Development Strategy Overview. Jake Bland Vice President of Development & Marketing Youth For Christ USA April 23, 2015
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1 Development Overview Jake Bland Vice President of Development & Marketing Youth For Christ USA April 23, 2015
2 Three objectives: 1) Strategic overview of the pipeline and how it will be used 2) What should a development person do each Monday morning 3) Announcement of special BETA services for pilot group
3 Three objectives: 1) Strategic overview of the pipeline and how it will be used 2) What should a development person do each Monday morning 3) Announcement of special BETA services for pilot group
4
5 Pipeline Overview
6 Pipeline Overview Strangers Visitors Leads Prospects 1st Time Gifts Repeat Gifts Legacy Gifts Lapsed
7 Pipeline Overview Strangers Visitors Leads Prospects 1st Time Gifts Repeat Gifts Legacy Gifts Lapsed Identify Research Cultivate Solicit Thank Report
8 Pipeline Overview Strangers Visitors Leads Prospects 1st Time Gifts Repeat Gifts Legacy Gifts Lapsed Identify Research Cultivate Solicit Thank Report Major Indiv/ Foundations
9 Pipeline Overview Strangers Visitors Leads Prospects 1st Time Gifts Repeat Gifts Legacy Gifts Lapsed Identify Research Cultivate Solicit Thank Report Major Indiv/ Foundations Monthly Indiv
10 Pipeline Overview Strangers Visitors Leads Prospects 1st Time Gifts Repeat Gifts Legacy Gifts Lapsed Identify Research Cultivate Solicit Thank Report Major Indiv/ Foundations Monthly Indiv 3rd Party
11 Pipeline Overview Strangers Visitors Leads Prospects 1st Time Gifts Repeat Gifts Legacy Gifts Lapsed Identify Research Cultivate Solicit Thank Report Major Indiv/ Foundations Torrey Pines Monthly Indiv 3rd Party
12 Pipeline Overview Strangers Visitors Leads Prospects 1st Time Gifts Repeat Gifts Legacy Gifts Lapsed Identify Research Cultivate Solicit Thank Report Major Indiv/ Foundations Torrey Pines Torrey Pines POE Event - 1:6 Ratio (Dev Staff to Visitor - Relationship Assignment) 1) Gather development team 3 times throughout event - beginning, middle, & end 2) All names/sf on projector 3) Enter notes and follow-up tasks as a group - discuss strategy
13 Pipeline Overview Strangers Visitors Leads Prospects 1st Time Gifts Repeat Gifts Legacy Gifts Lapsed Identify Research Cultivate Solicit Thank Report Major Indiv/ Foundations Torrey Pines Invitational
14 Pipeline Overview Strangers Visitors Leads Prospects 1st Time Gifts Repeat Gifts Legacy Gifts Lapsed Identify Research Cultivate Solicit Thank Report Major Indiv/ Foundations Torrey Pines Invitational Private Golf
15 sponsorship campaign event fundraiser challenge match capital campaign golf tournament banquet direct mail phone calls appointments see the story gala cycling event
16 Pipeline Overview Strangers Visitors Leads Prospects 1st Time Gifts Repeat Gifts Legacy Gifts Lapsed Identify Research Cultivate Solicit Thank Report Major Indiv/ Foundations Monthly Indiv 3rd Party
17 Three objectives: 1) Strategic overview of the pipeline and how it will be used 2) What should a development person do each Monday morning 3) Announcement of special BETA services for pilot group
18 Basic Weekly: First Time Donations report of last week delegate assignment of handwritten thank you note for any amount. Record Thank You in SF. Closed/Won Donations report of last week, filtered by relevant major amount Add task for phone calls THIS WEEK to those donors Reflect on last week s appointments. Any notes you forgot to enter into a contact, or follow-up tasks that need to be recorded? Look ahead at this week s follow-up tasks for assignments.
