1. Relationship Management: Why It Matters AFP-Northern New England Annual Conference November 7-9, 2018 – Stowe, VT

2. Presenters Erica Hutchinson Chief Advancement Officer Unity College
Laura Weinman
Assistant Vice President
KEES

3. Icebreaker: Share A True Story
What was a fantastic outcome from an initial meeting?
“Officer Friendly” meets First Grade Teacher in class – they marry!
Lapsed Major Donor makes 6-figure bequest!

4. Advancement Chief Advancement Officer
Leads efforts to recruit students, open new markets, increase national awareness, place graduates and raise funds.
Works with senior leadership to establish strategic direction and leads execution of institutional positioning, marketing, recruitment, career services, fundraising, alumni relations, and donor relations and management efforts.

5. Relationship Management - Advancement
The Advancement Team meets goals through consistent and thoughtful relationship management. Generally speaking, all external relationships on behalf of the college, most closely aligned with the life cycle of a student.
using consistent messaging
CRM system managed through intense business process controls
regular training and professional development
constant monitoring of relationships
This manifests with relationships with prospective students and their families, high school counselors, employers, internship hosts, current students, alumni and donors.

6. Case Study: Advancement
The D Family
John D is an alum of the college.
His parents and grandparents are both active donors with the college.
The family owns a farm that hosts internships.
The grandparents have also gifted a fully paid life insurance policy with the college as the beneficiary.
The whole family is managed by one development officer.

7. Recruiting / Consulting
KEES consultants manage relationships through many iterations, working with many people in many different relationship forms –
Hiring Manager / Search Consultant
Hiring Manager / Staffing Provider
Candidate / Search Consultant
Employee / Coach

8. Relationship Management – Recruiting/Consulting
Consultants are like everyone else – we like to work with people we can depend on, who we like and who are good at their jobs. We do our best to maintain and grow relationships.
You can help us by:
Answering a recruiter’s calls
Referring candidates to us
Referring potential business
Regularly check in with us

9. Case Study: Consulting
Client
Hired KEES for 2 searches
Hired KEES for outplacement counsel
Hired KEES for interim staffing for 3 positions
Individual
Networked with team in professional networking group
Candidate in a search
Hiring Manager for another search
Project lead for interim staffing

10. Tips to Build Relationships
Be proactive
Offer to help, share useful information
Keep others’ needs and interests in mind
Know when to back off
Don’t overstep and offer solutions when someone just wants a sounding board, for example
Complement and praise – but only sincerely
Give credit
Accept responsibility and apologize if you’re wrong
Give more than you receive
Be open minded, seek advice, listen
Define individual relationships and opportunities to grow them

11. LAURA WEINMAN ERICA HUTCHINSON
presented by:
LAURA WEINMAN
Assistant Vice President, KEES
ERICA HUTCHINSON
Chief Advancement Officer, Unity College