Beyond Prospects: How Data Mining can Uncover Insights and Guide Program Decisions

Size: px
Start display at page:

Download "Beyond Prospects: How Data Mining can Uncover Insights and Guide Program Decisions"

Transcription

1 Beyond Prospects: How Data Mining can Uncover Insights and Guide Program Decisions Christopher Seguin Vice-President, Advancement, Thompson Rivers University Celeste Bannon Waterman Vice-President, Research & Analytics, KCI Edmonton, Albert June 4-6 juin

2 Session Agenda Overview of Analytics techniques used for prospect identification How this process can also provide insights into: Alumni / donor interests and behaviours Overall capacity of your base of support Quantitative input for campaign planning Case Study Thompson Rivers University Recommendations for analyzing your own constituents Q&A 2

3 Fundraising Analytics What is it? Along with the trend toward big data, there are many tools, techniques (and vendors) in the field, and terminology can be challenging Fundraising analytics can be broken down into four main techniques Reporting Screening Data Mining Predictive / Prescriptive Modeling 3

4 Data Mining A type of reporting that seeks to uncover trends and linkages in data Begins by defining behaviour of interest Characteristics of monthly donors? Alumni who are more likely to become donors? Then cross-reference with other data to uncover trends Monthly donor percentage by postal code Donor percentage by age or degree type Simple scoring of records can be done based on results 4

5 Predictive / Prescriptive Modeling Begins with a Data Mining approach to uncover potential characteristics Predictive Modeling uses statistical techniques to assess relative impact of characteristics, and test the ability to predict the behaviour of interest Usually likelihood of giving in some way Can also predict giving levels Prescriptive Modeling is similar, but uses existing knowledge to build the model i.e. a prescription Either way, the results used to build a model of the ideal case Actual records are scored against the model the better the fit the higher the score 5

6 Likelihood Why do Analytics? Common reasons for conducting analytics, especially on an occasional project basis, can include: Identification of Prospects Major Giving Planned Giving Mid-level Etc. Segmentation of the alumni / donor base Guidance on allocation of resources for greater return on investment 0 Who gets all the Attention? Likely Donors Everybody Else Capacity Major Giving Prospects! Potential Prospects! 6

7 But There s More! What we learn about our donors through the analysis process can in some ways be more powerful, and have more impact, by telling us about our practices and what s really succeeding (or not) Donor-focused analytics brings a different perspective to assessing activities 7

8 BEYOND PROSPECTS: PROGRAM INSIGHTS 8

9 Alumni / Donor Interests Looking for factors related to giving can tell us what s important to donors. The graph below shows the proportion of alumni who had given by the count of children their alma mater had on file in their records. Most of this information was coming from birth announcements in the alumni magazine alumni who gave back to the school were more likely to want to share information with fellow grads. 30% of all grads had information about children on file, a relatively high proportion and an important signal of engagement. 80% 70% 60% 50% 40% 30% 20% 10% 0% Number of Children on File Non Donor Donor 9 9

10 Alumni / Donor Interests Similarly, responding to an event invitation particularly for reunion events can be a sign of greater connection to the institution and fellow alumni. The graph below shows the proportion of donors and top donors by the number of reunion events attended. Note that the number of potential reunion events is also an indication of age of the graduate, but still the difference is remarkable. Donor Level by Number of Reunion Events Attended 100% % 80% % 60% 50% 40% NonDonor Donor Top Donor 30% Count 20% % 0%

11 Alumni / Donor Behaviours The graph below shows the factors of a predictive model to identify potential $1,000+ donors for an organization. The single largest factor was a first gift size of $75 or more, 3x more than the typical first gift for donors. In other words, donors who eventually gave 4-figure+ gifts started out giving gifts higher than the typical first gift. This information can be used to change stewardship practices for first gifts to ensure these donors are well-stewarded, and flagged for personal attention if they continue to give. First Gift Was $ Years of Recent Giving (1-5) 26.4 Business Info. on File 6.2 Estimated Avg. Income (Appended) 4.6 Lives within 50km 2.8 Years Since 1st Gift 1.9 Has Free Acct Factors Predicting Future Giving at $1,000+ level 11 11

12 Program Outcomes Analysis helped the organizations realize they should: Maintain the engagement vehicles that donors were responding to Birth announcements in the alumni magazine Reunion events Adjust stewardship practices for first-time donors. Most charities have distinct stewardship practices for high-level gifts, but adjusting thresholds for first gift levels can influence subsequent giving. 12

13 BEYOND PROSPECTS: OVERALL CAPACITY AND CAMPAIGN PLANNING 13

14 Overall Capacity Most analytics processes estimate giving capacity for individual donors / alumni in some way In one respect, capacity of the entire database is the total of the individual estimates; eg. 17 donors X $50, donors X $20,000 and so on Sample Capacity Distribution L10: $50,000+ L09:$20,000-$49,999 L08: $7,500-$19,999 L07: $2,000-$7,499 L06: $900-$1,999 L05:$500-$899 L04: $300-$499 L03: $150-$299 L02: $75-$149 L01: $25-$ Individual Record Count 14

15 Overall Capacity BUT capacity does not necessarily equal philanthropy Coupled with likelihood ratings, we can get a more realistic estimate. Using our example, let s say that of the 38 donors capable of giving $20,000 to $49,999 (38 X $20,000 = $760,000): 11 are VERY Likely to give ( 75% ) 18 are SOMEWHAT Likely to give ( 33% ) 9 are UNLIKELY to give ( 5% ) We can use these to adjust our calculation, and have a much more realistic estimate for planning: $20,000 = $165, $20,000 = $118, $20,000 = $9,000 Total: $292,000 In this example, the estimated total annual capacity of the database was $6.7M, but the likely capacity was $2.4M 15

