MikeSource: 2011 donorCentrics Internet and Multichannel Giving Benchmarking Report
MikeA 360 degree view of the donor relationship and all activity improves understanding and enables excellent stewardshipAdd new donors to the prospect pool through improved integration with online and offline channels and by capturing program participantsExecute strategies informed by donor behavior to deliver the right message at the right time to the right personAmplify major, planned, and corporate alliances with research and moves management tools in the same solution
MikeImprove insight to into donor behaviors through research, giving trends and all interactions to effectively identify & leverage new fundraising opportunitiesStrategically design a full relationship path from acquisition through upgrades in involvement and givingMeasure and manage prospect pipelines with the ability to track time to identify, cultivate, solicit and land major and planned giftsPosition ADA with a solution that provides the ability to configure and tailor the system to meet evolving needs and opportunities as they arise
MikeDemographic information includes data such as… AgeGenderMarital statusAddress (City, ZIP)Education levelBusiness name/TitleInterests and other attributesBehavioral analysis can indicate a supporter’s likelihood to give. Areas to explore = Donation historyWhen, where, how much, how often?ParticipationVolunteerismChannels of engagementOnline? Offline? Both?Wealth indicates capacity
ChrisDashboards have brand new panels just for Giving ScoreThis panel gives you a breakdown of you Giving Score run. You can configure it to show which run you would like to see. It defaults to the last time the database was run.This panel shows you all your Giving Score Queries. You can access them and even add new queries right from here.This panel lets you breakdown your scored database by constituency. The example shows how all the Board Members are scored in the system. This panel too can be configured to accommodate any constituency the user wishes.
MikeWithin this list you can… Add/Remove single or groups of constituents to the listFilter the list using a specialized query UIChange a constituent's Giving ScoreAssign a constituent a solicitor Access each constituent’s Giving HistoryRun a constituent through WeathPoint or View their WealthPoint dataView/manage each constituent’s actionsView/manage each constituent’s notesOpen a constituent’s full record …without ever having to leave the listWhat you are looking at is a new pattern affectionately called the “list view” . The essence of it is: a list of individuals you can add and remove from at will. You can save it, name it, print it, export it and use it anywhere a query can be used in RE7 (e.g. reports, global changes, mailings, export, etc…)This feature makes the Giving Score unique to the standard “list view” pattern (which we’ll see a little later). This is a special set of filters that can applied to the list. We will preload some filters we think Major Gift Officers may like to start with such as Total Giving and Constituency Code. They will have the ability to Edit the parameters of the filter using the Edit link and if they need to Add or Remove filters themselves, they can click the respective button available to the right.Add to List allows the user to add either a single constituent to the list or a group of constituents to the list (based on a query). Remove from list does the exact same thing except removes from the list. Note: Lists automatically suppress duplicates, so no person can be added more than once to a list.4/5. These two areas work in tandem with each other. (4) This area is the lists of constituents that are in this Giving Score query. As you click on each row, you get a summary of information in the panel to the right (5). 6. Shows recent notes7. Shows recent actions8. Shows giving history
ChrisImprove fundraising initiative planning, design and monitoring through a single systemBetter enable corporate and foundation giving with the ability to roll up those entities to view an organization’s Better align constituent data and process to support world class major and gift planning programs
MikeThemes:Don’t be afraid to ask.Leverage all of the info you have in your database.
ChrisBlackbaud offers a mobile experience for both supporters/donors and staff.- Supporters/Donors access a mobile-optimized version of your website- Staff accessed an optimized version of The Raiser’s Edge on their mobile device.
ChrisData PortabilityOptimized presentation of constituent information for smartphoneUp-to-date information for constituent profiles—no more printing static copiesAccess recent gift dataNo more lugging around binders or laptopsAdd constituents as Favorites for offline access Leverage native smartphone functions like click-to-call, mapping, email, textEase of UpdateMeets users where they are used to workingAdd/edit notes and call reports on the road—right into the constituent recordComplete your assigned actions and add new actionsConstituent RecordEasy to read contact informationEmail, call or text right from the constituent recordSee Details, Giving, Notes, Actions, Relationships
MikeThe Raiser’s Edge(i) uses easy to use dashboards to tell you which efforts are working and which ones aren’t.The Raiser’s Edge(i) also comes with a library of pre-built analytical reports, queries and filters to let you drill-down into the details.
