Snag 'Em for Life, Tag 'Em in eTapestry

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bbcon 2013

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Snag 'Em for Life, Tag 'Em in eTapestry

  1. 1. 10/7/2013 #bbcon 1 Snag ‘Em for Life Building and Managing a Major Gift Program in eTapestry PRESENTED BY PAM DECHERT,CFRE SENIOR CONSULTANT
  2. 2. 10/7/2013 #bbcon 2 TODAY’S SESSION WILL COVER:  The importance of annual giving to creating and sustain a major gift program  Discuss giving trends and how they affect your major gift program  What tools in eTapestry can be used to identify good major gift prospects  What tools in eTapestry can be used to manage and run a major gift program
  3. 3. 10/7/2013 #bbcon 3 ANNUAL GIVING – WHERE IT ALL BEGINS • New donors start out by giving to your annual fund • It is the beginning of donor loyalty (or not) • It reaches the largest group of individuals • New donors and multi year donors will increase overall fundraising How is giving?
  4. 4. 10/7/2013 #bbcon 4 2012 CHARITABLE GIVING TRENDS
  5. 5. 10/7/2013 #bbcon 5 WHERE IS IT COMING FROM?
  6. 6. 10/7/2013 #bbcon 6 BABY BOOMERS DOMINATE
  7. 7. 10/7/2013 #bbcon 7 BABY BOOMERS DOMINATE
  8. 8. 10/7/2013 #bbcon 8 MULTI CHANNEL AND MULTI GENERATIONAL IS THE NEW NORM…BUT
  9. 9. 10/7/2013 #bbcon 9 HOW MUCH DO THEY GIVE TO THEIR TOP CHARITY?
  10. 10. 10/7/2013 #bbcon 10 WHAT DOES THIS MEAN FOR A MAJOR GIFT PROGRAM?
  11. 11. 10/7/2013 #bbcon 11 HOW DOES YOUR MAJOR GIFT PROGRAM STACK UP? Isn’t a ‘magic ask amount formula’ May not be the same for each donor Mean gift by age vs. your mean gift? What is your organizations average gift? What are the top gifts to your organization? 2 and 10 x’s the normal Needs Lifestyle Engagement Ask/Prospect Research/Data Model • WHAT IS A MAJOR GIFT TO YOU? • ARE YOU STRATEGICALLY USING THE ANNUAL FUND TO GROW MAJOR GIFTS? • ARE WE FOCUSING ON THE RIGHT PEOPLE?
  12. 12. 10/7/2013 #bbcon 12 • Boomers, Matures • Annual recurring gift donors • Regular yearly or monthly donors by check, credit card, direct mail or bank draft/EFT • Anniversary givers (same time each month or year) • Board members, committee members, regular participants, passionate volunteers WHO MAKES A GOOD MAJOR GIFT PROSPECT?
  13. 13. 10/7/2013 #bbcon 13 • Campaign Analysis • Recurring Gift Donors • Birthdates • Lifetime Givers • Consecutive Givers • Volunteers, Board Members • Use the Giving History Widget • Donor Renewal Rates • Giving Dynamics • Top Donor Eliminate and tweak list based on ages, how they give, involvement, rating/screening etc. - Remove businesses, foundations, transactional donors, what else? FIND THEM IN ETAPESTRY
  14. 14. 10/7/2013 #bbcon 14 • Campaign Analysis Report: Helps to set major gift amounts and how many prospects you need. FIND THEM IN ETAPESTRY
  15. 15. 10/7/2013 #bbcon 15 FIND THEM IN ETAPESTRY
  16. 16. 10/7/2013 #bbcon 16 • Consecutive Months and Consecutive Years Reports: Helps you find those regular, loyal donors FIND THEM IN ETAPESTRY
  17. 17. 10/7/2013 #bbcon 17 FIND THEM IN ETAPESTRY Recurring Gift and Top Donor: Helps you find regular donors and mid/lower end ‘top donors’ to campaigns
  18. 18. 10/7/2013 #bbcon 18 TARGET ANALYTICS
  19. 19. 10/7/2013 #bbcon 19 OTHER BLACKBAUD RESOURCES Blackbaud and Target Analytics offer unparalleled access to the world’s largest searchable database of charitable donations. With more than 60 million records, NOZA provides the most comprehensive and up-to-date source of charitable giving data available anywhere.
  20. 20. 10/7/2013 #bbcon 20 • Echelon Power Segments • Income 360 OTHER BLACKBAUD RESOURCES
  21. 21. 10/7/2013 #bbcon 21 WE’VE IDENTIFIED OUR TOP PROSPECTS • Use eTapestry as the CRM it is.Don’t keep it in your head! • Correct biographical, address information • Do we have good information about birthday, work, family • Google Alerts • User Relationship(s) in eTapestry • Who knows them? • Do board and staff rate and screen? • Use Account Summary to review donors, rate/screen and build a strong donor profile! Do you have a good profile of each?
