4 Steps to Turn 4 Da Data Into Do Dollars Wednesday, June 15, - PowerPoint PPT Presentation

4 Steps to Turn 4 Da Data Into Do Dollars Wednesday, June 15, 2016 12:00 pm CST Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

Who We Ar Wh Are Laura Ford Judy Gadiel Senior Associate Consultant Senior Consultant Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

Introductio In ion • Relationship-based Fundraising – an overview • Building Constituent Profiles • Effectively Using your Data • Analyzing and Evaluating Success Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

Glossary: Gl • Constituent – anyone in the database • Donor – anyone who has made a donation • Prospect – anyone you’d like to turn into a donor • Contact – a touch point with a constituent Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

STEP 1 ST 1 Relationship-based Fundraising Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

Relationship-ba Re based d Fu Fundraising (vs. Transaction (v onal) • Identifying those with the financial capacity to make a contribution is one thing • Finding the ones who believe in what you do and trust your leadership is another Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

Relationship Based Fundraising Re (v (vs. Transaction onal) Objective: • Find people who believe in what you do, engage them in your efforts, and build a lasting relationship Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

The Life Cycle of a Donor Th Identify Solicit Solicit Cultivate Steward Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

Moves Ma Mo Management A series of contacts over time that aim to move the prospect from awareness to commitment Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

Cultivation & Stewardship Cu !Individual!Cultivation!Plan!.!Solicitor!Name:_____________________ Opportunities!for!Engagement Prospects Adam!and!Lisa! Sarah!Wells Klein Mr.!Redd Take!out!for!coffee Include!personal!note!with! newsletter Invite!to!tour!space!and!meet! staff Write!personal!note!in!event! invitation! Invite!to!event!as!your!guest! Email!client!story!and!picture! Send!birthday!card Set.up!meeting!with!ED! Invite!to!join!committee Invite!to!parlor!meeting Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

Personalize Pe ze • Personalize, personalize, and personalize! Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

Personalize Pe ze Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

Personalize Pe ze • Personalize, personalize, and personalize! • Personal hand written notes Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

Personalize Pe ze Karla, Sam, I hope you will join me in It was great to see you and Steve at supporting IMD Guest House the Open House. I hope you will again this year. Your support both join me in supporting IMD means the world to us! Guest House with a donation this year. Warmly, Julie Best, Evan Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

Personalize Pe ze • Personalize, personalize, and personalize! • Personalize hand written notes • Personalize collateral materials Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

Personalize Pe ze The image part with relationship ID rId3 was not found in the file. Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

Segmentation Se on •By constituent group •By generation •By giving level Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

STEP 2 ST Building Constituent Profiles Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

Getting to Know Your Donor Ge Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

The Basics Th Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

Other Data to Collect: Ot Constituent Type Co Alumni Legacy Prospect Donor Database Deceased Volunteer Board Member Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

Other Data to Collect: Ot Co Contact Preferences ü Do Not Mail: ____________ ü Preferred Email: _________ ü Preferred Phone:_________ ü No Phone Calls:__________ ü Text Messages:___________ ü In Person Visits:__________ Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

STEP 3 ST 3 Effectively Using Your Data Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

Why Data Management Matters Wh • Prepare your leadership Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

Prepare Your Leadership Pr Leadership Contact: Laura Ford Anthony (Tony) Soprano • President of The Sopranos LLC • Lives in New Jersey • Spouse is Carmela – it was her birthday last month, daughter Meadow is starting college this year • The Sopranos were title sponsors of the 2016 annual gala • Last Gift: $1,000,000 for capital campaign • Ask amount for annual: $100,000 • Last meeting notes: Laura Ford, 6/13/16 Had coffee with Tony and discussed the need for funds to bring an Italian cohort to the United States for a cultural exchange and musical tour. He was interested but would like to know more about where the kids will come from and the itinerary when they are here Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

Why Data Management Matters Wh • Prepare your leadership • Professionalism • Efficient information sharing • External perception Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

Professionalism Pr Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

Why Data Management Matters Wh • Prepare your leadership • Professionalism • Efficient information sharing • External perception • Close the circle Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

Close the Ci Cl Circle: Reporting Ba Back Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

Create a handbook: Policies Procedures Glossary Allocate a database manager: 1 person responsible for data entry Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

STEP 4 ST 4 Analyzing and Evaluating Success Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

Monitor Mo r Activity FY14 Department Activity Overview FY14 Gifts Goal Actual Achieved goal? 43 Major donors 45 FALSE 216 Low-level donors 216 TRUE 17 Corporations 28 FALSE 10 Foundations 22 FALSE FY14 Activity Overview FY14 Goal Actual Variance Total Calls 1065 762 -303 Total Meetings 240 207 -33 Major gift asks 80 50 -30 Major Gifts 45 43 Low-level asks - - - Low-level gifts 216 216 0 Corporate asks 49 26 -23 Corporate gifts 28 17 -11 Foundation asks 34 14 -20 Foundation gifts 22 10 -12 Total Asks 163 90 -73 Total Gifts 95 70 -25 Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar

Monitor Mo r Financials e.g. Tickets e.g. Spring e.g. Auction Benefit e.g. Event e.g. Fall e.g. Raffle Benefit e.g. Annual e.g. Letter Campaign e.g. End of e.g. E-blast Year Appeal e.g. Direct Mail e.g. Spring e.g. Personal Appeal Ask Get Social! The image part with relationship www.frontstream.com @FrontStream| @GivingTreeAssoc | #FSwebinar