Transcript Fund Development Metrics

Getting the Most Out of Your
Fundraising Efforts
Mid-Large Agency Alliance
April 14, 2011
So, What do We Know?
2010 BBBS Network Revenue
317 of 367 agencies reporting (86%)
United
Way
Gvmt
Funding
Found
Grants
Corp
Gifts
BBBSA
Grants
Ind
Giving
Events
2009
30,670,547
59,820,359
32,935,763
14,642,143
7,131,008
24,864,164
47,513,700
2010
30,480,714
57,888,415
37,693,217
15,048,015
4,466,117
24,556,431
%Ch:
-1%
-3%
14%
3%
-37%
% of
Total
13%
25%
16%
6%
6%
Dividends
/
Interest
Other
Total
BFKS
1,497,358
16,414,393
235,489,435
18,925,627
53,586,772
1,311,264
9,779,762
234,810,707
19,151,129
-1%
13%
-12%
-40%
0%
1%
10%
23%
1%
4%
8%
Does your agency currently have a plan
for addressing diversification of revenue?
17 responses: 11 – yes; 6 - no
•
•
•
•
•
•
•
•
•
•
Getting ready to launch major gifts campaign, multi year, for operations and possibly capital.
Intent on diversifying to increase revenue pie from individual gifts, including from Bigs.
Increase diversification of revenue; increase individual giving; increase mulit year giving;
increase renewals; increase size of gifts; aggressively persue grant opportunities; find partners
for grant opportunities; consider eliminating BFKS and adding a 2nd fundraising breakfast of
the Benevon model.
Former Bigs as resources. Former Board members as resources.
Individual Donors; Board Transformation; Planned Giving
Identify and obtain more non-governmental funding. The goal is returning to receiving 50% or
less of revenue from government entities and generating 50% or more through individual
giving, foundation awards, special events, etc.
We have a fairly balanced revenue stream, but we are always focused and continue to be on
building our individual giving base.
No plan, but we always work to achieve diversification.
We have a development plan discussing foundation, individual giving, events, and corporate
We are hoping to raise more from individual major gifts. Currently, we raise funds from or
through grants, corporations, events and individual giving.
Define a written plan - we have a budget that plans for this?
Campaign Risk & Readiness Assessment
(The Osborne Group)
Continuum of Risk & Readiness (67)
119-93 = Low Risk ; 92-67 = Somewhat Risky ; 66-41= Risky ; 40-0 = High Risk
 The average score of 67 is only one point over “Risky” so we have a long




way to go.
The highest score (one agency) was 100 out of 119
The next three highest scores were 81, 82, and 83
The lowest score was 49, with the median score 68
Findings and recommendations are being worked into new strategic plan
 To see a summary of the findings click on the three sheets of paper in
upper right hand corner and download “TOG Assessment – Findings
Summary”
MLAA Member Survey
Fund Development Results
If you are tracking New Donors, Donor
Retention, and/or Donor Upgrades, please
enter your 2010 results for all donors:
• One response:
– New Donors: 600
– Donor Retention: 60
– Donor Upgrades: 0
Does your agency currently measure
ROI for FD activities?
17 responses: 10 – yes; 7 - no
• Sort of; this is challenging and we are looking for better ways to do this.
The event fundraising is easier; multi-year gifts, not so easy.
• expenses include time
• We have a full debriefing meeting after each event analyzing the cost
efficiencies, volunteer recruitment success, etc.
• We do a P & L for each fundraiser and compare it to last years. We take a
hard look at the fund development costs relative to the net proceeds to
analyze whether to do the event again or not. In this way we have
eliminated any fundraiser that does not currently net more than
$30,000/yr.
• we have a formula we use to track staff time, and expenses
• we do time studies for staff and then we look at over all percentage of
fundraising staff time and we look at how much recruitment of volunteers
occurred , we meet with the finance team to determine whether we want
to continue or change event
Does your agency utilize any methods for
assessing the effectiveness of special events?
