1. A Donor-Centric Approach
Building Donor Relations and Stewardship into Your Fundraising Program:
A Donor-Centric Approach
Presented by Daniel P. Baker, Executive Director University Donor Relations and Stewardship
Columbia University
Independent Education
Alexandria, Virginia
20 June 2011

2. What is Stewardship, anyway?
(note: not everyone does, but I use the terms “stewardship” and “donor relations” interchangeably)

3. Three Basic Premises Stewardship is an organizational
mind-set, not merely a set of
activities and tasks.
Good Stewardship can’t guarantee
future or larger gifts, but bad
stewardship definitely makes them
less likely!
Everyone can ‘do’ Stewardship.

4. STEWARDSHIP is part of a process:

5. Why Do Stewardship?
Keeps Door Open for Future Gifts
Legal/Financial Responsibility to
Donor (increasing scrutiny)
Donor expectation (their colleges/
universities set the standard)
Plain & Simple: It’s the Right
Thing to Do

6. Stewardship applies to all kinds of
donors and organizations:
big and small, rich and poor.

7. Infancy - 34% Growing - 54% Mature - 12%
The practice of Stewardship is evolving. In response to a CASE survey asking what stage their program was in…
Infancy %
Growing - 54%
Mature - 12%

8. A well executed donor relations program is key to a successful donor-centered fundraising effort

9. Donor-Centered in Action
Relationship-based v. transaction-based
Know and understand your donor
(LISTEN!)
Find the intersection of
Your School’s
Priorities
Donor’s
Interest/Passion

10. For the purposes of today’s. discussion, let’s focus on
For the purposes of today’s discussion, let’s focus on gifts from individuals and talk about Stewardship in 3 forms:
Acknowledgement
Recognition
Reporting

11. Acknowledgement Timely Personalized
Specific (we got it…put it where you
said…it’s having an impact)
Range of format (from pre-printed
postcard (yuk!) to hand-written note (yay!)

12. Recognition
Publication Lists
Thank you gifts
Events
Permanent Plaques

13. Financial (annual report, fund status letter)
Reporting
Financial (annual report, fund status letter)
Organizational (newsletter)
Project-Based

14. Key Takeaways
Appreciate and respect your donors for what they have already done, not simply for what they may do in the future.
Answer this question for your donor: “what impact has my contribution made on the organization and those who benefit?”
Integrate these values throughout the organization and fundraising process.

15. Thank you for attending this session.
Questions
&
Discussion
Thank you for attending this session.

16. Contact Me
Daniel P. Baker, Executive Director University Donor Relations and Stewardship Columbia University