6/12/2019 Faster, Smarter, Stronger The Past, Present, and Future of Donor Intelligence Jay Frost The New Hampshire & Vermont Council of Charitable Gift Planners June 2019 Which superpower would you choose? The Good News 1
6/12/2019 The Hidden Crisis in Philanthropy: The Collapse of the Donor Colony Flat or Declining Retention Rates Declining % Who Give In 2014, the latest year for which data is available, 56% of American households made a charitable donation. In 2000, that number was 10 percentage points higher, according to the Indiana University Lilly Family School of Family. Sources: Fundraising Effectiveness Project; The Chronicle of Philanthropy How Is This Possible? • The top 1% are now worth about $30 trillion. • Roughly half of all charitable dollars in the U.S. come from the top 1%. • The top 0.1% are the main players making large gifts. Source: “Going Beyond Giving,” The Philanthropy Workshop Source: Techead.com 2
6/12/2019 Donor Intelligence 1.0 Personal Networks DONOR INTELLIGENCE 2.0 The Rise of Electronic Databases Volume Prospecting and Research through Batch Processing DONOR INTELLIGENCE 3.0 3
6/12/2019 A long, long time ago… What is Electronic Screening? • Electronic Screening : Research on individuals conducted in large batches in order to prioritize opportunities by capacity, affinity, or some other key characteristic(s). DONOR INTELLIGENCE 4.0 Artificial Intelligence 4
6/12/2019 AI is everywhere commercial • “Every donor is treated individually according to their preferences and past behavior.” • “Unlike predictive models, AI continues to learn and grow and with each donation the model is improving itself.” At Gravyty • Individualized content created through natural language processing • Proactive travel suggestions to drive development officers to the best opportunities • “Use technology to democratize fundraising process” 5
6/12/2019 But do you get the “feels”? Or is it all just a little creepy? Sympathy vs. Empathy 6
6/12/2019 PeaceTech Lab 20 Rediscovering Your Superpower 7
6/12/2019 Where I Discovered Our Superpower Getting Started • Two Pieces of Paper • Two Messages 6/11/19 24 8
6/12/2019 Listen to the World Listen to Your Brand Ambassadors Listen at Every Spoke in the Wheel Operations Research Events Engagement Institutional Sustaining Support Support Major & Planned Gifts 9
6/12/2019 Listen to Colleagues Listen to Your Partner 10
6/12/2019 “Listen earnestly to anything your children want to tell you, no matter what. If you don't listen eagerly to the little stuff when they are little, Listen to they won't tell you the big stuff Your when they are big, because to them all of it has always been big stuff.” Children - Catherine M. Wallace Listen to Yourself Let Me Jay Frost 571-426-6214 Hear Email: jay@frostonfundraising.com Website: www.frostonfundraising.com LinkedIn: Jay Frost From Twitter: @gordonjayfrost Facebook: Frost on Fundraising You 11
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