16 Campaign Planning The overall scoring of a donor base can also provide quantitative inputs to an overall campaign Chart of Standards and the gap between prospects needed and identified Sample Campaign Chart of Standards with Gap Analysis Number of Gifts Amount Total Prospects Needed Prospects Identified Prospect Gap Suspects Needed Suspects Identified Suspect Gap 1 $50,000,000 $50,000, $25,000,000 $50,000, $10,000,000 $30,000, $5,000,000 $35,000, $3,000,000 $36,000, $1,000,000 $20,000, $500,000 $20,000, $250,000 $20,000, $100,000 $12,500, $50,000 $12,500, $25,000 $10,000, $10,000 $8,000, $5,000 $8,000, Numerous < $5,000 $38,000, * Prospects 3:1 Ratio 16

17 Campaign Planning The overall scoring of a donor base can also provide quantitative inputs to an overall campaign Chart of Standards, and the gap between prospects needed and identified Sample Campaign Chart of Standards with Gap Analysis Number of Gifts Amount Total Prospects Needed Prospects Identified Prospect Gap Suspects Needed Suspects Identified Suspect Gap 1 $50,000,000 $50,000, $25,000,000 $50,000, $10,000,000 $30,000, $5,000,000 $35,000, Prospect $3,000,000 $36,000, $1,000,000 $20,000, List $500,000 $20,000, $250,000 $20,000, $100,000 $12,500, $50,000 $12,500, Analytics $25,000 $10,000, $10,000 $8,000, Input $5,000 $8,000, Numerous < $5,000 $38,000, * Prospects 3:1 Ratio 17

18 CASE STUDY: THOMPSON RIVERS UNIVERSITY 18

19 The University Originally Cariboo College, became a degree-granting institution in 1988, and became Thompson Rivers University in 2005 All courses and programs offered by the British Columbia Open University also became part of TRU Created an Advancement Office in 2008, and hired full time Faculty fundraisers in 2013 Alumni activities including data base management were negligible until the last decade Major Gift Campaigns and annual alumni campaigns were started in

20 The Project KCI was retained by Thompson Rivers University to conduct a strategic campaign study including analytics. Inputs and analysis elements in the study included: Internal and External Consultations Analysis of 10-year fundraising results Donor Analytics Donor Profile Analysis to identify key characteristics of current donors and top donors Predictive Modelling to predict giving likelihood Capacity Level Assessment to estimate donors potential giving capacity to TRU Pipeline Assessment and Gap Analysis Revenue Projection Scenarios Goal of the overall project was not to determine if a campaign was feasible, but to quantify potential revenue and key action items for success 20

21 Giving at TRU Overall, historical alumni giving rates are modest as would be expected given the relative youth of TRU and a high component of distance education However, donor counts and revenue are on a positive trajectory; since becoming TRU in 2005: The number of individual annual donors has doubled Revenue from alumni and individuals has had an average annual growth rate over 13% (excluding bequests) Recently celebrated three gifts of over $1.5 million including the largest gift in Kamloops history at $2.25 million 21

22 Giving Insights Data Mining for TRU reinforced understanding of alumni giving rates relative to other areas of support. Note that some constituency types have high donor rates because they are only entered into the donor database when they give (i.e. Faculty / Staff) 120% 100% 92% 97% 99% 80% 60% 40% 20% 0% 59% 56% 37% 23% 7% 3% 1% 0.9% 0.2% 0.3% 3.6% 21.3% 7% 70% 23.3% 46% 19% 35.1% Non-Donor Donor Top Donor 22

23 Giving Insights Predictive modeling confirmed that while there are some groups who are more likely to give (eg. former varsity athletes, Business & Economics grads); previous donors and other members of the campus community were much more likely to support TRU than alumni who have not yet given. Is Admin/Faculty/Staff (FACT) Gave Year Before Last # of Donor Codes on File Years Since First Gift Gave Last Year Has Played Athletics Home Phone # on File Studied at Kamloops Campus Business & Economics Grad School of Nursing Grad After-Tax Income (Appended) Trades & Technology Grad Age Has Exclusion Code Is an Alumnus (ALUM) Is a Non-Graduate Alumnus (ALUT) Supporter Model - Factors 23

24 Pipeline and Capacity Assessment Pipeline analysis, and consultations, helped define projected capabilities Prospects have been identified at all key levels, and most importantly TRU has good links to over 80% of those prospects Number of Donors Needed Gift Level Number of Prospects Needed Prospects in Pipeline Prospect Gap 1 $10,000, $5,000, $1,000, $500, $250, $100, Link to Prospect 13% 18% 69% Link identified and activated Link identified, not activated Link not identified 24

25 Campaign Implications & Insights Along with other inputs to the study, the analytics process helped outline important implications for TRU, including: Cultivation of top prospects and confirmation of anticipated gifts must be a top priority Individuals will be an important component of total revenue, but major donors are more likely to be friends, parents and community members Ongoing prospect identification to feed the pipeline with new donors beyond the current base of support must become a way of life Communities of affiliation will be important to engage new donors and build on current area of support Eg. Professional faculties, Athletics, etc. 25

26 Campaign Implications & Insights Analytics found individuals had likely capacity ~40% higher than current giving There is room to grow revenue from current support base, but will be conservative This, coupled with recent growth rate, used to inform projected revenue scenarios and potential goal Revenue (cumulative) 2013 (realized)-2020 (extrapolated) 3% 30% 1% 29% 17% 16% 4% Individual Donors Corporations Foundations MG Pipeline and Study Identified Gifts Pledge Expectations Government Funding Other 26

27 Final Outcomes Overall, Using a combination of quantitative and qualitative inputs, including analytics, the study was able to provide a potential target for a comprehensive campaign with realistic and achievable targets Provided data to help manage expectations By unifying our Government Relations and Fundraising efforts we know how much we can generate with the necessary steps in place including alumni cultivation and research Analytics provided a stark reality to our ability to move forward, giving us context, priority and a realistic goal 27

28 TAKING IT HOME: GETTING INSIGHTS FROM YOUR DATA 28

29 Start with Good Data Invest in thorough and consistent data management Code events, appeals, or other initiatives so that long term year-overyear reporting is possible Identify and record relationships between individuals, and between the individuals and organizations Employment, children, spouses, etc. Soft credit linking for individuals who give through corporations / foundations particularly important Prospect management rigour critical Ensure leadership and those managing data are collaborating Ensure all types of support are captured events, volunteer positions, etc. Keep addresses up to date and maintain contact 29

