Transcript The Title of This Presentation Will Be Here

Association of
Fundraising Counsel
Annual Meeting
Charlotte, NC
1.24.2013
Presenter
Jay B. Love
Next Gen Fundraising Database
Enables Retention Best Practices
Focuses Efforts on Vital Processes
Easy Enough for Entry Level Staff
& CEO to Use!
Pedigree . . .
FUND-MASTER
125+ Years of Staff Experience
Is Retention An Issue for NPO’s?
Improving donor retention rates by 10%
can improve LIFETIME dollars raised by?
• 50%
• 100%
• 150-200%
Is Retention An Issue for NPO’s?
Improving donor retention rates by 10% can
improve LIFETIME dollars raised by?
• 150-200%!
(Do we have your attention yet?)
This scares most NPO Board Members
Let’s dig even deeper into “actual” NPO data . . .
Fundraising Effectiveness Project (FEP)
A project to help nonprofit organizations measure and
compare
The 2012 Fundraising Effectiveness Survey Report is based on 3,184
responses for 2010-2011, from nonprofit organizations in the United States.
The 2010-2011 responses reflected a total amount raised of $2,049,794,709
.
2012 Fundraising Effectiveness Survey Report “FEP”
• Participating Donor Software Firms
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Donor2/Campus Management Corporation*
DonorPerfect Fundraising Software*
eTapestry*
GiftWorks (Mission Research)*
MatchMaker FundRaising Software*
Metafile*
PhilanthrAppeal (FundTrack Software)*
The Raiser’s Edge ® (Blackbaud)*
ROI Solutions
Sage Software*
Telosa Software (Exceed!)
• Charter member of the AFP Donor Software Workgroup
• Project Sponsors
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Association of Fundraising Professionals (AFP)*
Center on Nonprofits at the Urban Institute*
Association of Donor Relations Professionals (ADRP)
Center on Philanthropy at IU
Council for Advancement and Support of Education (CASE) Council for Resource Development (CRD)
National Committee on Planned Giving (NCPG)
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* Founding partners, providing resources for the project.
Latest FEP Data on Donor Retention
Rate is the 2011 Report
Donor Retention Rate was 41%
which means
Donor Attrition was 59%!
Yes, your eyes read correctly . . .
Nearly SIX out of every TEN Donors
from the previous year did NOT
donate at all the next year!
2012 Fundraising Effectiveness Survey Report “FEP”
• Participating Donor Software Firms
•
•
•
•
•
•
Donor2/Campus Management Corporation
DonorPerfect Fundraising Software
eTapestry
GiftWorks (Mission Research)
MatchMaker FundRaising Software
Metafile
PhilanthrAppeal (FundTrack Software)
The Raiser’s Edge ® (Blackbaud)
ROI Solutions
Sage Software
Telosa Software (Exceed!)
(Not a SINGLE firm above has taken any steps to address the
continually increasing problem of FALLING Donor Retention!)
“70% of All New Donors Never Renew!”
Dr. Adrian Sargeant
Professor of Fundraising at the Center on Philanthropy at Indiana University
holding what is presently the world’s only endowed chair in that discipline.
Professor of Nonprofit Marketing and Fundraising at Bristol Business School
(U.K) and an Adjunct Professor of Fundraising at the Australian Centre for
Philanthropy and Nonprofit Studies.
Top 10 Most Influential People in Fundraising
A Few of Bloomerang’s Retention Tools
• Automatically determine best candidates
for upgrades and segmenting
• Guide users to engage donors via multiple
channels
• Identify at risk or lapsing donors and
suggest ways to re-engage them
Design Philosophy
Simple and Clean
• Intuitive, just begin using!
• iPad & tablet compatible
• Avoid features that don’t benefit a majority of users
– Most NPO databases use less than 20% of the functions
within them!
– Avoid the classic “Feature Buying Mistake”
– End users change often so it must be straightforward
Show Login Screen
Dashboard
• More like your retention “cockpit”
• Show snapshot of current
– Retention rate
– Revenue
– Campaigns
• Tasks based on “best practices” take you to the
appropriate action screen
Basic Navigation
• Moves away from traditional 3-tier tabs
along the top
• Rich experience
• Make the common stuff easy
Basic Navigation
Constituent Summary
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What’s their engagement “right now”
Giving trends
Upcoming tasks and recommendations
Tags/User defined fields
Most recent activity
Constituent Summary
Retention Factors
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Donation in last 12 months +
Multiple donations +
Current recurring donation/pledge +
Full year or more of recurring giving +
Multiple channel giving +
Upgrade +
Downgrade Lapsed -
Retention Factors (cont.)
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Event attendance +
Multiple events +
Posting on NPO’s Facebook wall +
Post about NPO on Donor’s Facebook wall +
Tweet about NPO +
Donor replies to a tweet +
Has a phone number on file +
Has stated communication preferences +
Has indicated interests +
Retention Factors (cont.)
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Opens emails from NPO +
Clicks on links in emails +
Opted out of NPO emails Donor has called NPO +
Donor supplied updated address info +
Donor has logged into NPO web site +
Has responded to a survey +
Has volunteered +
Has indicated a bequest +
Advanced Donor CRM Essentials
(Literally, not objects in SF.com/others!)
• Financial transactions
– Hard/Soft Credits
– Custom Pledge Payment Schedules
– Recurring Donations
– Internal Credit Card Processing w/Refunds
– Matching Gifts & Split Gift Processing
– Memorial/Tributes w/Notificants
• Households
Constituent Timeline
• What’s their engagement “over time”
• History of every event w/ the person
• Highlight important “retention” information
– When upgrades/downgrades occurred
– Communication highlights
• Inspired by Facebook timeline
– Used by 80% of the U.S. population
Report Screens/ Set-up Area
Next Gen Fundraising Database
Enables Retention Best Practices
Focuses Efforts on Vital Processes
Easy Enough for Entry Level Staff
& CEO to Use!