Fundraising Effectiveness Project (FEP)




   Monitoring Fundraising Effectiveness

   Charleston Animal Society




    ...
Fundraising Effectiveness Project (FEP)


Session Goals

1. Introduce the Fundraising Effectiveness Project (FEP) concepts...
Fundraising Effectiveness Project (FEP)


Our Presenters

                          Jim Bush, CFRE
                       ...
Fundraising Effectiveness Project (FEP)




           Fundraising Effectiveness Project




Jeff M. Terry | Page #4      ...
Fundraising Effectiveness Project (FEP)


The AFP’s “Fundraising Effectiveness Project”
What Is It?
  A project launched i...
Fundraising Effectiveness Project (FEP)



Per AFP:

      “Growth in giving is increased both by
       maximizing gains ...
Fundraising Effectiveness Project (FEP)




                          Contributors of Value
                              ...
Fundraising Effectiveness Project (FEP)



Aggregate Results – 1400 non profits in 2007-2008




       On average, for ev...
Fundraising Effectiveness Project (FEP)



Aggregate Results – 1400 non profits in 2007-2008




Jeff M. Terry | Page #9  ...
Fundraising Effectiveness Project (FEP)



Aggregate Results – 1400 non profits in 2007-2008



      Gain
     Ratios



...
Fundraising Effectiveness Project (FEP)



Aggregate Results – 1400 non profits in 2007-2008



      Loss
     Ratios



...
Fundraising Effectiveness Project (FEP)


How To Get Your Organization’s FEP Data

       The Raiser’s Edge:
         • Pl...
Fundraising Effectiveness Project (FEP)




     Fund Raising Effectiveness for Charleston Animal Society




     Compari...
Fundraising Effectiveness Project (FEP)


 CY ‘07 & ’08 - All Giving



GAINS



LOSSES




 Jeff M. Terry | Page #14     ...
Fundraising Effectiveness Project (FEP)


 CY ‘07 & ’08 - Individual Giving



GAINS



LOSSES




 Jeff M. Terry | Page #...
Fundraising Effectiveness Project (FEP)


Peer Comparison – Average Giving per Donor




Jeff M. Terry | Page #16         ...
Fundraising Effectiveness Project (FEP)


Peer Comparison - Donor Retention




Jeff M. Terry | Page #17                  ...
Fundraising Effectiveness Project (FEP)


Peer Comparison - Donor Retention




The 25% best run organizations substantial...
Fundraising Effectiveness Project (FEP)


Three Year Trending – CAS All Giving


                                         ...
Fundraising Effectiveness Project (FEP)


The Data Tells Us
           Strong growth in # of new donors
           Average...
Fundraising Effectiveness Project (FEP)




           What if scenarios




Jeff M. Terry | Page #21                     ...
Fundraising Effectiveness Project (FEP)


What if…
Scenario 1:
  Increase new donor acquisition by 10%
  All other variabl...
Fundraising Effectiveness Project (FEP)


What if…
Scenario 2:
  Increase retention by 10% (to 47% - still below top
  per...
Fundraising Effectiveness Project (FEP)


What if…
Scenario 3:
  Increase retention by 10%
  Increase average gift amount ...
Fundraising Effectiveness Project (FEP)


Enough Analysis…What is CAS Going to Do?

       Continue to aggressively acquir...
Fundraising Effectiveness Project (FEP)


Enough Analysis…What is CAS Going to Do?

       Reactivate past donors via SYBU...
Fundraising Effectiveness Project (FEP)


Enough Analysis…What is CAS Going to Do?

       Talk to donors where they are
 ...
Fundraising Effectiveness Project (FEP)




          Follow Up

          o Jim Bush –    @TopDogCAS
          jbush@char...
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Charleston Animal Society Fundraising Effectiveness Webinar

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Jim Bush, ED of the Charleston Animal co-presented with Blackbaud a fundraising effectiveness session using the AFP's methodology.