30 Make the Most of Reporting Your database is a source of rich data on your constituents. Use it to maximum advantage by: Keeping your finger on the pulse ensure you have reports that can keep you up to date on first-time donors, loyal donors, donors about to come off pledge, etc. And use them! Do periodic global reviews of your donor statistics make sure you know your donor acquisition, renewal, attrition rates, etc. By donor type, alumni faculty, program, channel, etc. 30

31 Do Your own Data Mining Keep it simple. Define key donor levels 3 is ideal, no more than 5 Use data your existing reports can produce i.e. lifetime giving, total giving last year, etc. Contrast these donor categories with data not related to giving, eg. Event attendees vs. non-attendees Constituent type Student activities Get creative, but watch out for recognition-related data i.e. stewardship events vs. reunion events 31

32 Sample Table Start with data structured like this example. Each donor category is contrasted with a single factor to identify trends. In the example below, individuals with addresses on file have a higher proportion of donors and top donors. on File? Non Donor Donor Top Donor Total No - Count No - Percentage 88.21% 10.29% 1.50% Yes - Count Yes - Percentage 68.95% 23.73% 7.32% Total

33 But Pictures Tell a Better Story 80% 70% 60% 50% 40% 63.7% 72.6% Non-Donor Donor As often as possible, present data graphically to illuminate trends. 30% Top Donor 20% 10% 0% No on File 0.4% 1.5% on File 33

34 The Final Word Relationships ( It s what it s all about, the data just tells you the story ) 34

35 Questions? 35

36 Thank you! Presenter: Christopher Seguin Firm: Thompson Rivers University Vice-President, Advancement Presenter: Celeste Bannon Waterman Firm: KCI Vice-President, Research & Analytics 36

Relationship Management Policies and Procedures

Relationship Management Policies and Procedures Relationship Management Policies and Procedures General Concept: The Relationship Management and Tracking System (RMATS) is the process of advancing a current prospect or donor toward a first-time gift,

More information

Education. Lawrence Henze Elizabeth Crabtree. March 1, 2011

Education. Lawrence Henze Elizabeth Crabtree. March 1, 2011 Target Analytics Fundraising Models for Higher Education Lawrence Henze Elizabeth Crabtree March 1, 2011 Elizabeth Crabtree and Lawrence Henze Today s Agenda Presenters Target Analytics and Blackbaud Data

More information

How to Get the Most Out of Your Fundraising Database. Robert Weiner

How to Get the Most Out of Your Fundraising Database. Robert Weiner How to Get the Most Out of Your Fundraising Database Raising Change: A Social Justice Fundraising Conference July 25, 2008 Robert Weiner Consulting robert@rlweiner.com www.rlweiner.com 415.643.8955 My

More information

Predictive Modeling for Organizational Effectiveness

Predictive Modeling for Organizational Effectiveness Predictive Modeling for Organizational Effectiveness CASE VII Conference San Francisco 12-6-04 Laurent de Janvry UC Berkeley - University Relations Presentation Prepared by Sarah Baker Director, Prospect

More information

The Pursuant Approach to Partnership

The Pursuant Approach to Partnership The Pursuant Approach to Partnership AGENDA The Pursuant Group Story Pursuant Group s Approach to Partnership Q & A / Next Steps UNDERSTANDING Your Needs Finding the next generation of major donors? Converting

More information

The Role of Direct Mail in Philanthropy Marketing

The Role of Direct Mail in Philanthropy Marketing The Role of Direct Mail in Philanthropy Marketing Wayne Gurley President & Creative Director Allegiant Direct, Inc. Brentwood, TN www.allegiantdirect.com The Allegiant Direct Philosophy: Developing a Successful

More information

Creating a MultiChannel Marketing Plan & Timeline for Annual Fundraising

Creating a MultiChannel Marketing Plan & Timeline for Annual Fundraising AFP DFW Philanthropy in Action Conference June 13, 2014 Creating a MultiChannel Marketing Plan & Timeline for Annual Fundraising Jennifer Hawthorne Hawthorne@UTA.edu Hawthorne.JL@gmail.com MultiChannel

More information

Using Your Fundraising Software to Effectively Manage Your Prospects

Using Your Fundraising Software to Effectively Manage Your Prospects Using Your Fundraising Software to Effectively Manage Your Prospects Learning Objectives How do we use our fundraising software to help manage our prospects more effectively? Note that this presentation

More information

SUCCESSFUL FUNDRAISING CALLS: A PHONATHON SCRIPTING WORKSHOP

SUCCESSFUL FUNDRAISING CALLS: A PHONATHON SCRIPTING WORKSHOP M O N O G R A P H SUCCESSFUL FUNDRAISING CALLS: A PHONATHON SCRIPTING WORKSHOP By Jessica Neno Cloud, CFRE Assistant Director for Fundraising Initiatives and Planned Giving The University of Southern Mississippi

More information

Get Better Business Results

Get Better Business Results Get Better Business Results From the Four Stages of Your Customer Lifecycle Stage 1 Acquisition A white paper from Identify Unique Needs and Opportunities at Each Lifecycle Stage It s a given that having

More information

Today we ll talk about preparing and mining data to inform annual giving strategy

Today we ll talk about preparing and mining data to inform annual giving strategy Brian Daugherty Director of Development and Alumni Relations University of San Diego School of Law Annual Giving Consultant Campbell & Company 1 Today we ll talk about preparing and mining data to inform

More information

Introduction: Laurent Lo de Janvry

Introduction: Laurent Lo de Janvry -- Mining Your Data To Maximize Your Fundraising Potential Laurent (Lo) de Janvry UC Berkeley Haas School of Business CASE VII Tarak Shah UC Berkeley University Relations Introduction: Laurent Lo de Janvry

More information

By Peter Schoewe, Director of Analytics Mal Warwick Donordigital

By Peter Schoewe, Director of Analytics Mal Warwick Donordigital Measuring YOur return On investment in Multichannel fundraising campaigns By Peter Schoewe, Director of Analytics Mal Warwick Integrated fundraising, advocacy and marketing in a multichannel nonprofit

