ORCHESTRA LEADERSHIP ACADEMY Patron Growth and Advancement

356 Pages·2015·17.2 MB·English

by  Detroit Symphony Orchestra

ORCHESTRA LEADERSHIP ACADEMY
Patron Growth and Advancement:
2015 Edition
An Integrated Approach to Sales, Fundraising, & Loyalty

May 26-27, 2015
Cleveland, Ohio
Welcome and Course Overview: 1-1:15pm
Brought to you by…

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This pre-conference seminar has been generously 3
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sponsored by :n
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This seminar is made possible by generous grants from Page
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The Andrew W. Mellon Foundation & National Endowment for the Arts
Welcome and Course Overview: 1-1:15pm
Faculty
Paul Hogle David Snead 5
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• Executive Vice President • Vice President Marketing, Brand, & /
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Detroit Symphony Orchestra o
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New York Philharmonic e
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Welcome and Course Overview: 1-1:15pm
Tuesday, May 26
• 1:00-1:15pm Welcome and Course Overview
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• 1:15-1:45pm Driving Forces: Why Orchestras Must Change /5

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• 1:45-2:30pm Understanding the Patron Model re
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• 2:30-4:00pm Practical Steps: Patron Development & Sales 1
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• 4:00-4:15pm Break L
• 4:15-5:45pm Practical Steps: Patron Advancement
• 5:45-5:50pm Homework Assignment
• 5:50-6:00pm Q & A
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• 6:00pm Adjourn
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Welcome and Course Overview: 1-1:15pm
Wednesday, May 27

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• 8:00-9:00am “What Greater Miracle” /
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Homework Discussion: Your Loyalty Program
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• 9:00-11:00am The Lynchpin: Fundamentals to build

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• 11:00-11:15am Break
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• 11:15am-12:30pm Summary of Learning and Closing Discussion
• 12:30pm Adjourn
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Welcome and Course Overview: 1-1:15pm
Seven Course Takeaways
1. The driving forces behind why orchestras must change

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2. What is it that we believe: the concept of “ideal patrons” and how to 2
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attract, incentivize, and earn a relationship with them :n
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3. Development of a patron is different from marketing and fundraising

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4. Practical strategies for developing a robust patron base – through 2

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the lens of the of the patron model A
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5. Constructive, no-nonsense linkages between traditional marketing
and development functions, including board and volunteer
leadership alignment
6. Assessment concepts to evaluate your sales and fundraising acumen
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7. The Lynchpin: fundamentals to build patron loyalty & engagement.
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Simon Sinek
The goal is to do business with people who believe what we believe
Introductions and Small Group Discussion: 1:15-1:30pm
Let’s get started
Introductions and Small Answer this question:
Group Discussion Identify your “what,” 5
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“how,” and “why” 2
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2. Simon Sinek says…”The
goal isn't to do business
with everyone who needs
what we have. The goal is
to do business with
people who believe what
we believe.” Page
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The goal isn't to do business with /
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everyone who needs what we have. o
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The goal is to do business with L
people who believe what we believe.
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