  22. 22. 10/7/2013 #bbcon 22 TAG ‘EM – CREATE A GREAT PROFILE!
  23. 23. 10/7/2013 #bbcon 23 FIND ‘EM AND RATE/SCREEN IN ETAPESTRY RATE AND SCREEN USING FOR IMPACT FIELDS – DOWNLOAD THESE FIELDS TO RATE/SCREEN PROSPECTS WITH STAFF/BOARD IN ORDER TO GET A QUALIFIED PROSPECT INDEX AND CREATE A MASTER PROSPECT LIST! For Impact Field Description Capacity An estimate of the constituent's ability to make a transformational gift to your organization. The definition of a transformational gift depends on the level that your organization considers a major gift. Relationship Your perception of how closely- affiliated this constituent is with your organization. Timing How good the timing might be to solicit a gift. Giving History A measurement of what the constituent has demonstrated in the past to your organization. Multiple gifts or a very large one-time gift would normally rank someone higher on this value. Philanthropic History A measurement of the constituent's interest and propensity to support philanthropic causes in general. For major prospects, you can often find information on past giving in the local community foundation annual report.
  24. 24. 10/7/2013 #bbcon 24 CREATE A MAJOR GIFT MASTER CONTACT FOR YOUR PROSPECTS
  25. 25. 10/7/2013 #bbcon 25 DOWNLOAD FOR IMPACT & MAJOR GIFTS FIELDS
  26. 26. 10/7/2013 #bbcon 26 MAJOR GIFT UDF SET HERE’S WHAT TO START WITH: ADD/EDIT AS YOU LIKE TO FIT YOUR NEEDS
  27. 27. 10/7/2013 #bbcon 27 BUILD MAJOR GIFT TRACKING YOUR WAY • Use as many or as few you want • Change to fit your program, wording • Add your own steps, cultivation dates
  28. 28. 10/7/2013 #bbcon 28 EACH PROSPECT GETS: • One at a time or use Mass Update (with a custom account query) to Mass create your master contacts for the year A MAJOR GIFT MASTER CONTACT ON THE JOURNAL
  29. 29. 10/7/2013 #bbcon 29 KEEP TRACK OF THE PROGRESS BY UPDATING THIS MASTER CONTACT EVERY TIME THE RELATIONSHIP ADVANCES
  30. 30. 10/7/2013 #bbcon 30 RECORD OTHER CONTACTS AS WELL ANY OTHER PHONE CALL, EMAIL, VISIT, MAILING GOES ON THE JOURNAL. IF IT IS A MAJOR GIFT CONTACT, MARK IT
  31. 31. 10/7/2013 #bbcon 31 KEEP UPDATING THE MASTER CONTACT UNTIL YOU GET THE GIFT OR NOT – CLOSE THE LOOP. ADD THE GIFT/PLEDGE AS WELL
  32. 32. 10/7/2013 #bbcon 32 DON’T IGNORE STEWARDSHIP • Build in the dates for you to: • Write a handwritten thank you • Have you or board chair, ED call to thank • Letter, email within the next 90, 120, 180 days • How important their gift was and how it is being used • Organization news and updates • Acknowledge them: birthday, promotion etc. • Fun stuff! ADD PLAN TO COMMUNICATE AND THANK THEM
  33. 33. 10/7/2013 #bbcon 33 MEASURE RESULTS/PROGRESS MAJOR GIFT QUERIES
  34. 34. 10/7/2013 #bbcon 34 BUILT IN REPORTS
  35. 35. 10/7/2013 #bbcon 35 MAJOR GIFT QUERIES AND REPORTS • All major gift fields are on the contact method, so its easy to add and build your own! BUILT IN QUERIES ARE JUST A START
  36. 36. 10/7/2013 #bbcon 36 DO MORE! • Favorites on your Dashboard! • Auto deliver & scheduled USE YOUR DASHBOARD, BUILD YOUR PROFILE, TAKE A FEW HOURS A WEEK
  37. 37. 10/7/2013 #bbcon 37 USE REPORTING TO CUSTOMIZE SUMMARY FIELDS, SORTING TO CREATE MORE MAJOR GIFT REPORTS
  38. 38. 10/7/2013 #bbcon 38 CIRCLE BACK TO SNAG ‘EM • Building annual fund with a focus on building donor loyalty • Paying attention to multi- channel but don’t lose sight of your prime major gift prospects that come from direct mail, annual fund and personal relationships • Thinking about how much time you are investing in your key major gift prospects • Identify your major gift prospects with tools built into etapestry, offered by Blackbaud and through your own staff/board identification • Build good profiles, know them and get to know them • Make a master major gift plan for each and execute using eTapestry as the primary CRM tool • Using our Major Gift tools to start, build and grow your own Major Gift program IT ALL STARTS WITH:
  39. 39. 10/7/2013 #bbcon 39 TWEET ABOUT YOUR SESSION #ETAPSNAGEMFORLIFE #ETAPMAJORGIFTSROCK

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