More information

Communications/publications Volunteer opportunities Events Awards PREAMBLE

Communications/publications Volunteer opportunities Events Awards PREAMBLE PREAMBLE Dean Kate VandenBosch charged our committee to offer recommendations related to alumni engagement over the next decade. She asked us to consider alumni interests and the needs of CALS students

More information

University Advancement Annual Giving. Program Review

University Advancement Annual Giving. Program Review University Advancement Annual Giving Program Review 2010 Prepared By: Mike Welch Associate Vice President, Annual Giving and Alumni Relations Faculty Advisor: Dr. Jack Meek, Professor of Public Administration

More information

Is There Future for Direct Mail Fundraising? Geoffrey Peters, CEO Moore DM Group gpeters@mooredmgroup.com +1-301-675-7741

Is There Future for Direct Mail Fundraising? Geoffrey Peters, CEO Moore DM Group gpeters@mooredmgroup.com +1-301-675-7741 Is There Future for Direct Mail Fundraising? Geoffrey Peters, CEO Moore DM Group gpeters@mooredmgroup.com +1-301-675-7741 Environment for NGOs More new charities every year More competition for dollars

More information

Major Donor Development: 101

Major Donor Development: 101 101 U n d e r s ta n d i n g & C u lt i vat i n g R e l at i o n s h i p s w i t h M a j o r D o n o r s As harsh as it sounds, no one cares about your needs. Every nonprofit organization on the planet

More information

5 ways to segment customers on a non profit database by Roy Wollen and Bonnie Massa

5 ways to segment customers on a non profit database by Roy Wollen and Bonnie Massa 5 ways to segment customers on a non profit database by Roy Wollen and Bonnie Massa Executive Summary Database Marketing is the process of designing, building, managing and implementing a targeted marketing

More information

Sample questions for a development audit

Sample questions for a development audit 12-00 Sample questions for a development audit These questions demonstrate the scope of issues you should consider if you want to evaluate your fund development program. Often a development audit is conducted

More information

Capital Campaign Clinic

Capital Campaign Clinic ANNUAL MEETING HANDOUT Capital Campaign Clinic A team of consultants and practitioners shared stories from successful capital campaigns, with break-out sessions addressing approaches to the Planning, Quiet,

More information

Direct Mail Marketing

Direct Mail Marketing Direct Mail Marketing Benefits, Strategies and Expectations Kimberly Knab President Beyond Direct Marketing What are some of the benefits of direct mail? What are some of the benefits of direct mail? Introduces

More information

Upending the Pyramid: Moving Donors to Mid Level Giving Kristin McCurry. If you want to change the world, change your MIND.

Upending the Pyramid: Moving Donors to Mid Level Giving Kristin McCurry. If you want to change the world, change your MIND. Upending the Pyramid: Moving Donors to Mid Level Giving Kristin McCurry If you want to change the world, change your MIND. The Convergence Continuum Mass Marketing Broadcasted Measured on impressions Salvation

More information

Benchmarking for Best Practice in School Fundraising

Benchmarking for Best Practice in School Fundraising Benchmarking for Best Practice in School Fundraising Introduction The Association of Development and Alumni Professional in Education (ADAPE) members may find this Benchmarking Checklist useful for the

More information

Do More With Less: The Complete Toolbox for Small & Growing Nonprofits. 2011 Convio, Inc. Page 1

Do More With Less: The Complete Toolbox for Small & Growing Nonprofits. 2011 Convio, Inc. Page 1 Do More With Less: The Complete Toolbox for Small & Growing Nonprofits 2011 Convio, Inc. Page 1 Introductions Don Roach Art Director, Creative Services, Convio 9 years of experience consulting with nonprofits

More information

CONVIO LUMINATE Q&A. Summary: Luminate is comprised of two suites: What is new:

CONVIO LUMINATE Q&A. Summary: Luminate is comprised of two suites: What is new: CONVIO LUMINATE Q&A MEDIA FAQs Summary: Convio Luminate is Convio s new, cloud-based constituent engagement solution designed to support the next decade of growth for enterprise-level nonprofits. Convio

More information

How to Create a Fundraising Plan

How to Create a Fundraising Plan Template How to Create a Fundraising Plan Set goals and find fundraising success with our easy-to-use template. WWW.NETWORKFORGOOD.COM/NPO About This Guide According to Heather Yandow s 2014 Individual

More information

Using Analytics to Grow Your Fundraising Program

Using Analytics to Grow Your Fundraising Program Using Analytics to Grow Your Fundraising Program Your donor database can help you raise more money. In fact, analytics may be one of the most under-utilized tools you have. At Amergent, database analysis

More information

Build a Powerful Database

Build a Powerful Database Build a Powerful Database You want to make a difference. A big difference. However, to make that happen, you need to energize your existing donors and volunteers around your nonprofit organization s mission

More information

Nonprofit Fundraising Study

Nonprofit Fundraising Study Nonprofit Fundraising Study Covering Charitable Receipts at U.S. Nonprofit Organizations in 2011 April 2012 Nonprofit Research Collaborative Acknowledgements The Nonprofit Research Collaborative (NRC)

More information

FEASIBILITY STUDY FINAL REPORT Report Summary. prepared for

FEASIBILITY STUDY FINAL REPORT Report Summary. prepared for FEASIBILITY STUDY FINAL REPORT Report Summary prepared for April 2014 TABLE OF CONTENTS I. INTRODUCTION...1 II. KEY FACTORS...1 III. METHODOLOGY...1 IV. CONCLUSIONS...1 A. COMMENDATIONS... 1 B. OBSERVATIONS...

More information

Are You Ready to Launch a Major Fundraising Campaign?