WHAT’S NEW FOR BLACKBAUD CANADA with guest speaker Michael Johnston Michael Beville Sr. Account Executive Chris Geady Sr. Solutions Consultant Craig White Director, Blackbaud Canada5/31/2012 The Raiser’s Edge(i) 1
THE IMPORTANCE OF MULTI-CHANNEL MARKETING • Donors acquired online who give through multiple channels are worth up to 3X more than those who give through a single channel $200 • Over a 4 year period… ALL $150 GIFTS • Donors acquired online give an average $128 • Donors acquired by mail give an average $63 WEB ONLY $100 • Donors acquired online but also give offline donate on average $197 ALL $50 MAIL GIFTS ONLY $0 Acquired Online Acquired by Mail Details at: https://www.blackbaud.com/files/resources/downloads/WhitePaper_MultiChannelGivingAnalysis.pdf5/31/2012 3
A SUCCESSFUL MULTI-CHANNEL APPROACH REQUIRES A FULLY INTEGRATED SOLUTION The Raiser’s Edge i Online Marketing and Engagement | Online Donations | Email | Targeted Content | Social Sharing| Real- Multi-channel Enables a time, seamless relationship holistic view of integration management supporters Constituent Relationship Management (CRM) | Direct Mail | Relationship Management |Prospect Identification | Moves Management |5/31/2012 4
A MULTI-CHANNEL EXAMPLE: ROOM TO READ5/31/2012 5
TYPES OF ANALYTICS Demographic Behavioural Wealth5/31/2012 7
ANALYTICS ENABLES YOU TO… • Know who you should be asking (and who you should not) • Gauge how much you should be asking for • Determine what type of gift you should be soliciting • Prescribe the appropriate channel for the ask5/31/2012 8
THE GIVING SCORE – SMART ANALYTICS IN THE RAISER’S EDGEHelps you raise more money by:• Giving you the power to target and identify your best supporters• Saving you time and money by knowing who to invest in and who not to invest in• Improving efficiency with managing your constituents in RE• Segmenting your constituents into four unique groups based on their likelihood & capacity to give a gift to your organization5/31/2012 9
TAKE A STEP FURTHER AND DRIVE OUTCOMES Communicate Reach More Increase Raise More More People Participation Money Effectively Direct Profile and Event Targeted Marketing Subscription Calendars and Donations Tools management Registrations Targeted and Membership Recurring Newsletters Conditional and Volunteer Giving Content Sign-up Advanced Blogs and Polls and Tribute and Segmentation Forums Surveys Memorial Gifts and Reporting5/31/2012 18
E M A I L M A R K E T I N G C A M PA I G N E X E C U T I O N Mail Landing Donation Template Page Form 5/31/2012 19
DONOR EXPERIENCE VS. STAFF PRODUCTIVITY5/31/2012 22
THE RAISER’S EDGE MOBILE APP – IN DETAIL5/31/2012 23
R E P O R T I N G A N D A N A LY S I S5/31/2012 24
MEASURE TO MANAGE IN THE RAISER’S EDGE(i) Measure Key Performance Indicators (KPIs) Specific to Your Organization” Seamless integration with Online Forms and Email Marketing tool Easily drill into details Dashboards designed for your needs Library of pre-built queries, filters and reports5/31/2012 25
BENCHMARK USING AFP’S FUNDRAISING EFFECTIVENESS PROJECT • Analyzes critical metrics to evaluate potential areas for sustainable fundraising improvement. - Benchmarked metrics against peer group. - Discussed best practices to improve fundraising performance. - Identified areas of improvement with highest impact.5/31/2012 26
FUNDRAISING EFFECTIVENESS PROJECT IN THE RAISER’S EDGE5/31/2012 27
AFP FUNDRAISING BENCHMARKS/TRENDS • Donor Retention (2010): - New donors: 27% - Repeat donors: 70% - Overall: 41% • Average Yearly Giving (2010): $1,089 per donor - Increase of 4.4% compared to 2007 • Average Donors per Organization (2010): 1,516 - Decrease of 4.1% compared to 2007 Details at: http://www.afpnet.org/files/ContentDocuments/FEP2011ReportSupplement-11-18-11.pdf5/31/2012 28
S A M P L E C U M U L AT I V E 5 Y E A R R O I $700,000 $521K $500,000 $326K $300,000 $173K $100,000 $57K Year1 Year2 Year3 Year4 Year5 -$23K-$100,000 Cumulative Investment Cumulative Additional Revenue Cumulative Net ROI5/31/2012 30