major gift fundraising for small shops w/ jay love
TRANSCRIPT
Major Gift Fundraisingfor Small Shops
Your PresenterJay B. Love
• 33 Years of Technology Leadership• Over 20,000 Database Installations• Former Founder & CEO of eTapestry• Former CEO of Master Software/Fund-Master• Conner Prarie Museum Board Member• AFP Ethics Committee Chairman• Center on Philanthropy at IU Board Member• Innovation Fund at Butler University• Gleaners Food Bank Board Member• Co-Chair of Indianapolis YMCA Capital Campaign
3
Can small and mid-sized nonprofits really raise
major gifts?
Three Experts Wanted An Answer »
Lead Sponsors »
Study Participants »
662 nonprofits w/ operating
budgets of $10M or less
Study Methodology »
• Literature review• Interviews• Survey
Respondents By Budget Size »
Respondents By Category »
Findings
Mean Contribution By Channel »
Number Of FTEs Doing Fundraising »
“Major Gift” Defined »
Mean: $24,555Median: $5,000 Mode: $1,000
Number Of Fundraisers Engaged To Work On Major Gifts »
Mean Mean Total FTEs
$5m - $10m 3.2 0.9
$1m - $4.9m 2.5 0.5
Under $1m 2.1 0.3
Number Of Volunteers Engaged To Work On Major Gifts »
Major Gift Fundraising Performance »
Major Gift Pipeline »
Correlations »
• Focusing on first-time gifts negatively impacts performance
Correlations »
• Focusing on first-time gifts negatively impacts performance
• Suggestions:• 5+ years of giving• 12-18 touches to build relationship• 18-24 touches to cultivate major gift
Correlations »
• Few organizations track drivers of long-term value such as donor satisfaction or commitment
Correlations »• Few organizations track drivers of long-
term value such as donor satisfaction or commitment
• Suggestions:• new donor survey within 3 months• donor survey after 2-3 years• telephone survey after 3-5 years• “would you recommend this charity?”
Correlations »
• Strong correlation between training and fundraising performance (each additional form of training is associated with a $37k increase in revenue)
Correlations »
• The quality of IT systems in place is key to driving the number of major gifts received
Correlations »
• The quality of IT systems in place is key to driving the number of major gifts received
• Organizations whose boards and volunteers play an active role are more successful in major gift fundraising
Correlations »
• The quality of IT systems in place is key to driving the number of major gifts received
• Organizations whose boards and volunteers play an active role are more successful in major gift fundraising
• Individuals with longer tenure tend to be more successful in major gift fundraising
10 Recommendations
Acknowledgement segmenting »
2. Prospect Research »
5 best indicators »
5 best indicators »
1. Previous Giving To Your Nonprofit
https://bloomerang.co/blog/5-indicators-for-identifying-the-best-potential-donors
5 best indicators »
1. Previous Giving To Your Nonprofit
2. Giving to Other Nonprofits
https://bloomerang.co/blog/5-indicators-for-identifying-the-best-potential-donors
5 best indicators »
1. Previous Giving To Your Nonprofit
2. Giving to Other Nonprofits3. Participation as a
Foundation Trustee
https://bloomerang.co/blog/5-indicators-for-identifying-the-best-potential-donors
5 best indicators »
1. Previous Giving To Your Nonprofit
2. Giving to Other Nonprofits3. Participation as a
Foundation Trustee4. Federal Political Giving
https://bloomerang.co/blog/5-indicators-for-identifying-the-best-potential-donors
5 best indicators »
1. Previous Giving To Your Nonprofit
2. Giving to Other Nonprofits3. Participation as a
Foundation Trustee4. Federal Political Giving5. Real Estate Ownership
https://bloomerang.co/blog/5-indicators-for-identifying-the-best-potential-donors
3. Tenure »
4. Training »
Development ActivityPercent
Online training tools/webinars 56.4Ad hoc or occasional training 54.5Mentoring by a member of your organization’s team 25.3Mentoring by an external consultant or fundraiser 22.4
https://bloomerang.co/resources/webinars
What has your experience been?
5. Education »
6. Donor-Centered Culture »
https://bloomerang.co/blog/5-ways-organizational-culture-impacts-fundraising
Developmental Team Meetings »
• What did we do this week to raise more major gifts?
• What will we do next week to raise more major gifts?
7. IT Systems »
8. Volunteer Engagement »
https://bloomerang.co/blog/category/volunteerism
How does your organization engage volunteers?
9. Board Engagement »
https://bloomerang.co/blog/infographic-the-2014-nonprofit-board-survey/
Do your board members actively fundraise for your organization?
• Yes (all) 4%• Yes (most) 26%• Yes (a few) 52%• No: 18%
https://bloomerang.co/blog/category/nonprofit-boards/
1. Proper board recruitment2. Proper board orientation3. Strategic discussion in every meeting4. Utilize former board members
4 Steps to Board Engagement »
10. Metrics »
• Dollars raised• New gifts• Donor engagement or commitment• Average gift size • Solicitations made• Success rate in solicitations• Meetings attended w/ prospects• Donor satisfaction• Return on investment (in past year)• Personalized gift proposals made
Can small and mid-sized nonprofits really raise
major gifts?
Can small and mid-sized nonprofits really raise
major gifts?
YES!
MasteringMajorGifts.com/Report
Executive Summary And Full Report »
Free Educational Resources »
https://bloomerang.co/resources
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