17 responses: 10 – yes; 7 - no
• We track volunteers that came through events, as well as
measuring ROI
• debrief; analysis of #$; new donor prospect acquistion; visibility
from event; staff time
• Cost of dollars raised.
• somehwat informal, although we use a check list of topics to review
as much as possible. We do 2 for each event, an internal one with
only staff, and another including the lay leaders.
• We look at new sponsors, attendees and steward them after
events.
• very detailed spreadsheets
• dollars raised verse spent and hours spent, new donors identified,
recruitment events held, POE identifed and followed up on
Where are we going?
Next steps for the MLAA
Components of the Service
Delivery System (SDS)
•
•
•
•
Service Delivery Model: The BBBS operating model
incorporating essential elements for impact on success
measures.
AIM (Agency Information Management) System: Technology
to provide real-time management data and enable staff to
improve the quality and efficiency of their work.
Performance Management (Quality Measures): The
management process of setting goals, measuring results,
analyzing data, and driving improved results.
BBBS Learning Center: Building competencies in the staff who
deliver our services and performance management skills in
managers.
Components of the BBBS Fund
Development System (FDS)
Donor Management Model
Technology Solutions
A consistent, step-by-step process to
ensure effective relationship building
with all donors
World-class solutions for effective
donor management, tracking of key
metrics and ensuring efficiencies
People & Performance
Management
Volunteer Leadership
Create a culture that values our best
Increase success through
people, attracts quality talent and
partnerships with senior volunteer
increases retention through skill
leadership working with and through
development and professional growth
them to achieve our objectives.
opportunities
Donor Management Model
Metrics Work Group
• Made up of agencies from LAA, MLAA & SMAA
• Met in November & identified four metrics to test:
–
–
–
–
Donor Retention
Donor Upgrades
New Donors
Number of Face-to-Face Visits
• Will continue to meet to refine collection methods,
identify additional metrics
• Process will feed into ECRM initiative and rollout
What could we measure?
• Revenue
– Total Revenue/Progress toward
goal
– Revenue by Source
• Donor Retention & Upgrades
– Categorized by giving level or
source (i.e. BFKS)
– Donor satisfaction (SOR?)
– Gain/Loss from retained donors
• Prospect Goals
– Number of prospects needed
– Percentage of prospects identified
– Percentage of prospects rated
• Donor Progress Goals
– Number of donors in each step of
the model
– Processing times and yield rates
between steps
• Efficiency Measures
– Return on investment
– Cost per dollar raised
– “Yes” Rates
• New Donor Goals
– Number of new donors
– Percentage of revenue from new
donors
• Board Fundraising
– Board giving
– Board fundraising
– Participation in engagement &
stewardship activities
• Process Measures
– Number/percentage of donors
receiving face-to-face visits
– Stewardship moves delivered
– Percentage of completed
Where do we start?
• Identify relevant measures for your agency
– What can you measure?
– What will help you to achieve your current goals?
• Identify measures for the network
– What can many agencies measure?
– How do we best collect & share the data?
Next Step: CDO Affinity Group
• All MLAA CDOs welcome to join
• Calls will be held regularly as determined by
member interest
• Agenda to include elements of MLAA strategic
plan as well as member-suggested discussion
topics
• Laurel will facilitate with two to three CDO
volunteers to help formulate agendas and
action items
Next Step: Return on Investment
• CDO Affinity Group to lead with support from
Laurel
• Investigate industry standards and best
practices
• Develop tools and resources to be shared with
the MLAA and beyond
• Ongoing assessment of folding into the
Metrics Work Group
Additional Elements from MLAA
Strategic Plan
•
•
•
•
•
•
Board Giving & Fundraising
Fund Development Planning
Case for Support
Bowl for Kids’ Sake
Participation in ECRM pilot
Comprehensive Campaign Readiness
Thank You!
• See you in Dallas
– MLAA pre-conference session
– CDO pre-conference session
Laurel McCombs
[email protected]
(831) 475-4259