bridging the gap between your database and your fundraising
TRANSCRIPT
Bridging the gap between youryour database and your fundraising
Bridging the gap between youryour database and your fundraising
Bridging the Gap between Bridging the Gap between Your Database and Your Your Database and Your
FundraisingFundraising
bybyPam Dechert, CFRE, ePMTPam Dechert, CFRE, ePMT
[email protected]@etapestry.com
Bridging the gap between youryour database and your fundraising
When you hear “fundraising When you hear “fundraising database” – what do you think of?database” – what do you think of?
Bridging the gap between youryour database and your fundraising
When you hear “fundraising When you hear “fundraising database” – what do you think of?database” – what do you think of?
……how do you feel?how do you feel?
Bridging the gap between youryour database and your fundraising
While your database can’t…While your database can’t…
• Read your mindRead your mind• Raise moneyRaise money• ThinkThink• Replace human interactionReplace human interaction• Or solve every problem…Or solve every problem…
Bridging the gap between youryour database and your fundraising
Your database can, and should…Your database can, and should…
• Streamline processesStreamline processes
• Automate routine tasksAutomate routine tasks
• Give you easy access to informationGive you easy access to information
• Allow you to grow your fundraising and Allow you to grow your fundraising and be more effective! be more effective!
Bridging the gap between youryour database and your fundraising
Your database can, and should…Your database can, and should…• Help you communicate betterHelp you communicate better
• Help you improve the donor Catholic Help you improve the donor Catholic stewardship experiencestewardship experience
• Expand your Internet presenceExpand your Internet presence
• Provide historical analysisProvide historical analysis
• Help with strategic planningHelp with strategic planning
Bridging the gap between youryour database and your fundraising
Agenda:Agenda:
• The Basics - Why a good database is more important The Basics - Why a good database is more important now than ever beforenow than ever before
• Traditional versus New - selecting a databaseTraditional versus New - selecting a database• Expanding RelationshipsExpanding Relationships
• Contact ManagementContact Management• Relationship TrackingRelationship Tracking• CommunicationsCommunications• Integrated ToolsIntegrated Tools• AnalysisAnalysis
Bridging the gap between youryour database and your fundraising
• Your organization and the recession– Knowing your constituencies
• How are they affected; regionally & individually• Be ‘donor centered’
– Your donors, members, and prospects do not stop caring about your mission during a recession.
• Compassionately manage your relationships
What Smart Faith Based Nonprofits know about raising money during challenging times – Why a good database is more
important now more than ever before
Bridging the gap between youryour database and your fundraising
New Breed of Prospect/Donor/Member
o Reads email before snail mailReads email before snail mail
o Busy, satisfy interests on their scheduleBusy, satisfy interests on their schedule
o Expect to find information onlineExpect to find information online
o Expects information to be personalizedExpects information to be personalized
o Expects immediate feedbackExpects immediate feedback
o Demands information/stewardshipDemands information/stewardship
The Basics…The Basics…
Bridging the gap between youryour database and your fundraising
Why a good database is more important now more than ever before – Donor Relations
• Simple solutions to employ– Determine & Chart average number of contacts from direct mail, telephone, email
– the different pieces constituents get each month for entire year on the whole!– Analyze content & purpose of each piece: cultivation, information etc.– Overlap? How can we consolidate or eliminate– Survey your donors via email, direct mail or phone, what is important or not– Implement a plan that reflects what the donor wants/segmentation analysis– Cost savings on direct mail costs : Postage rates go up May 11 for npo’s– Spending $ in different areas: online, benchmarking, email – look at as
acquisition costs
Bridging the gap between youryour database and your fundraising
Annual Giving
• How are we perceived?– Are we seen as efficient?
• Can we solicit loyal donors more efficiently?• Are we forthright w/donors in partners to reduce admin overhead?
– Positive message to fit their needs• Is the annual fund a one-year-at-a-time “thank goodness we made the goal”
enterprise?– Are we surprised when donor retention is low?– 171 faith based organizations lost $188,000 last year from lapsed AF
• Donor loyalty is at the foundation of most ultimate giving– Why is donor retention NOT the chief goal of the annual fund?– Is it worth testing a limited solicitation program asking LESS often but
encourages and acknowledge of donor loyalty at any gift level?• Are we over soliciting?
– Budget savings, respect, major gift work
Bridging the gap between youryour database and your fundraising
JAN. FEB. MAR. APR. MAY JUNE JULY AUG. SEPT. OCT. NOV. DEC.
