DONORCENTRIC FUNDRAISING SERIES USER GUIDE The Donorcentric Fundraising

DONOR-CENTRIC FUNDRAISING SERIES USER GUIDE The Donor-centric Fundraising Series Fundraisers: Getting the Most out of the Series Jeff Patrick, Chief Analyst January, 2018 These materials were prepared by COHORT 3 for the exclusive and individual use of our clients. Unauthorized reproduction is strictly prohibited. These materials contain valuable confidential and proprietary information belonging to COHORT 3 and they may not be shared with any third party without prior approval of COHORT 3. Visit COHORT 3. com to learn how to become a COHORT 3 subscriber.

DONOR-CENTRIC FUNDRAISING SERIES | THE The COHORT 3 Donor-centric Fundraising series guides nonprofit fundraisers through the transformation to donor-centricity PLAYBOOKS via five Playbooks are how-to-guides outlining the methodology for each phase of the transformation. The Playbooks build on one another, and together cover the full three to five year transformation process. They can be used individually as well – get started with the Playbook that best matches your current needs or context. The five playbooks are listed below. DISCOVERY PLAYBOOK ASSESSMENT PLAYBOOK PLANNNING PLAYBOOK IMPLEMENTATIO N PLAYBOOK OPTIMIZATION PLAYBOOK 3 to 5 Years 2 © 2017 COHORT 3. All rights reserved. www. COHORT 3. com |

DESCRIPTION OF THE PLAYBOOKS Each Playbook is a comprehensive treatment providing fundraising practitioners with a thorough and practical understanding of a transformation phase. DISCOVERY PLAYBOOK • Defines the new fundraising context and business case for Donor-centric Fundraising. 3 ASSESSMENT PLAYBOOK • Evaluate your current fundraising program, and transformation readiness to Donorcentric Fundraising. PLANNING PLAYBOOK • IMPLEMENTATIO N PLAYBOOK Develop the strategic plan and roadmap for your Donor-centric Fundraising program. © 2017 COHORT 3. All rights reserved. • Implement the Donorcentric program via the Value Pilot and build momentum and credibility for Donorcentric Transformation. OPTIMIZATION PLAYBOOK • Expand the implementation across the organization, incorporating strategic investments in the Donor-centric Framework. www. COHORT 3. com |

WHAT’S IN A PLAYBOOK? Each Playbook includes a series of Parts or chapters. Each Part is readable in one sitting, and includes about 20 pages. For example, below are the 5 Parts of the Discovery Playbook. On the following pages, we provide a detailed listing of the contents for each Playbook in the Donor-centric Series. DISCOVERY PLAYBOOK 4 © 2017 COHORT 3. All rights reserved. www. COHORT 3. com |

THE DISCOVERY PLAYBOOK The Discovery Playbook defines the new fundraising context and business case for Donor-centric Fundraising. 1 2 3 4 5 5 PART 1: THE NEED What's happening with donors and nonprofits that makes Donor-centric Fundraising so important and necessary today. PART 2: THE A Framework of essential organizational building blocks for long-term donor-centric fundraising success. FRAMEWORK PART 3: A PRACTICAL A practical comparison of the old way - Program-centered Fundraising versus the new way - Donor-centered Fundraising transformation. VIEW PART 4: NEW The new fundraising organization roles that don't exist today, but are important for a successful donor-centric organization. CAPABILITIES PART 5: THE BUSINESS CASE A detailed look at the drivers of growth and value from donor-centric programs, and how to use them to build a business case for investment. © 2017 COHORT 3. All rights reserved. www. COHORT 3. com |

THE ASSESSMENT PLAYBOOK The Assessment Playbook helps evaluate your current fundraising program, and transformation readiness to Donor-centric Fundraising. 1 2 3 6 PART 1: THE MATURITY MODEL The Donor-centric maturity model describes the five stages of growth along the path to full donor-centric transformation for your organization. PART 2: THE BENEFITS OF ASSESSMENT Completing the assessment calibrates your organization against your peers, identifies growth opportunities and benchmarks growth milestones. PART 3: PERFORMING THE Using the forms provided, evaluate your organization across the six assessment categories. ASSESSMENT 4 PART 4: CALCULATING YOUR MATURITY Calculate your overall maturity score, and details maturity scores for each of the six assessment categories. SCORE 5 PART 5: INTERPRETING YOUR MATURITY Use the simple four-step process to calculate your maturity scores. SCORE © 2017 COHORT 3. All rights reserved. www. COHORT 3. com |

