with key performance indicators and success targets
• Using metrics to manage your opportunity pipeline
• Leading and trailing indicators: the difference and why it matters
• Assigning metrics to the opportunity pipeline for major gifts or corporate sponsorships
• Assigning metrics to direct appeal and annual fund campaigns

Webinar 2: Managing Large Investments

• Opportunity management
• What is a pipeline anyway?
• What nonprofit fundraising can learn from for-profit sales management
• Defining opportunity stages and conversion ratios
• Progress versus plan: reading the story that the numbers tell you
• Solving the right problem: root-cause analysis and other prioritizing tools
• Wait, lock in, or improve: three key responses

Webinar 3: Managing Transactional Investments

• Leading and trailing indicators for transactional initiatives
• Reporting on transactional fundraising progress
• Stewarding transactional donors
• Converting transactional donors to higher giving levels, other forms of support
• Evaluating marketing impact on transactional fundraising
• Including program and administrative management in reviews

Webinar 4: Building Your Ideal Funder Profile

• Understanding your value proposition
• The importance of the ideal donor profile
• Crafting the three parts of your ideal donor profile
• Three profiles: ideal donor, ideal corporate sponsor, and ideal grant maker
• Giving motivations of all three funder types
• Profiles for qualifying, marketing, and outreach

• Chief executives
• Executive directors
• Board members
• Nonprofit counsel
• Senior management
• Financial staff
• Managers
• Development staff
• Program directors