12/13/18 — Donor Relations Officer supporting the Leadership Institute’s Regional Development Officer

Donor Relations Officer supporting the Leadership Institute’s Regional Development Officer (RDO)

This is a headquarters-based position (in Clarendon) supporting the Leadership Institute’s Regional Development Officer (RDO). The Donor Relations Officer (DRO) works with the RDO to build personal relationships with top donors through a customized moves management system.

Numerous professional development opportunities exist through LI’s political training programs (e.g., High-Dollar Fundraising, Public Speaking, Online Fundraising, and Direct Mail) and one-on-one mentoring by LI Development staff.

The Leadership Institute is a nonpartisan 501(c)3 non-profit educational foundation that trains conservatives to be effective activists and leaders. The purpose of LI’s Regional Development Division is to increase donor loyalty and upgrade major donor giving.
LI has set the standard in conservative non-profits for its comprehensive and successful high dollar fundraising programs. This is a unique opportunity to learn all aspects of donor cultivation techniques as well as additional areas of high dollar fundraising including planned giving (wills, estates, and bequests), foundation and corporate grant writing, annuities, and one-on-one major gift solicitations.

The main functions of the role include: donor research and the development of donor profiles; developing and implementing a donor communications strategy; writing and sending informational mailings; analysis of donor performance; follow-up and moves management tactics; and planning, scheduling, and follow up for donor trips.

The ideal candidate should be detail- and project-oriented. He or she should also have customer service experience and possess the ability to prioritize tasks of varying importance in order to meet deadlines. The ability to write persuasively and concisely is highly desirable. Raiser’s Edge experience is a plus.

Donor Relations Officer Responsibilities and Expectations
Technical Setup
• Raiser’s Edge (Tech)
• ResearchPoint (Tech)
• MapPoint (Tech)
• Outlook (Tech)
• Cisco Communicator (Tech)
• Income Report (email David Hempel)
• Create shortcut to “Southeast” folder, located on the “Devo” drive

Daily Expectations
• Manage relationships with all $500-$999.99 donors
o Promptly call to follow up on regional gifts
o Write thank you notes for gifts
o Follow up on all donor communication
o Develop Relationship with Southeast “B1-3” caseload.
• Serve as an assistant to John
o Run query to determine which donors John needs to thank; set up reminders until contact
o Submit John’s expense reports to Steven Sutton
• Donor Visits
o Run regional query for donors $XXX+ for John’s review
o Run Excel spreadsheet through Google maps.
o Mail specified donors to request meetings 3 weeks out
o Call specified donors starting 2 weeks out
• Mailings
o Ascertain the existing Direct Mail schedule

Form a relationship with John Davis; ask for a run-down of Direct Mail practices
Talk to Mitch Nozka about email calendar
o Determine what LI updates currently exist for easy access
Form a relationship with Carol Wehe and David Fenner for LI program updates
Talk to Robert Arnakis for Grassroots updates
o Suggest mailings to John for approval, which can include:
Upcoming LI regional training invitations and “Sorry You Missed It” follow-ups
LI Conservative Graduate updates
Morton letters
Daylily letters
o Create a schedule for annual mailings, including:
Memorial Day (Calls)
Fourth of July (Calls)
Veteran’s Day (Calls)
Thanksgiving (Calls)
Christmas (Big mailing)
• Annuities
o Mail annuity checks every quarter
o Learn to generate an annuity quote in Crescendo (see Chris Vari)
Submit quote to Joe Metzger for approval
Mail quote to donor
Once annuity is received:
• Set up an appointment with Morton to sign annuity contract
• Mail two copies of the signed contract to donor; set reminder to follow up in two weeks

Regional Representation
• Morton Calls
o Maintain a query for $5,000+ donors
o Ask Cathy Graham for a meeting with Morton
o Prepare a donor informational packet (on desk)
o Come prepared to discuss the purpose of the call with Morton
• Meeting Memos
o Edit John’s meeting memos
o Send John-approved, edited memo to Steven Sutton for approval
o Scan and send Steve-edited memo back to John

• Intern
o If interested in either a KIP or LI intern for the semester, ask Karla Bruno well in advance of intern placement
o Develop several coherent projects for intern; for example:
Scanning foundation/donor paperwork into Raiser’s Edge
Develop one region-specific intern biography mailing
o Interns can manage $100-$499 donors for thank you calls and notes

Educational Opportunities
• Take advantage of both LI- and other-organization-sponsored educational opportunities

To apply, please send resume and cover letter to:

John J. McGovern

Regional Development Officer


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