Are You Ready to Launch a Major Fundraising Campaign? The monthly publication of Arts Consulting Group February 2014 Are You Ready to Launch a Major Fundraising Campaign? Lee Kappelman and Willem Brans, Senior Consultants As the economic recovery continues

More information

Last summer, Randy and his colleagues, asked us to help them

Last summer, Randy and his colleagues, asked us to help them Offline to Online Giving Update Presented by: Bill Jacobs Last summer, Randy and his colleagues, asked us to help them better understand the dynamics of multiple donor cultivation and acquisition offline

More information

Fresno State Commission on the Future of University Advancement Commission Retreat June 30, 2011 8 a.m. 5:30 p.m. Haak Center Boardroom

Fresno State Commission on the Future of University Advancement Commission Retreat June 30, 2011 8 a.m. 5:30 p.m. Haak Center Boardroom Fresno State Commission on the Future of University Advancement Commission Retreat June 30, 2011 8 a.m. 5:30 p.m. Haak Center Boardroom Welcome and review for the day. Historical Overview (handout) Approx.

More information

Winter 2016 Nonprofit Fundraising Study

Winter 2016 Nonprofit Fundraising Study Winter 2016 Nonprofit Fundraising Study Covering Charitable Receipts at Nonprofit Organizations in the United States and Canada in 2015 March 2016 A Study From Acknowledgements The Nonprofit Research Collaborative

More information

Nonprofit Intelligence Business intelligence for nonprofits

Nonprofit Intelligence Business intelligence for nonprofits White Paper Business for Nonprofits Executive Summary Information is more than just power it is the key to the success, growth and continued viability of every nonprofit organization. Yet, as many nonprofits

More information

Identify & Engage: Analyzing your Donor Data to Discover and Prioritize Major Gift. Prospects. Oregon Nonprofit Leaders Conference, April 2014

Identify & Engage: Analyzing your Donor Data to Discover and Prioritize Major Gift. Prospects. Oregon Nonprofit Leaders Conference, April 2014 Identify & Engage: Analyzing your Donor Data to Discover and Prioritize Major Gift Prospects Oregon Nonprofit Leaders Conference, April 2014 Amanda Jarman, Principal, Today s Objectives We ll learn: A

More information

Funds. Raised. March 2011

Funds. Raised. March 2011 The 2010 Nonprofit Fundra aising Survey Funds Raised in 20100 Compared with 2009 March 2011 The Nonprof fit Research Collaborative With special thanks to the representatives of 1,845 charitable organizations

More information

Plan 2016 The Strategic Plan of University Advancement NC State University

Plan 2016 The Strategic Plan of University Advancement NC State University Plan 2016 The Strategic Plan of University Advancement NC State University Introduction Higher education across the country is under enormous pressure to change. This pressure is especially acute for public

More information

Young Alumni Giving Program Overview May 2007

Young Alumni Giving Program Overview May 2007 Young Alumni Giving Program Overview May 2007 In 2006, it was determined that a multi-faceted giving campaign needed to be developed to encourage giving of our Young Alumni. Graduates within the past 10

More information

Prospect identification Clear, repeated message

Prospect identification Clear, repeated message Mean Marketing Ideas for Lean Times MU Office of Gift Planning & Endowments benefits of : Prospect identification Clear, repeated message planned giving marketing objective Generating Leads 1 SURVEY: What

More information

17/11/2013. 20 Things You Should Know Before planning your next direct response campaign. 20 Quick Things. What is Direct Response?

17/11/2013. 20 Things You Should Know Before planning your next direct response campaign. 20 Quick Things. What is Direct Response? Association of Fundraising Professionals Greater Toronto Chapter Congress 2013 20 Things You Should Know Before planning your next direct response campaign 20 Quick Things 4 minutes per thing, so 1 or

More information

Using Statistical Modeling to Increase

Using Statistical Modeling to Increase White Paper Using Statistical Modeling to Increase Donations Executive Summary Nonprofits increasingly rely on statistical modeling to help them target their best prospects and strengthen their fundraising

More information

IS NOW THE FUTURE. Moving Donors UP The Giving Pyramid. JANN SCHULTZ, Operation Smile ANGEL A. ALOMA, Food For The Poor MARK RHODE, Russ Reid

IS NOW THE FUTURE. Moving Donors UP The Giving Pyramid. JANN SCHULTZ, Operation Smile ANGEL A. ALOMA, Food For The Poor MARK RHODE, Russ Reid THE FUTURE IS NOW STRATEGIES & TECHNIQUES FOR INTEGRATED PROGRAMS Moving Donors UP The Giving Pyramid JANN SCHULTZ, Operation Smile ANGEL A. ALOMA, Food For The Poor MARK RHODE, Russ Reid The problem we

More information

PERFORMANCE PROGRAM. Department: External Affairs Date in Title:. Percent Effort: 100%.

PERFORMANCE PROGRAM. Department: External Affairs Date in Title:. Percent Effort: 100%. PERFORMANCE PROGRAM Name: Supervisor: College Title: Associate Director of Annual Giving StateTitle/SL: Department: External Affairs Date in Title:. Percent Effort: 100%. Permanency Performance Program

More information

Creating a Major Donor Campaign

Creating a Major Donor Campaign Creating a Major Donor Campaign a social VELOCITY step-by-step guide What is a Major Donor? Major donors are individuals, foundations or corporations whose gifts to a nonprofit are solicited and stewarded

More information

EPRÍSA CRM. Why Eprísa is different SAS 70. CRM solutions designed to your specifications

EPRÍSA CRM. Why Eprísa is different SAS 70. CRM solutions designed to your specifications EPRÍSA CRM CRM solutions designed to your specifications Why Eprísa is different Users access the application via a web browser over a secured internet connection. Eprísa runs on a state-of-theart OODB

More information

In recent years conversations among development

In recent years conversations among development Major gift metrics that matter By Thomas W. Grabau While the metrics used to measure development performance vary widely, clearly stated goals are essential. And thoughtful analysis of the metrics with

More information

Reports and KPIs Guide

Reports and KPIs Guide Reports and KPIs Guide 012511 Enterprise CRM, version 2.9 US 2011 Blackbaud, Inc. This publication, or any part thereof, may not be reproduced or transmitted in any form or by any means, electronic, or

