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8 Breakthrough Strategies Seminar

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St. Charles/St. Louis Online Fundraising Seminar

St. Charles/St. Louis Online Fundraising Seminar

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  • 1. 8 Breakthrough Strategies for the Next Decade of Fund Raising: An Executive Briefing Brooke Csukas Account Executive eTapestry is a Blackbaud Company
  • 2. What is our history? • Founded by former execs of Master Software • First “Software as a Service” solution for nonprofits in 1999 • 6,000 nonprofit clients around the world • Became part of Blackbaud-August 2007 eTapestry is a Blackbaud Company
  • 3. Agenda 1. Pure Fund Raising Tools • Matching Gifts • Recurring Gifts • Essentials for the “Ask” • For Impact Report • Segmentation 2. Relationship Building Tools • CRM • Email eTapestry is a Blackbaud Company
  • 4. Agenda (cont.) 1. Relationship Building Tools (cont) • Web 2.0 • Moves Management • eTap Mobile 2. Benchmark Reporting 3. Donor Loyalty 4. Community Building (Donor Login) 5. Web Site Optimization 6. Research/Analytics 7. API (Interface to the world outside) eTapestry is a Blackbaud Company
  • 5. “Today we have the chance to seize two hours which could have a major impact on monies raised for your mission!” Photo credit: Sorin Brinzei Jay Love CEO and Co-Founder of eTapestry eTapestry is a Blackbaud Company
  • 6. The Rules Still Apply (It’s all about relationships… not technology) eTapestry is a Blackbaud Company
  • 7. It is Now a New World Know the Difference eTapestry is a Blackbaud Company
  • 8. 1. Pure Fundraising Tools “Your database is like a septic tank. (Does that comparison bother you?) If it's working well, you barely give it much thought. But nobody likes getting into a septic tank. If your database is not well maintained, you're going to have a real mess on your hands. Keep it in working order.” Jerold Panas eTapestry is a Blackbaud Company
  • 9. 1. Pure Fundraising Tools: Matching Gifts  Quite Simply a Doubling of Donation Amounts!  Most Often Money that Falls Through the Cracks  Relationships, Relationships, Relationships  Leveraging Your Technology Investment eTapestry is a Blackbaud Company
  • 10. 1. Pure Fundraising Tools: Matching Gifts eTapestry is a Blackbaud Company
  • 11. 1. Pure Fundraising Tools: Matching Gifts eTapestry is a Blackbaud Company
  • 12. 1. Pure Fundraising Tools: Matching Gifts eTapestry is a Blackbaud Company
  • 13. 1. Pure Fundraising Tools: Matching Gifts eTapestry is a Blackbaud Company
  • 14. 1. Pure Fundraising Tools: Recurring Gifts  The Foundation of many Fundraising Programs  Key in ePhilanthropy Transactions  Constituents become Investors rather than Donors  Technology makes it Easy eTapestry is a Blackbaud Company
  • 15. eTapestry is a Blackbaud Company
  • 16. 1. Pure Fundraising Tools: Recurring Gifts eTapestry is a Blackbaud Company
  • 17. 1. Pure Fundraising Tools: Recurring Gifts eTapestry is a Blackbaud Company
  • 18. 1. Pure Fundraising Tools: Recurring Gifts eTapestry is a Blackbaud Company
  • 19. 1. Pure Fundraising Tools: Essentials of the Ask  It Must be Easy or it will not be Used!  “Home Page”  Investors in Your Mission  Relationship + Knowledge + Proven Plan = SUCCESS eTapestry is a Blackbaud Company
  • 20. 1. Pure Fundraising Tools: Essentials of the Ask eTapestry is a Blackbaud Company
  • 21. 1. Pure Fundraising Tools: Essentials of the Ask eTapestry is a Blackbaud Company
  • 22. 1. Pure Fundraising Tools: Essentials of the Ask eTapestry is a Blackbaud Company
  • 23. 1. Pure Fundraising Tools: For Impact Report  Based Upon Proven Results  So Simple Yet So Powerful  The Pareto Principle at it’s Best  A Report that Anyone and Everyone can use eTapestry is a Blackbaud Company
  • 24. 1. Pure Fundraising Tools: For Impact Report  Capacity to Give Score  Relationship to Your Organization Score  Timing Score  Past Giving to Your Organization Score  Past Philanthropic Giving Score eTapestry is a Blackbaud Company
  • 25. 1. Pure Fundraising Tools: For Impact Report eTapestry is a Blackbaud Company
  • 26. 1. Pure Fundraising Tools: For Impact Report eTapestry is a Blackbaud Company
  • 27. 1. Pure Fundraising Tools: For Impact Report eTapestry is a Blackbaud Company
  • 28. 1. Pure Fundraising Tools: Segmentation  Personalize Everything You Can  Let Technology do the Work for You  Queries can be Intuitive and Easy  Think with Building Blocks and Logic eTapestry is a Blackbaud Company
  • 29. 1. Pure Fundraising Tools: Segmentation eTapestry is a Blackbaud Company
  • 30. 1. Pure Fundraising Tools: Segmentation eTapestry is a Blackbaud Company
  • 31. 1. Pure Fundraising Tools: Segmentation eTapestry is a Blackbaud Company
  • 32. eTapestry is a Blackbaud Company
