proving your worth to management: metrics for research ... · combined metrics – moves management...
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C A S S A N D R A F L E N K E R , S T A N F O R DD I A N A M O O R E , U C B E R K E L E Y
Proving your Worth to Management:
Metrics for Research Performance
Agenda
Performance measurement and reporting – why do we do it?
Performance measures – best practices Tools for tracking Presentation – best practices Deliverables and reporting Moves management Questions?
Reasons for Tracking
Why do we need to track results? Communicate value to external audiences and upper
management Monitor performance and success
Why don’t we do more of it? Limited resources for researchers to demonstrate effectiveness Need to know data points, internal performance metrics Lack of direction from upper management Degree of difficulty and time spent capturing qualitative info
Performance Metrics – Best Practices
A good metric should be:QuantifiableVerifiableAchievableUnderstandableMeaningfulDirectly related/tied to higher level
organizational goals
Performance Metrics – Best Practices
Track things other than reactive researchDevelop measurements based on what you want
to communicate, rather than on what you know you can measure
Collaborate with team members and management to determine measurements
Assign management of tracking to one team member
Use existing systems to make tracking efficient and practical
Tools for Tracking
Starting self reported data points to track: Number of Profiles and Memos Number of Civic Boards we review Number of List Reviews with field officers (ie., those
prepared by Research, and those received by Research) Number of Datamining Reports we create and
corresponding Analysis Number of Meetings with Field Staff, Managers,
Volunteers, or Faculty to discuss prospects or strategy
Tools for tracking
Ongoing field reported data points: Anecdotal evidence from field officers regarding success
stories
Research management reported data points: Number of development officers served by Prospect
Development Number of prospects at different rating levels Total assets identified of new prospects identified in new
prospect newsletter Median gift capacity of new prospects identified in new
prospect newsletter
Tools for Tracking
Research management reported data points: Percentage of prospect research done for University Relations
and Campus Units Percentage of prospect research done for prospects rated
$100K+, $50K - $99K and<$50K Total gift capacity of prospects in established fundraiser
portfolios Actual giving by prospects in Solicitation stage
Best Practices - Presentation
Contexto To promote value and relevance, tie performance to
organizational goals o To highlight efficiency and improvement, express
performance in percentages and in comparison to previous performance
o Account for any important events or circumstances that would have an impact on performance statistics
o Balance long-term, cumulative measurements with shorter-term work and successes
Best Practices - Presentation
Language and Illustration o To promote understanding and buy-in, express
performance using management language and values (ROI, $$, etc)
o Use graphs and charts when they convey information better than text
o Include anecdotal successes – and focus on the outcome rather than the process
o Communicate simply and often
Deliverables and Reporting
Regular DeliverablesMonthly Newsletter and Intranet reports
outlining Newly and Re-rated Major Gift Prospects
Monthly Newsletter profiling new prospects Ongoing Reporting to Senior Management
regarding Monthly tracking noted aboveAnnual Director’s Report outlining Research’s
accomplishments in the previous year
Deliverables and Reporting
Reporting Records touched analysis Churn rates
Analysis of ratings made in specific date range versus gifts made in a subsequent date range (i.e., those prospects rated from 9/1/06 to 9/1/08 who have made a gift of $10K or more since 9/1/08)
Analysis of articles sent in a specific date range versus gifts made in a subsequent date range (i.e, those prospect who had Briefing Backgrounds or Research Additional info added from 9/1/06 to 9/1/08 who have made a gift of $10K or more since 9/1/08)
Moves Management Metrics
Examples of other Data Points – Prospect Analysiso Constituency Summaryo Predictive Model Creation and Updatingo Finding Trendso Analysis of External Datao Maintenance/Acquisition of External Datao List Creation
Moves Management Metrics
Examples of other Data Points – Prospect Management
o Portfolios createdo Portfolios modifiedo Update biographic datao Update fundraiser assignmento Update fundraiser stageso Data reporting
Combined Metrics – Moves Management
Examples of Combined Metrics Percentage of prospects in a defined portfolio with
capacity ratings, research and follow up year later to determine new giving
Change in status or rating of individuals identified through a predictive model
Contacts and moves for prospects with updated biographic, address info
Questions?
Contact Info
CASSANDRA FLENKER, STANFORD [email protected]
DIANA MOORE, UC BERKELEY [email protected]