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Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.
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Is the Check Still in the Mail? Fundraising Best Practices for 2013 and Beyond.

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It’s here . . . the fourth quarter of 2012, when the majority of funds will come in for nonprofits. Will the check still be in the mail? Or will it be online? …

It’s here . . . the fourth quarter of 2012, when the majority of funds will come in for nonprofits. Will the check still be in the mail? Or will it be online?

You still have time to maximize giving for 2012, and CEO Chip Grizzard will tell you how in this webinar. Chip will present updated fundraising best practices for 2012, and trends for beyond.

Presented by: Chip Grizzard, CEO of Grizzard Communications Group

Published in: Education, Technology, Business
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  • 1. Is  The  Check  Still  In  The  Mail?  Fundraising  Best  Prac0ces  for  2012  and  Beyond   Chip  Grizzard   September,  2012   Join  the  Conversa.on  on  Twi1er!              #fgwebinars  
  • 2. How this webinar works •  A link to the slides and a recording will be sent after the webinar •  Ask your questions during the webinar by typing them in the Question box on the right side of your screen •  Use the hashtag #fgwebinars to tweet about this webinar @Firstgiving
  • 3. What is FirstGiving? Peer-to-Peer Fundraising Pages Online Direct Donations and Event Registration Personal Support for your nonprofit, donors, and fundraisers Easy, tested, and secure transaction processes for the donor
  • 4. Thanks  for  joining  us  today!  Chip  Grizzard  CEO  chip@grizzard.com  @chipgrizzard  678.427.9716  www.grizzard.com  
  • 5. Grizzard  Communications  Group   •  Partnerships  with  more  than  1,400  nonprofits  in   North  America     •  Raised  $4  billion       •  200  associates  na0onwide   •  We  help  clients  improve  results  by  building   passionate  and  loyal  donors.    We  do  that  through   beWer  messaging,  digital  integra0on,  and  mul0-­‐ channel  fundraising  strategies   6  
  • 6. Offline  Revenue  Trend    $350      $300    In  billions    $250      $200      $150      $100      $50      $-­‐         2001   2002   2003   2004   2005   2006   2007   2008   2009   2010   Online  Revenue  Trend   25   20   In  billions   15   10   5   0   2001   2002   2003   2004   2005   2006   2007   2008   2009   2010   8  
  • 7. What  Does  the  Future  Hold?   Nega0ve  Trends   Posi0ve  Trends   •  Response  rates     •  More  people  in  the     are  declining     giving  age  groups   •  Compe00on  is  increasing   •  They  have  more  money   •  Costs  are  increasing   •  Overall  consumer   confidence  is  high   •  Donor  confidence     is  eroding   •  Total  giving  is  up   •  Acquisi0on  of  new  donors   •  Average  gibs  are  up   gets  harder  and     more  expensive  
  • 8. “Theres  just  not  that  many  videos        I  want  to  watch.”      Steve  Chen,  Co-­‐Founder  YouTube  
  • 9. “Apple  is  dead.”        Nathan  Myhrvold,  former  CTO  of  Microsob      
  • 10. Neglix  vs.  Blockbuster  (2004  -­‐2010)   $6  Billion   $4  Billion   $2  Billion   $2.2  Billion   $0   bankrupt   2004   2005   2006   2007   2008   2009   2010  
  • 11. CHANGING  LANDSCAPE   13  
  • 12. Characteris0cs  of  Boomers  •  They  want  control  over  what  their  giving  does    •  They  give  larger  amounts  less  frequently  and  to  fewer  chari0es   than  older  donors      •  They  are  slightly  less  responsive  to  direct  mail,  which  means  we   need  to  get  our  act  together  online    •  They  cross  channel  lines       14  
  • 13. Five-­‐Year  Overall  Index  New  Donor  Trends   Cumula0ve  Rolling  12-­‐Month  Median  Change  from  Q3  2006  
  • 14.  Mail  Volumes  Shi6ing  to  a  Less   Profitable  Mix   16  
  • 15. 17  
  • 16. The  Digital  Connec0on  Senior Donors Funding Gap 2016 Boomer Donors 18  
  • 17. ACQUISITION   19  