THE PLANNING PLAYBOOK The Planning Playbook guides the development of the strategic plan and roadmap for your Donor-centric Fundraising program. Defines the four thematic stages of the transformation plan. 2 Defines the five characteristics of a successful donor-centric transformation. 3 Practical examples of nonprofit transformation programs that fail and why, along with five reasons most transformation programs fail. 4 5 6 7 8 7 PART 1: THE TRANSFORMATION ROADMAP 1 PART 2: THE CRITICAL CHARACTERISTICS OF A ROADMAP PART 3: COMMON REASONS FOR FAILURE AND HOW TO AVOID THEM PART 4: HANDS-ON WITH THE EXPERIENCE-FIRST METHODOLOGY A practical, tactical, iterative approach to transformation that sets the tone for the long-term program success. PART 5: THE FOUNDATIONAL PRINCIPLES OF THE EXPERIENCE FIRST The foundational principles of the Experience First Methodology and explains why they are important. METHODOLOGY PART 6: CONNECTING THE FRAMEWORK TO THE PLAN A detailed look at the drivers of growth and value from donor-centric programs, and how to use them to build a business case for investment. PART 7: SELECTING THE RIGHT DONOR EXPERIENCE LEADER The Chief Donor Experience Officer is the critical new role to lead the donor experience transformation efforts. PART 8: UNITE EXECUTIVE LEADERSHIP AROUND THE DONOR EXPERIENCE Highlights the essentials to engaging executive leadership in the donor-centric transformation process. © 2017 COHORT 3. All rights reserved. www. COHORT 3. com |

THE IMPLEMENTATION PLAYBOOK The Playbook guides the implementation via the Value Pilot to grow value, and build momentum and credibility for the Transformation. 1 2 3 4 5 6 8 PART 1: OVERVIEW Implementing the vison and plan developed in the Planning Stage using the Experience First methodology. PART 2: THE VALUE PILOT Executing the six-month pilot stage using the existing donor journey, targeting a high-value donor segment. PART 3: DONOR JOURNEY MAPPING A practical guide to donor journey mapping including the role, goals, and ‘ingredients’ of a donor journey map. PART 4: DONOR LISTENING A practical guide to donor listening include the role, goal and shortlist of the most effective donor listening tools. PART 5: SELECTING THE NEXUS WINS Choosing the right donor experience touchpoint optimization opportunities during the Value Pilot. PART 6: REPEAT AND EXPAND Optimizing a series of experience touchpoints to further tune the experience, build more value, and establish credibility. © 2017 COHORT 3. All rights reserved. www. COHORT 3. com |

THE OPTIMIZATION PLAYBOOK Expand the implementation across the organization, incorporating strategic investments in the Donor-centric Framework. 1 2 3 4 5 9 PART 1: THE MATURITY MODEL Revisit the maturity path model, how we got here, and where the transformation goes from here. PART 2: CULMINATION OF THE VALUE PILOT AND STRATEGIC INVESTMENTS IN THE Transitioning from the Value Pilot, and some Donor-centric Framework investments to more universal and consistent transformation. FRAMEWORK PART 3: PERFECTING THE EXPERIENCE CONSISTENCY (STAGE 3) Donor-experience driven program optimization and cross-silo collaboration becomes routine. PART 4: SOLIDIFY THE EXPERIENCE DIFFERENTIATION (STAGE 4) One or more individual fundraising programs are fully transformed, and the organization structure is morphing to center on the donor. PART 5: FULLTRANSFORMATION EARNS BRAND DIFFERENTIATION (STAGE 5) Donor experience optimization is integrated across the organization, and strategic decisioning is driven from the donor experience. © 2017 COHORT 3. All rights reserved. www. COHORT 3. com |

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