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Charleston Animal Society Fundraising Effectiveness Webinar

  1. 1. Fundraising Effectiveness Project (FEP) Monitoring Fundraising Effectiveness Charleston Animal Society September 1, 2009 Jeff M. Terry | Page #1 © 2008 Blackbaud
  2. 2. Fundraising Effectiveness Project (FEP) Session Goals 1. Introduce the Fundraising Effectiveness Project (FEP) concepts and tools 2. Share analysis completed on Charleston Animal Society - Year over year - Compared to peers 3. Discuss how CAS makes this data actionable - What if scenarios Jeff M. Terry | Page #2 © 2008 Blackbaud
  3. 3. Fundraising Effectiveness Project (FEP) Our Presenters Jim Bush, CFRE Executive Director of Charleston Animal Society @TopDogCAS Charelston Animal Society Jim Bush Jeff Terry Manager of National Accounts - Blackbaud @JT_on_DI Blackbaud Jeff M. Terry | Page #3 © 2008 Blackbaud
  4. 4. Fundraising Effectiveness Project (FEP) Fundraising Effectiveness Project Jeff M. Terry | Page #4 © 2008 Blackbaud
  5. 5. Fundraising Effectiveness Project (FEP) The AFP’s “Fundraising Effectiveness Project” What Is It? A project launched in 2005 by the AFP and The Urban Institute Measure & understand growth or losses in annual giving Comparable growth data with other nonprofits Analysis - better understand where to focus your resources and efforts 1400 non profit participants & $4 billion in gifts analyzed since 2005 Key finding from AFP: Retention is King Jeff M. Terry | Page #5 © 2008 Blackbaud
  6. 6. Fundraising Effectiveness Project (FEP) Per AFP: “Growth in giving is increased both by maximizing gains and minimizing losses. Management and boards need to know this to make intelligent, informed, growth-oriented planning and budgetary decisions.” Jeff M. Terry | Page #6 © 2008 Blackbaud
  7. 7. Fundraising Effectiveness Project (FEP) Contributors of Value GAINS Detractors of Value LOSSES Jeff M. Terry | Page #7 © 2008 Blackbaud
  8. 8. Fundraising Effectiveness Project (FEP) Aggregate Results – 1400 non profits in 2007-2008 On average, for every $1 that participating organizations raised in new gift dollars in 2008, more than $1 was lost through donor attrition Jeff M. Terry | Page #8 © 2008 Blackbaud
  9. 9. Fundraising Effectiveness Project (FEP) Aggregate Results – 1400 non profits in 2007-2008 Jeff M. Terry | Page #9 © 2008 Blackbaud
  10. 10. Fundraising Effectiveness Project (FEP) Aggregate Results – 1400 non profits in 2007-2008 Gain Ratios Huge variance in performance when comparing best in class to others Jeff M. Terry | Page #10 © 2008 Blackbaud
  11. 11. Fundraising Effectiveness Project (FEP) Aggregate Results – 1400 non profits in 2007-2008 Loss Ratios Huge variance in performance when comparing best in class to others Jeff M. Terry | Page #11 © 2008 Blackbaud
  12. 12. Fundraising Effectiveness Project (FEP) How To Get Your Organization’s FEP Data The Raiser’s Edge: • Plug-Ins Section of RE, then click on link for ‘Fundraising Effectiveness Report’ • Contact your Account Manager if you’d like the type of analysis we did with CAS Other systems: • Contact your vendor Jeff M. Terry | Page #12 © 2008 Blackbaud
  13. 13. Fundraising Effectiveness Project (FEP) Fund Raising Effectiveness for Charleston Animal Society Comparing gains & losses in periods 05-06, 06-07 & 07-08 using the FEP report tools Comparative data from 1400 non profits Jeff M. Terry | Page #13 © 2008 Blackbaud
  14. 14. Fundraising Effectiveness Project (FEP) CY ‘07 & ’08 - All Giving GAINS LOSSES Jeff M. Terry | Page #14 © 2008 Blackbaud