19 Basic Monthly: Review Top 10 Household Donors report for changes. What is my plan for these 10 this quarter (touch every quarter)? Record notes now and schedule next action. Review Donor Year on Year Comparison report How are we doing this month compared to previous years? Why are donations higher/lower? What do I need to do about it?
20 Basic Quarterly: Review Contacts by Best Giving Year report why was 20xx the best giving year for the highest % of your donors? How do we repeat that best giving year? Household Giving by Range (Table) Who are the donors in the highest bucket? What is our strategy for them as a group? Was their best giving year the same as the best giving year above? What does that say about what our strategy should be? Household Giving by Range (Pie Chart) What % of our donors are giving in each range? How does this inform where our development $ should be invested? Review New Contacts Last Quarter - What follow-up tasks should be entered for these new relationships?
21 Advanced: SF Pipeline management: see donors that are lapsing in real time. NPSP Campaign Metrics: For each strategy, track ROI, CPM, CPD, CP$ NPSP Grants Management: Total Goal for the year, # Open in Pipeline, Top Grants Received by $, Follow-up tasks on Grant Reports (due dates recorded) NPSP Donation Forecasting: Recording pledges, follow-up tasks for the close
22 Three objectives: 1) Strategic overview of the pipeline and how it will be used 2) What should a development person do each Monday morning 3) Announcement of special BETA services for pilot group
23 Special Beta Services for HOA Members Strangers Visitors Leads Prospects 1st Time Gifts Repeat Gifts Legacy Gifts Lapsed Identify Research Cultivate Solicit Thank Report Major Indiv/ Foundations Monthly Indiv 3rd Party
24 Special Beta Services for HOA Members Strangers Visitors Leads Prospects 1st Time Gifts Repeat Gifts Legacy Gifts Lapsed Monthly Indiv Run A/B Scientifically Optimized Lapsed Donor Campaigns twice a year 1) NSC and VSG test for high ROI language, photos, and segments 2) You run SYBUNT Report - in June and December 3) Submit to VSG for optimized lapsed campaign - $ per piece TBA
25 Special Beta Services for HOA Members Strangers Visitors Leads Prospects 1st Time Gifts Repeat Gifts Legacy Gifts Lapsed Identify Research Cultivate Solicit Thank Report Major Indiv/ Foundations Monthly Indiv 3rd Party
26 Special Beta Services for HOA Members Strangers Visitors Leads Prospects 1st Time Gifts Repeat Gifts Legacy Gifts Lapsed Identify Research Cultivate Solicit Thank Report Monthly Indiv New Donor Campaign 1) Run SF new donor report 2) Import new donors into VSG Storefront 3) Click run on new donor campaign
27 Special Beta Services for HOA Members Strangers Visitors Leads Prospects 1st Time Gifts Repeat Gifts Legacy Gifts Lapsed Identify Research Cultivate Solicit Thank Report Major Indiv/ Foundations Monthly Indiv 3rd Party
28 Special Beta Services for HOA Members Leads Prospects Identify Research Cultivate Solicit Major Indiv/ Foundations Scrub New Contacts for Major Prospects (Net Worth, Charitable Giving, etc) 1) You run New Contacts Report - 4,000 contacts FREE for Pilot Chapters 2) Submit to NSC for analysis 3) WealthEngine (unverified) report provided to chapter with phone consult (requires about 1 month)
29 Three objectives: 1) Strategic overview of the pipeline and how it will be used 2) What should a development person do each Monday morning 3) Announcement of special BETA services for pilot group
30 Next Steps: 1) Add weekly and monthly reports to SF Instances (next week!) 2) HOA is beta testing Quarterly and Advanced Reports for now 3) Hire NSC SF Administrator (Dependent on funds from new chapters) 4) Executive Director committee working on Development Growth Guide (Released Fall 2015) 5) Interactive pipeline (Wikipedia format) published for idea-sharing (Fall 2015)
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