More information

Development Assistant Catholic Partnership Schools

Development Assistant Catholic Partnership Schools Association of Fundraising Professionals Greater Philadelphia Chapter 100 North 20 th Street, Suite 400, Philadelphia, PA 19103 T: 215-320-3871; F: 215-564-2175 E: chapter@afpgpc.org; W: www.afpgpc.org

More information

Eventually, everyone has their moment in. The Bridge Donor Issue. 2012: Issue 2. 2012 : Bulleti

Eventually, everyone has their moment in. The Bridge Donor Issue. 2012: Issue 2. 2012 : Bulleti 2012: Issue 2 2012 : Bulleti The Bridge Donor Issue Eventually, everyone has their moment in the sun. In the world of fundraising, that moment has arrived for the long undervalued, and in most cases ignored,

More information

Database Review Performed for Fine Arts Museum of Anytown Client ID: D10000 Performed by: Lori Wehnau Date of Review: 06/30/2009

Database Review Performed for Fine Arts Museum of Anytown Client ID: D10000 Performed by: Lori Wehnau Date of Review: 06/30/2009 Database Review Performed for Fine Arts Museum of Anytown Client ID: D10000 Performed by: Lori Wehnau Date of Review: 06/30/2009 Contents Database Review...3 Client Profile...3 Support...3 Training...3

More information

What Matters in College After College

What Matters in College After College What Matters in College After College A Comparative Alumnae Research Study Prepared for the Women s College Coalition www.womenscolleges.org February 24 and March 7, 2012 2 Susan Lennon Women s College

More information

Donor Relations and Stewardship Defined

Donor Relations and Stewardship Defined Donor Relations and Stewardship Defined Donor relations is the comprehensive effort of any nonprofit that seeks philanthropic support to ensure that donors experience high-quality interactions with the

More information

Using Analytics to Increase Efficiencies of Portfolio Growth and Management

Using Analytics to Increase Efficiencies of Portfolio Growth and Management Using Analytics to Increase Efficiencies of Portfolio Growth and Management Cindy McGirk, RN, MBA, JD Manager, Strategic Initiatives H. Lee Moffitt Cancer Center Foundation Michael C. Hibler, MPA Sr. Associate

More information

Office of Human Resources 7/1/09 www.alaska.edu/hr Page 1 of 7. DEVELOPMENT Job Classification Adopted: November 9, 2008 Revised: July 1, 2009

Office of Human Resources 7/1/09 www.alaska.edu/hr Page 1 of 7. DEVELOPMENT Job Classification Adopted: November 9, 2008 Revised: July 1, 2009 JOB FAMILY CONCEPT This family consists of six levels of development work. Levels are distinguished based on the complexity of the work, level of supervision received, application of philanthropic concepts

More information

The Future of Practice Management. Member Briefing December 2013

The Future of Practice Management. Member Briefing December 2013 The Future of Practice Management Member Briefing December 2013 Overview While financial advisers assist clients in planning for their eventual transition out of the working world and into retirement,

More information

Case Study: Alumni Relations, Fundraising and Development in US Universities.

Case Study: Alumni Relations, Fundraising and Development in US Universities. IREX University Administration Support Program - 2006 Case Study: Alumni Relations, Fundraising and Development in US Universities. By Ekaterina Karpova St.Petersburg State University Contents: 1. Introduction.2

More information

IBM Predictive Analytics Solutions for Education

IBM Predictive Analytics Solutions for Education IBM Software White Paper Business Analytics IBM Predictive Analytics Solutions for Education Empower your institution to make the right decision every time 2 IBM Predictive Analytics Solutions for Education

More information

Peer-to-Peer Event Fundraising Benchmark Study. Key Performance Benchmarks for the Six Primary Types of Events

Peer-to-Peer Event Fundraising Benchmark Study. Key Performance Benchmarks for the Six Primary Types of Events Peer-to-Peer Event Fundraising Benchmark Study Key Performance Benchmarks for the Six Primary Types of Events PUBLISHED OCTOBER 2010 TABLE OF CONTENTS Introduction...3 Event Types...4 Measuring Success:

More information

Legacy. Extraordinary Devotion. volume 2 Fall 2012

Legacy. Extraordinary Devotion. volume 2 Fall 2012 volume 2 Fall 2012 Legacy Randolph-Macon College: Building Extraordinary Extraordinary Devotion To Kay and Jim 61 Hunter, Randolph-Macon College and Ashland hold a very special place in their hearts. C

More information

Welcome to the 2016 Bridge to Integrated Marketing & Fundraising Conference Call for Papers Online Submission!

Welcome to the 2016 Bridge to Integrated Marketing & Fundraising Conference Call for Papers Online Submission! Welcome to the 2016 Bridge to Integrated Marketing & Fundraising Conference Call for Papers Online Submission! Deadline Friday, October 30, 2015 at Midnight EST TO BEGIN THE SUBMISSION PROCESS, ENTER YOUR

More information

GOOD LAND TRUST Fundraising Plan

GOOD LAND TRUST Fundraising Plan GOOD LAND TRUST Fundraising Plan OVERVIEW OF THE FUNDRAISING PLAN Background The Good Land Trust is a land trust working in Ecotopia actively protecting natural resources and the open landscapes that define

More information

NFP. Capitalizing on merge strategies to boost your return on donor marketing

NFP. Capitalizing on merge strategies to boost your return on donor marketing NFP Capitalizing on merge strategies to boost your return on donor marketing April 2014 Contents Introduction 3 Improving your return with new merge strategies 4 The shrinking exchange universe 4 Determining

More information

Planning for Successful Fundraising. Michael J. Worth June 12, 2013

Planning for Successful Fundraising. Michael J. Worth June 12, 2013 Planning for Successful Fundraising Michael J. Worth June 12, 2013 Today s Agenda Philanthropy overview Understanding donor motivations The fundraising process The fundraising team Fundraising strategies

More information

Division of Communications Strategic Plan

Division of Communications Strategic Plan February 20, 2013 Division of Communications Strategic Plan The Division of Communications is team of talented, dedicated communications professionals who work to tell the story of Eastern Michigan University.