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Appeals
E-News
Renewal
Upgrade
Holistic Planning
Bridging the gap between youryour database and your fundraising
Why an integrated database system is more important now more than ever
An Integrated Strategy
In Person Meetings
Phone
Events
BlogsText MessagingSocial Networking Sites
Your Web SiteE-Mail
PrintOther Tools
Bridging the gap between youryour database and your fundraising
The Basics
Age?
Internet use?
Gift size?
Interests?
Communication preference?
Children?
Volunteer interests?
Bridging the gap between youryour database and your fundraising
2. ID Your Key Needs2. ID Your Key Needs
• Needs – not FeaturesNeeds – not Features
• Remember the 80/20 RuleRemember the 80/20 Rule
• Envision growth and future needsEnvision growth and future needs
The Basics…The Basics…
Prospect Research
Executive Reports
Planned Gift CalculatorseReceipting
Moves Management or RaisingMoreMoney
Advanced Security
Data Hygiene Tools
eCommerce
Outlook IntegrationWishList
Grant Explorer
Websites
Advanced Email
Matching Gifts
Bridging the gap between youryour database and your fundraising
The Basics…The Basics…3. Know your Resources3. Know your Resources
Time
Staff
Expertise
Money
Technology
Bridging the gap between youryour database and your fundraising
The Basics…The Basics…4. Something usable by Key Stakeholders4. Something usable by Key Stakeholders
Admin staff
Board members
Executive staff
Volunteers
Researchers
Bridging the gap between youryour database and your fundraising
Traditional versus New…Traditional versus New…
Traditional (Client ServerTraditional (Client Server)) New (ASP)New (ASP)
•Bought or BuiltBought or Built
•In-House Computer SystemsIn-House Computer Systems
•Continual MaintenanceContinual Maintenance
•Limited UsersLimited Users
•Limited AccessLimited Access
•Not all bad!Not all bad!
• RentedRented
• InternetInternet
• Automatic UpdatesAutomatic Updates
• Unlimited UsersUnlimited Users
• Remote AccessRemote Access
• Integrate to Web ServicesIntegrate to Web Services
Bridging the gap between youryour database and your fundraising
Use your database to help expand relationships…
• Contact Management
• Relationship Tracking
• Communications
• Integrated Tools
• Analysis
Bridging the gap between youryour database and your fundraising
Contact Contact Management…Management…
Every phone callEvery phone call
Every emailEvery email
Every conversationEvery conversation
Every eventEvery event
Record it in your database!Record it in your database!
Bridging the gap between youryour database and your fundraising
Constituent interactions
"I open up my database and look at the journal entries to see the last time we talked. If I don’t know them very well, I can see who introduced them to the organization. It’s really powerful."
Connie Sherman, Connie Sherman, Executive Director, St. Mary's Child Center
Bridging the gap between youryour database and your fundraising
Outlook Integration
Bridging the gap between youryour database and your fundraising
Complete info on one page
Bridging the gap between youryour database and your fundraising
Complete info on one page
Bridging the gap between youryour database and your fundraising
Future Contacts/Calendaring
Bridging the gap between youryour database and your fundraising
Future Contacts/Calendaring
Bridging the gap between youryour database and your fundraising
Relationship Tracking…Relationship Tracking…
Six Degrees of Six Degrees of
Bridging the gap between youryour database and your fundraising
Track Relationships
Bridging the gap between youryour database and your fundraising
Relationships
Bridging the gap between youryour database and your fundraising
Track Relationships
Bridging the gap between youryour database and your fundraising
Pure Fundraising Tools:Pure Fundraising Tools:Recurring Gifts, Pledges, Segmented Gifts, Auto ProcessingRecurring Gifts, Pledges, Segmented Gifts, Auto Processing
Bridging the gap between youryour database and your fundraising
Communications…Communications…
MailMail
&&
EmailEmail
Bridging the gap between youryour database and your fundraising
Bridging the gap between youryour database and your fundraising
Communications & Tracking All in One Place
Bridging the gap between youryour database and your fundraising
Envelopes Templates
Bridging the gap between youryour database and your fundraising
Newsletter Templates
Bridging the gap between youryour database and your fundraising
Events & Invitation Templates
Bridging the gap between youryour database and your fundraising
E-Newsletters
Bridging the gap between youryour database and your fundraising
Thank You Letters
Bridging the gap between youryour database and your fundraising
Special Event Invitations
Bridging the gap between youryour database and your fundraising
Integrated Online Tools/Relationship Integrated Online Tools/Relationship BuildingBuilding
Bridging the gap between youryour database and your fundraising
Phone-A-Thon improved because … Easier and faster to record pledge / gift information Last year we have a lot of duplicate sheets printed somehow Cheaper & “greener” in the future without having to print 13,000 sheets of paper.