  • 18. Short  Term  vs.  Long  Term  Strategy                Short  Term:    Long  Term:       Response   Rate   Poten0al   Average   Cost   Cul0va0on   Engagement   Gib   TRANSACTION   DONOR   FOCUS:   FOCUS:   point  of   life0me   acquisi0on   VS.     value   20  
  • 19. Actual  Long  Term  Value  5,000   $48.00   $327   $1,635,000   projected   projected  five  year   donors   ini0al   five  year  acquired   average  gib   revenue  per   revenue  from  all   donor   donors  acquired   21  
  • 20. 22  
  • 21. Ques0ons???   23  
  • 22. ENHANCE  QUALITY  OF  DONOR  RELATIONSHIPS  
  • 23. 25  
  • 24. 26  
  • 25. Timeliness  of  Thank  You’s  •  24  Hours    20%  Response  •  72  Hours    15%  Response  •  5  Days    7%  Response      •  7  Days    4%  Response  •  14  Days    1%  Response     27  
  • 26. 2011  Thank  You  Study  (Direct  Mail)  •  15  gibs  made  on  11/24/11  •  73%  sent  a  thank  you  •  Fastest  turnaround  –  6  days  •  Average  turnaround  –  6  weeks  •  3  name  changes  not  made  
  • 27. 2011  Thank  You  Study  (Online)  •  10  organiza0ons  supported  11/24/11  •  Average  clicks  to  donate  –  4  •  Most  clicks  to  donate  –  9  •  Duplicate  records  –  4  •  Emails  sent  since  gib     4    orgs.  sent  no  emails     1  org.  sent  11  emails     Average  –  3  emails    
  • 28. A  Personal  Message  from  Jimmy  Carter  
  • 29. Thank  You  Video  
  • 30. Hold  a  Donor  Conference  Call  •  5,097  calls  made  •  823  accepted  •  102  listened  for  en0re  25  minutes   34  
  • 31. IMPACT:          13.4%   Increase  in  Net  Revenue  over   next  6  months       35  
  • 32. Thank  You  Calls  Are  thank  you  calls  effec0ve:  •  Donors  will  give  40%  more  •  Reten0on  increases  by  20%  •  Average  gib  increases  by  20%     36  
  • 33. INTEGRATION  
  • 34. 32%  of  online  donors  switch  channels   and  give  offline  the  next  year     38  
  • 35. 39  
  • 36. The  Crea0ve   Space  Ad   Direct     Mail   FSI  and  Q-­‐zip   Landing  Page   Billboard   Banner  Ads   40  
  • 37. 41  
  • 38. Integrated  Engagement  Increases  Loyalty   New  Donor  Renewal   Donor  Value     Life0me   Rate   12  Months   Donor  Value   $694   +48%   +95%   +121%   $314   $187   50.9%   $96  34.4%  Legacy   Internet   Legacy   Internet   Legacy   Internet   Enabled   Enabled   Enabled  
  • 39. PLANNED  GIVING  
  • 40. Planned  Giving  Survey  Project   The  Texas  Division  ini0al  pilot  Survey  was   mailed  in  September/October  2010.     44  
  • 41. Planned  Giving  Survey  Project    •  3,983  responses  •  44  new  planned  gibs  iden0fied  -­‐  $13  million  •  Investment  -­‐  $83,593  
  • 42. Year-­‐End  Strategy  –    What  to  do  right  now!   46  
  • 43. 20%  of  Online  Giving  in  December   47  
  • 44. Engage  Website  Visitors  • Keep  Content  Fresh   • Simple/Effec0ve  Dona0on   Process  • Clear  call  to  ac0on   • Strong  Thank  You  Process  • Prominent  Donate  Now   BuWon   • Op0mize  for  Mobile  • Use  images/video  to  tell  a   • Improve  SEO   story   • Mul0ple  list  building  areas  • Include  address,  phone   (newsleWers,  alerts,   and  email  contact   pe00ons,  store,  etc)     informa0on        
  • 45. LYBUNT   3,095  Donors     $400,442   49  
  • 46. The  Match  Iden0fy  a  Matching  Gib  NOW     50  
  • 47. Video  Strategy  •  Videos  on  a  pace  to  account  for  half  of  all  web   traffic  by  2014.  •  Video  in  an  email  can  drive  a  24%  higher   average  gib.  •  Include  dona0on  and  registra0on  links  in   video.     51  
  • 48. SeaWle  Children’s  Hospital   52  
  • 49. “They  may  forget  what  you  said,  but  they  will  never  forget  how  you  made  them  feel."  
  • 50. THANK  YOU!  Chip  Grizzard  CEO  chip@grizzard.com   Oct.  30  Grizzard  Webinar:  @chipgrizzard   “Turning  Silver  into  Gold:  678.427.9716   Onboarding  New  Donors”  www.grizzard.com   Register  at  grizzard.com    
  • 51. Be a part of the FirstGiving Community Online Fundraising blog: http://blog.firstgiving.com Facebook: facebook.com/firstgiving Twitter: @firstgiving
  • 52. Interested in learning more about FirstGiving?Contact our Online Fundraising Consultants: Email: sales@firstgiving.com Telephone: 617-542-0010 x 4

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