More information

donorcentrics National and Regional Nonprofit Organizations

donorcentrics National and Regional Nonprofit Organizations donorcentrics National and Regional Nonprofit Organizations 800.443.9441 solutions@blackbaud.com www.blackbaud.com/blackbaudcrm 2000 Daniel Island Drive Charleston, SC 29492 About Blackbaud Serving the

More information

JOB DESCRIPTION: CHARITABLE GIVING ADVISOR, DIRECT RESPONSE

JOB DESCRIPTION: CHARITABLE GIVING ADVISOR, DIRECT RESPONSE JOB DESCRIPTION: CHARITABLE GIVING ADVISOR, DIRECT RESPONSE Position overview This direct response role strategizes, plans and executes the direct mail program, online giving program and related programs

More information

GE Capital The Net Promoter Score: A low-cost, high-impact way to analyze customer voices

GE Capital The Net Promoter Score: A low-cost, high-impact way to analyze customer voices GE Capital The Net Promoter Score: A low-cost, high-impact way to analyze customer voices The Net Promoter Score: A low cost, high impact way to analyze customer voices GE Capital s Net Promoter survey

More information

Data Mining in CRM & Direct Marketing. Jun Du The University of Western Ontario jdu43@uwo.ca

Data Mining in CRM & Direct Marketing. Jun Du The University of Western Ontario jdu43@uwo.ca Data Mining in CRM & Direct Marketing Jun Du The University of Western Ontario jdu43@uwo.ca Outline Why CRM & Marketing Goals in CRM & Marketing Models and Methodologies Case Study: Response Model Case

More information

Champions. Friends. Acquaintances. Donor Motivation Defined

Champions. Friends. Acquaintances. Donor Motivation Defined Champions. Friends. Acquaintances. Donor Motivation Defined A lifestyle segmentation study focused on the attitudes, motivations, and giving behaviors of alumni 2 Contents Introduction...2 Primary Findings...2

More information

BREWER DIRECT WHITE PAPER 12 KEYS FOR A SUCCESSFUL DIRECT MARKETING PROGRAM for CATHOLIC CHARITIES

BREWER DIRECT WHITE PAPER 12 KEYS FOR A SUCCESSFUL DIRECT MARKETING PROGRAM for CATHOLIC CHARITIES BREWER DIRECT WHITE PAPER 12 KEYS FOR A SUCCESSFUL DIRECT MARKETING PROGRAM for CATHOLIC CHARITIES Randy Brewer, President and CEO of Brewer Direct Inc., presented this paper via a webinar in the fall

More information

by John Roland Director of Alumni Services & Student Success Email: jroland@lru.edu or Twitter: luther_rice

by John Roland Director of Alumni Services & Student Success Email: jroland@lru.edu or Twitter: luther_rice by John Roland Director of Alumni Services & Student Success Email: jroland@lru.edu or Twitter: luther_rice FOLLOW THE PLAN Steering Committee Volunteer Recruitment Prospect & Evaluation Education Kick

More information

Employee Campaign Coordinator (ECC) Handbook. Be the One. It takes just one person to change one life.

Employee Campaign Coordinator (ECC) Handbook. Be the One. It takes just one person to change one life. It takes just one person to change one life. Employee Campaign Coordinator (ECC) Handbook How to Be the ONE at your company that leads a great LIVE UNITED Campaign Be the One. unitedwaycassclay.org Be

More information

A DonorTrends 5 Minute Guide to Effective Donor Scoring. All Rights Reserved.

A DonorTrends 5 Minute Guide to Effective Donor Scoring. All Rights Reserved. Why You Should Care The significant problems we face cannot be solved at the same level of thinking we were at when we created them. - Albert Einstein Contents What is a donor score? Why does my organization

More information

Shallow Review of Direct Mail Fundraising

Shallow Review of Direct Mail Fundraising Shallow Review of Direct Mail Fundraising Direct mail fundraising is sending mail with the aim of raising money. There are two types of direct mail fundraising: donor renewal mail and donor acquisition

More information

University Advancement 2012-2017

University Advancement 2012-2017 University Advancement Strategic Plan 2012-2017 University Advancement Strategic Plan 2012-2017 Mission Statement University Advancement builds a compelling case for choice and support of Eastern Washington

More information

How consumers want Charities to communicate with them

How consumers want Charities to communicate with them How consumers want Charities to communicate with them A summary of the latest research findings 2 Listening to consumers Supporters of not-for-profit organisations range from individual donors who make

More information

Digital Tactics for Community Engagement Marketing

Digital Tactics for Community Engagement Marketing A Little About Me: Patricia Wilson-Smith President and CEO, Online Media Interactive, LLC Author, Lecturer, Radio Show Host David s Mother Workaholic. Sleepy. Always. No, really. ALWAYS. About This Workshop:

More information

Vice President, Development and Communications Washington, DC

Vice President, Development and Communications Washington, DC Vice President, Development and Communications Washington, DC About Rails-to-Trails Conservancy Rails to Trails Conservancy (RTC) is a nonprofit organization that builds healthier places for healthier

More information

Donor Stewardship HOW DOES THIS APPROACH WORK? WHAT IS THE THEORY BEHIND IT?!

