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Embracing Technology for Moves Management Success

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Dawn BaileyRegional Solutions ManagerJune 28, 2010

Moves Management Concepts

Moves Management | Slide #2 © 2010 Strictly Confidential Material and Property of Blackbaud

Moves Management Concepts

The Importance of Giving for the Affluent

Income Contributed to Charity by the Affluent

$65,780

$211,000

$488,000

$1.5 million

$5.5 million

34

.5%

57

.0%

$100,000

$1,000,000

$10,000,000

50%

60%

70%

80%

90%

100%Amount Contributed

Percent of Income

Moves Management | Slide #3 © 2010 Strictly Confidential Material and Property of Blackbaud

$65,780

$13,113

10

.6%

11

.6%

16

.5%

34

.5%

3.5

%

$1,000

$10,000

$100,000

$1-5 million $5-10 million $10-20 million $20-50 million$50-100 million $100+ million

Family Net Worth

0%

10%

20%

30%

40%

50%

Source: Boston College - Social Welfare Research Institute & Bankers Trust

A Demographic Shift

Moves Management | Slide #4 © 2010 Strictly Confidential Material and Property of Blackbaud

Psychographics: Financial Success and Security

Moves Management | Slide #5 © 2010 Strictly Confidential Material and Property of Blackbaud

Your Portfolio

Moves Management | Slide #6 © 2010 Strictly Confidential Material and Property of Blackbaud

Define Your Pool

Patrons Donors

Moves Management | Slide #7 © 2010 Strictly Confidential Material and Property of Blackbaud

Volunteers

Categorize Your Prospects

Moves Management | Slide #8 © 2010 Strictly Confidential Material and Property of Blackbaud

Moves Management

Moves Management | Slide #9 © 2010 Strictly Confidential Material and Property of Blackbaud

Moves Management

Balancing Resources

Moves Management | Slide #10 © 2010 Strictly Confidential Material and Property of Blackbaud

Research

Fundraisers

Donor Services

Qualify

• Financially viable

• Inclination

Strategize

• Interests

• Connections

• Who / when

Cultivate

• Site visits

• Introductions

• Engage

Solicit

• Proposal

• Case delivery

Steward

• Thank

• Report

Define Your Cycle

Moves Management | Slide #11 © 2010 Strictly Confidential Material and Property of Blackbaud

Research Qualify Cultivate Solicit Close Steward

Identify Research Qualify Strategize Cultivate Solicit Close Steward

Donor Pyramid Version I

Major/Planned

Giving

Mega

Co

nsti

tuen

t L

ifeti

me V

alu

e

Identification/

Involvement/

Investment

Transformation

Moves Management | Slide #12 © 2010 Strictly Confidential Material and Property of Blackbaud

Prospects

Volunteers

Annual Giving

Programs

Co

nsti

tuen

t L

ifeti

me V

alu

e

Identification/

Interest

Information/

Involvement

Donor Pyramid Version II

Major Giving

Endowment Campaigns

Planned Giving

Bequests Trusts, Gift Annuities,

etc.

Donor Growth

Donor Commitment

Moves Management | Slide #13 © 2010 Strictly Confidential Material and Property of Blackbaud

Annual Giving

Support Group Operations

Special Events and Benefit Events

Annual Giving Campaign/Direct Mail Program

Select Audiences

The Universe – Everyone in the Area

Endowment Campaigns

Capital and Special Campaigns

Major Gifts from Individuals

Major Gifts from Corporations and Foundations

Donor Growth

Donor Contact

Moves Management in The Raiser’s Edge

Moves Management | Slide #14 © 2010 Strictly Confidential Material and Property of Blackbaud

Moves Management in The Raiser’s Edge

Is your pipeline properly weighted?

Moves Management | Slide #15 © 2010 Strictly Confidential Material and Property of Blackbaud

Your Portfolio

Moves Management | Slide #16 © 2010 Strictly Confidential Material and Property of Blackbaud

Your Portfolio

Moves Management | Slide #17 © 2010 Strictly Confidential Material and Property of Blackbaud

Daily Tasks

Moves Management | Slide #18 © 2010 Strictly Confidential Material and Property of Blackbaud

Anatomy of a Proposal

Moves Management | Slide #19 © 2010 Strictly Confidential Material and Property of Blackbaud

Key Termso General Tab – overview

o Statuso Solicitoro Dates / dollars

o Action Tab – to do itemso Media - attachmentso Notes – strategy information

Proposal Pipeline

Moves Management | Slide #20 © 2010 Strictly Confidential Material and Property of Blackbaud

Questions?

Additional Resources

White Papers:

The Basics of Prospect Management

Embracing Technology for Moves Management Success

Reports:

Resources

Moves Management | Slide #22 © 2010 Strictly Confidential Material and Property of Blackbaud

Index of National Fundraising Performance

State of the Nonprofit Industry Survey

Tip Sheets:

Stewarding Donors in Tough Economic Times

Building a Major Gifts Program from the Ground Up

dawn.bailey@blackbaud.com