  15. 15. Fundraising Effectiveness Project (FEP) CY ‘07 & ’08 - Individual Giving GAINS LOSSES Jeff M. Terry | Page #15 © 2008 Blackbaud
  16. 16. Fundraising Effectiveness Project (FEP) Peer Comparison – Average Giving per Donor Jeff M. Terry | Page #16 © 2008 Blackbaud
  17. 17. Fundraising Effectiveness Project (FEP) Peer Comparison - Donor Retention Jeff M. Terry | Page #17 © 2008 Blackbaud
  18. 18. Fundraising Effectiveness Project (FEP) Peer Comparison - Donor Retention The 25% best run organizations substantially out performed the norm Source: Target 2008 Index on direct marketing giving. Over the twelve months ending December 2008, the Index evaluated transactions from 70 of the largest nonprofits in the United States, including over 35 million donors and more than 64 million gifts totaling over $1.8 billion in revenue. Individual gifts over $5000 are excluded. Jeff M. Terry | Page #18 © 2008 Blackbaud
  19. 19. Fundraising Effectiveness Project (FEP) Three Year Trending – CAS All Giving Retained donors gave 3X the amount of a 1st time donor Jeff M. Terry | Page #19 © 2008 Blackbaud
  20. 20. Fundraising Effectiveness Project (FEP) The Data Tells Us Strong growth in # of new donors Average gift amount slightly better than peer average Upgrades outpacing downgrades Retained donors are 3X more valuable than 1st time donors Retention significantly below peers Average gift amount for new & retained donors significantly below peers Jeff M. Terry | Page #20 © 2008 Blackbaud
  21. 21. Fundraising Effectiveness Project (FEP) What if scenarios Jeff M. Terry | Page #21 © 2008 Blackbaud
  22. 22. Fundraising Effectiveness Project (FEP) What if… Scenario 1: Increase new donor acquisition by 10% All other variables remain static Jeff M. Terry | Page #22 © 2008 Blackbaud
  23. 23. Fundraising Effectiveness Project (FEP) What if… Scenario 2: Increase retention by 10% (to 47% - still below top performing peers) All other variables remain static Jeff M. Terry | Page #23 © 2008 Blackbaud
  24. 24. Fundraising Effectiveness Project (FEP) What if… Scenario 3: Increase retention by 10% Increase average gift amount by 10% All other variables remain static Jeff M. Terry | Page #24 © 2008 Blackbaud
  25. 25. Fundraising Effectiveness Project (FEP) Enough Analysis…What is CAS Going to Do? Continue to aggressively acquire new donors 1. Everything goes into Raiser’s Edge • Event attendees • Adopters • Email subscribers • Volunteers • Class/education participants 2. Moves management applied to all of the above to engage & retain Jeff M. Terry | Page #25 © 2008 Blackbaud
  26. 26. Fundraising Effectiveness Project (FEP) Enough Analysis…What is CAS Going to Do? Reactivate past donors via SYBUNT & LYBUNT campaigns. These are the lowest hanging fruit for annual giving • Recognition by giving levels • Stewardship packages by giving level & giving type Jeff M. Terry | Page #26 © 2008 Blackbaud
  27. 27. Fundraising Effectiveness Project (FEP) Enough Analysis…What is CAS Going to Do? Talk to donors where they are • Online • E-communication strategy • New website • Facebook presence • Twitter activity • Blog • E-Newsletter • Offline • Face to face • Direct mail • Newsletter (hardcopy) Jeff M. Terry | Page #27 © 2008 Blackbaud
  28. 28. Fundraising Effectiveness Project (FEP) Follow Up o Jim Bush – @TopDogCAS jbush@charlestonanimalsociety.org oJeff Terry – @JT_on_DI jeffrey.terry@blackbaud.com o AFP FEP Overview – www.afpnet.org Jeff M. Terry | Page #28 © 2008 Blackbaud
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