Our $31,000 increase in phone-a-thon completely paid for our database system within the first two weeks of it going live!
St. Thomas Aquinas Newman Center – Phone – A- Thon
Bridging the gap between youryour database and your fundraising
Bridging the gap between youryour database and your fundraising
Bridging the gap between youryour database and your fundraising
Bridging the gap between youryour database and your fundraising
Bridging the gap between youryour database and your fundraising
Bridging the gap between youryour database and your fundraising
Bridging the gap between youryour database and your fundraising
Bridging the gap between youryour database and your fundraising
Bridging the gap between youryour database and your fundraising
Bridging the gap between youryour database and your fundraising
Bridging the gap between youryour database and your fundraising
Online Ministry Sign Ups, Adult Faith Formation, Prayer Request, What else?
Bridging the gap between youryour database and your fundraising
Bridging the gap between youryour database and your fundraising
Bridging the gap between youryour database and your fundraising
Integrated Relationship Building – Personal Fundraising & Cart – Building Relationships, Loyalty …
Bridging the gap between youryour database and your fundraising
Other Integrated Other Integrated Tools…Tools…
Grant ResearchGrant Research
Matching Gift ResourcesMatching Gift Resources
Planned Gift CalculatorsPlanned Gift Calculators
Prospect ResearchProspect Research
Online GivingOnline Giving
Website IntegrationWebsite Integration
Bridging the gap between youryour database and your fundraising
Bridging the gap between youryour database and your fundraising
Analysis…Analysis…• How are gifts designated?How are gifts designated?
• Who are your top donors?Who are your top donors?
• Who are your top prospects?Who are your top prospects?
• How many new donors do you have?How many new donors do you have?
• How many donors increase/decrease giving?How many donors increase/decrease giving?
• How many donors are lapsing?How many donors are lapsing?
Bridging the gap between youryour database and your fundraising
How are gifts designated?
Bridging the gap between youryour database and your fundraising
How are gifts designated?
Bridging the gap between youryour database and your fundraising
Top donor report
Who are your top donors?
Bridging the gap between youryour database and your fundraising
For Impact Report
Who are your top prospects?
Bridging the gap between youryour database and your fundraising
Who are your top prospects?
Bridging the gap between youryour database and your fundraising
How many new, increasing, decreasing, lapsed…?
Bridging the gap between youryour database and your fundraising
How many new, increasing, decreasing, lapsed…?
Bridging the gap between youryour database and your fundraising
BenchmarkingBenchmarkingAnd Donor LoyaltyAnd Donor Loyalty
““Up and Coming”Up and Coming” Analysis Tools Analysis Tools
Bridging the gap between youryour database and your fundraising
Benchmarking - What is it?
• Now, for the very first time, you can get dynamic reports that let you compare your fundraising activities and results to other nonprofit organizations! You can even filter the data to match your results to organizations that are similar to you in type, size and location.
• Benchmark Reporting module is designed to gather aggregate statistics from a large number of participating eTapestry/FEP customer databases. The data is then displayed side-by-side with the same statistics from your own database, giving you a comparison between your organization and other nonprofits.
• Having access to this data will allow you to see where your strengths and weaknesses lie in comparison to similar groups. This valuable data supports growth-oriented strategic planning and budgeting for your fundraising programs, enabling you to raise more money!
Bridging the gap between youryour database and your fundraising
We are losing current donors, not focusing enough of our development time on lapsed donors, and
spending more money to acquire donors• Benchmark Giving Dynamics, Status,
Trends, Comparisons
Bridging the gap between youryour database and your fundraising
Donor Loyalty• Your ability to fund your mission is dependent on
the generosity of donors. However, the loyalty of donors is what allows you to sustain, plan, and expand your mission. Do you know if your donors are “loyal” to your organization?
• Can provide a scientific measurement of individual donor loyalty, which provides accurate insight into future donor behavior.
Bridging the gap between youryour database and your fundraising
Donor Loyalty
Bridging the gap between youryour database and your fundraising
ConclusionConclusion::Selecting your database – (Selecting your database – (know your needs and your donorsknow your needs and your donors))
Traditional versus New technologiesTraditional versus New technologies
User your Database to Expand RelationshipsUser your Database to Expand RelationshipsContact ManagementContact ManagementRelationship TrackingRelationship TrackingCommunicationsCommunicationsIntegrated ToolsIntegrated ToolsAnalysisAnalysis
Bridging the gap between youryour database and your fundraising
Thank you!Thank you!For a Copy of Slides . . . For a Copy of Slides . . . [email protected]@etapestry.com