Why call it moves management?

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Greg Warner is CEO and Founder of MarketSmart, a revolutionary marketing software and services firm that helps nonprofits raise more for less. In 2012 Greg coined the phrase “Engagement Fundraising” to encapsulate his breakthrough fundraising formula for achieving extraordinary results. Using their own innovative strategies and technologies, MarketSmart helps fundraisers around the world zero in on the donors most ready to support their organizations and institutions with major and legacy gifts.

Moves Management JPEGI don’t like the term “moves management”.  Why?  Because it focuses on you and your organization.  It’s about your moves.
Sure, it uses alliteration so it sounds nice and it rolls off your tongue easily.  But, it focuses too much on the wrong stuff.
Instead, I prefer the more common term used mostly in the private sector… customer relationship management (CRM)?  Or, if you want to tweak that for fundraising, you could say donor relationship management (DRM).  They don’t sound as cool as moves management but at least with these phrases, it’s about the donor— not you.
These phrases focus on the relationship you are building (or should be building) with the donor, not solely on the moves you want to make to manage the donor relationship.
Am I splitting hairs? Sure!  But I think the names we assign to the actions we perform every minute of every day are important.
Gift officers are urged to track their moves for good reason.  I get it.  But let’s not forget that it’s all about the donor and the relationship.  And let’s start by putting the focus squarely where it belongs.  On the donor.  Let’s call it donor relationship management (or DRM).
 

12 responses to “Why call it moves management?”

  1. JIm Chitwood says:

    DRM is a great idea! I cast my vote for DRM right now

  2. JIm Chitwood says:

    DRM is a great idea! I cast my vote for DRM right now

  3. Sheila Hard says:

    Not to mention that that “moves” has a manipulative connotation that seems at odds with the dynamics of a relationship.

  4. Sheila Hard says:

    Not to mention that that “moves” has a manipulative connotation that seems at odds with the dynamics of a relationship.

  5. “Moves Management” was a term I was first introduced to by Bill Sturtevant in his book “The Artful Journey” with the notion that people give to people and people give because thay are asked and are asked by the “right” people. As someone who has been “moved” and advocated for organizations making the right “moves” I can personally attest that the concept works. Its not manipulative, its just good stewardship. I tire of this overly “politically correct” environment. The Children’s Hospital and Robert Wood Johnson Medical Center was named the Bristol Myers Squibb Childrens Hospital because Woody Johnson called on the CEO of Bristol Myers Squibb. Woody had to be “moved” to iniate the call. That’s not manipulation its just good stewardship. The children of New Brunswick and Central NJ are the beneficiaries.

  6. “Moves Management” was a term I was first introduced to by Bill Sturtevant in his book “The Artful Journey” with the notion that people give to people and people give because thay are asked and are asked by the “right” people. As someone who has been “moved” and advocated for organizations making the right “moves” I can personally attest that the concept works. Its not manipulative, its just good stewardship. I tire of this overly “politically correct” environment. The Children’s Hospital and Robert Wood Johnson Medical Center was named the Bristol Myers Squibb Childrens Hospital because Woody Johnson called on the CEO of Bristol Myers Squibb. Woody had to be “moved” to iniate the call. That’s not manipulation its just good stewardship. The children of New Brunswick and Central NJ are the beneficiaries.

  7. Greg Warner says:

    Thanks so much for that perspective Geoffrey.
    I know it works. And I agree that the “concept” is not manipulative.
    I just don’t like the term. I think it implies that we should try to manipulate donors rather than build relationships with them. That’s why I prefer “Donor Relationship Management” instead of “Moves Management”.
    I’m not trying to be politically correct. I guess I just don’t think the term properly expresses the process. Yes, we do want to move people in a certain direction. But I think managing the relationship is the way to do that… not managing the moves.
    Thanks again for your perspective.

  8. Greg Warner says:

    Thanks so much for that perspective Geoffrey.
    I know it works. And I agree that the “concept” is not manipulative.
    I just don’t like the term. I think it implies that we should try to manipulate donors rather than build relationships with them. That’s why I prefer “Donor Relationship Management” instead of “Moves Management”.
    I’m not trying to be politically correct. I guess I just don’t think the term properly expresses the process. Yes, we do want to move people in a certain direction. But I think managing the relationship is the way to do that… not managing the moves.
    Thanks again for your perspective.

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