Donor Stewardship HOW DOES THIS APPROACH WORK? WHAT IS THE THEORY BEHIND IT?! Donor Stewardship Overview HOW DOES THIS APPROACH WORK? WHAT IS THE THEORY BEHIND IT? The idea behind donor stewardship is building a relationship with people who have already given to or through Charity

More information

Business Intelligence for Fundraisers

Business Intelligence for Fundraisers Business Intelligence for Fundraisers AKA Leveraging New Technologies such as Data Visualization, In Memory Storage and Predictive Analytics in order to make better and faster Fact Based Decisions. David

More information

Direct mail principles: 101

Direct mail principles: 101 Direct mail principles: 101 D o e s D i r e c t M a i l S t i l l W o r k? When it comes to communicating with donors both current and prospective it s hard to know the best course of action to take to

More information

Guidelines to Building an Effective Marketing Plan

Guidelines to Building an Effective Marketing Plan Guidelines to Building an Effective Marketing Plan Building an Effective Marketing Plan Too often the new fiscal year comes upon us but there was never really any down time to build the new plan. As a

More information

Campaign Tool Kit. Change is possible. You can help. United Way of Central New Mexico

Campaign Tool Kit. Change is possible. You can help. United Way of Central New Mexico Campaign Tool Kit Change is possible. You can help. United Way of Central New Mexico Planning and Running Your Campaign Table of Contents p. 2 Role of Employee Campaign Manager p. 3 10 Steps to Success

More information

MID-YEAR PREPARATION. 10 Simple Steps to Get You Ready for Year-End

MID-YEAR PREPARATION. 10 Simple Steps to Get You Ready for Year-End MID-YEAR PREPARATION 10 Simple Steps to Get You Ready for Year-End IMPLEMENT SIMPLE STRATEGIES NOW THAT WILL MAZIMIZE YOUR YEAR-END FUNDRAISING EFFORTS. Did you know that most organizations receive half

More information

How Your Nonprofit Can Maximize Your Donor Database

How Your Nonprofit Can Maximize Your Donor Database How Your Nonprofit Can Maximize Your Donor Database Northern Minnesota Nonprofit Summit May 12, 2015 Mitch Peterson mitch.peterson@bloomerang.co 3 About Me Mitch Peterson 15 years in nonprofit sector Started

More information

Guide to Giving. Involved

Guide to Giving. Involved KENT DENVER SCHOOL Guide to Giving AND Getting Involved SCHOLARS STUDENTS ATHLETES ARTISTS LEADERS FRIENDS OPPORTUNITY Dear Parents, AlumNI and Families, Your participation in Kent Denver School is critical

More information

University Marketing and Communications STRATEGIC PLAN

University Marketing and Communications STRATEGIC PLAN and Communications STRATEGIC PLAN July 1, 2013 MISSION South Dakota State University provides a rich academic experience in an environment of inclusion and access through inspired, student-centered education;

More information

I Fundraising. Management. Analysis, planning and practice. Adrian Sargeant and Elaine Jay. Second edition. Routledge. Taylor Si Francis Croup

I Fundraising. Management. Analysis, planning and practice. Adrian Sargeant and Elaine Jay. Second edition. Routledge. Taylor Si Francis Croup I Fundraising Management Analysis, planning and practice Adrian Sargeant and Elaine Jay Second edition Routledge Taylor Si Francis Croup LONDON AND NEW YORK Contents List of plates xi List of figures xiii

More information

PLANNING GUIDE FOR EFFECTIVE ROTARY CLUBS

PLANNING GUIDE FOR EFFECTIVE ROTARY CLUBS PLANNING GUIDE FOR EFFECTIVE ROTARY CLUBS August 2009 The Planning Guide for Effective Rotary Clubs is a tool to help clubs assess their current state and establish goals for the coming year. It is based

More information

Vice President for Resource Development

Vice President for Resource Development Resource Development cultivates philanthropic gi s to sustain MIT s excellence in education and research, and supports the programmatic and capital infrastructure of a thriving, learning community. We

More information

Sustainable Extraordinary Philanthropy GG+A WHITE PAPER. Advancement Services United Kingdom / 2015. Consultants in Philanthropic Management

Sustainable Extraordinary Philanthropy GG+A WHITE PAPER. Advancement Services United Kingdom / 2015. Consultants in Philanthropic Management Consultants in Philanthropic Management GG+A WHITE PAPER Advancement Services United Kingdom / 2015 The New Era of Consent: Implications of the Revised Privacy and Electronic Communications Regulations

More information

Direct Marketing (Customer Relationship Management) Blackbaud Europe, Ltd

Direct Marketing (Customer Relationship Management) Blackbaud Europe, Ltd Direct Marketing (Customer Relationship Management) Blackbaud Europe, Ltd Adrian Cutcliffe Marketing Manager Blackbaud Overview Over 25 years exclusively focused on the needs of not-for-profit organisations

More information

Big Data, Massive Potential Social Donor Management

Big Data, Massive Potential Social Donor Management Big Data, Massive Potential Social Donor Management ABSAP 2015 Jim Zimmerman, Chief Evangelist, EverTrue Twitter: @jjzim59 Tim Ponisciak, Graduate Alumni Relations Director Notre Dame, Mendoza 1 What is

More information

Building Your CRM Short List: What You Need to Know Before You Buy

Building Your CRM Short List: What You Need to Know Before You Buy Building Your CRM Short List: What You Need to Know Before You Buy Nov. 28, 2007 Moderator: Matt Villano, senior contributing editor, Campus Technology Introduction Agenda Building your CRM shortlist:

More information

Direct Marketing & Planned Giving: The Reese s Peanut Butter Cup of Fundraising

Direct Marketing & Planned Giving: The Reese s Peanut Butter Cup of Fundraising Direct Marketing & Planned Giving: The Reese s Peanut Butter Cup of Fundraising Meg Roberts, CFRE, Impact Communications Mohammad Zaidi, ACLU Foundation Bruce Makous, ChFC, CAP, CFRE, ACLU of Pennsylvania

More information

Summary of responses concerning Fundraising/development for international education.

Summary of responses concerning Fundraising/development for international education. Summary of responses concerning Fundraising/development for international education. No dedicated staff for fundraising efforts (need to work with central development) -7 responses Response #1: We don't

More information

CCS Feasibility and Planning Study

CCS Feasibility and Planning Study November 2014 CCS Feasibility and Planning Study Final Report Summary Prepared for Our Lady of the Assumption 800.227.3834 learnmore@ccsfundraising.com Study Overview CCS was retained in September 2014

More information

Q&A for RFP #6060 Enterprise Customer Relationship Management and Admissions Application

Q&A for RFP #6060 Enterprise Customer Relationship Management and Admissions Application Q&A for RFP #6060 Enterprise Customer Relationship Management and Admissions Application 1. Can you please elaborate on what is meant by a rolling implementation? For example would you like to implement

More information