  • 33. 2. Relationship Building: Constituent Relationship Management (CRM)  Strong Relationships are from Knowing Important Details, Hopes and Dreams  Easily Supplement your Memory  Only Works if Used Daily by All  A Remarkable “Secret Weapon” for Fund Raising eTapestry is a Blackbaud Company
  • 34. 2. Relationship Building: Constituent Relationship Management (CRM) “If you want milk from a cow, you don’t send it a letter.” Si Seymour eTapestry is a Blackbaud Company
  • 35. 2. Relationship Building: Constituent Relationship Management (CRM) eTapestry is a Blackbaud Company
  • 36. 2. Relationship Building: Constituent Relationship Management (CRM) eTapestry is a Blackbaud Company
  • 37. 2. Relationship Building: Constituent Relationship Management (CRM) eTapestry is a Blackbaud Company
  • 38. 2. Relationship Building: Constituent Relationship Management (CRM) eTapestry is a Blackbaud Company
  • 39. 2. Relationship Building: eMail  The Foundation of the Communications Revolution  Expected by EVERY Generation Now  Use Properly or the Results are Worse than not  A Fraction of the Cost of Other Forms of Communication eTapestry is a Blackbaud Company
  • 40. 2. Relationship Building: eMail eTapestry is a Blackbaud Company
  • 41. 2. Relationship Building: eMail eTapestry is a Blackbaud Company
  • 42. 2. Relationship Building: eMail eTapestry is a Blackbaud Company
  • 43. 2. Relationship Building: eMail eTapestry is a Blackbaud Company
  • 44. 2. Relationship Building: eMail eTapestry is a Blackbaud Company
  • 45. 2. Relationship Building: eMail eTapestry is a Blackbaud Company
  • 46. 2. Relationship Building: eMail Email Key Functions Tracking: bounces, opens, click-throughs Subscription management: automated unsubscribe or opting out link eTapestry is a Blackbaud Company
  • 47. 2. Relationship Building: eMail Key Functions: Deliverability: Fulltime staff 24/7 monitoring blacklists, spam filtering and ISP standards Horsepower: Up to 300,000 emails per hour via a scheduler Spam analysis tools WYSIWYG editor eTapestry is a Blackbaud Company
  • 48. 2. Relationship Building: Web 2.0  You are NOW the Catalyst not the Originator  Where Thousands of New Relationships can Begin  Traffic you Always Dreamed of for your Web Site  Easier than you Think to Do eTapestry is a Blackbaud Company
  • 49. 2. Relationship Building: Web 2.0 Web 1.0 vs. Web 2.0 Web 1.0 refers to first generation Web-based content that was typically one-way static communication. Web 2.0 refers to second generation Web-based services that emphasizes two-way online collaboration and sharing among users. eTapestry is a Blackbaud Company
  • 50. 2. Relationship Building: Web 2.0 eTapestry is a Blackbaud Company
  • 51. 2. Relationship Building: Web 2.0 Web 1.0 vs. Web 2.0  Web 1.0 was about reading, Web 2.0 is about writing  Web 1.0 was about organizations, Web 2.0 is about communities  Web 1.0 was about home pages, Web 2.0 is about blogs  Web 1.0 was about portals, Web 2.0 is about RSS  Web 1.0 was about owning, Web 2.0 is about sharing Source: Joe Drumgoole, http://joedrumgoole.com/blog/2006/05/29/web-20-vs-web-10/ eTapestry is a Blackbaud Company
  • 52. 2. Relationship Building: Web 2.0 – Online Video Use Source: The Wall St. Journal , 2006 eTapestry is a Blackbaud Company
  • 53. 2. Relationship Building: Web 2.0 – Fun Video eTapestry is a Blackbaud Company
  • 54. 2. Relationship Building: Web 2.0 eTapestry is a Blackbaud Company
  • 55. 2. Relationship Building: Web 2.0 – Social Networking eTapestry is a Blackbaud Company
  • 56. 2. Relationship Building: Web 2.0 – Social Networking 25,037 Friends 18,047 Friends 12,309 Friends 1,313 Friends eTapestry is a Blackbaud Company
  • 57. 2. Relationship Building: Web 2.0 - RSS eTapestry is a Blackbaud Company
  • 58. 2. Relationship Building: Web 2.0 - Podcasts eTapestry is a Blackbaud Company
  • 59. 2. Relationship Building: Web 2.0 – Message Boards eTapestry is a Blackbaud Company
  • 60. 2. Relationship Building: Web 2.0 - Wikipedia eTapestry is a Blackbaud Company
  • 61. 2. Relationship Building: Web 2.0 – Personal Fundraising Pages Peer Fundraising Online eTapestry is a Blackbaud Company
  • 62. eTapestry is a Blackbaud Company
  • 63. 2. Relationship Building: Web 2.0 – Personal Event Fundraising Results:  Average volunteer sends over 30 emails  One in four emails sent by a volunteer results in a donation  Average online event gift is $59 which is a 50% increase over the average off-line gift  Many volunteers reach their stated FR Goal! eTapestry is a Blackbaud Company
  • 64. 2. Relationship Building: Moves Management ©  CRM Based Upon a PROVEN Roadmap  Status Reports anyone would envy  The Foundation of Many a Successful Campaign  A Plan which “Stays” even if Staff does not eTapestry is a Blackbaud Company
  • 65. 2. Relationship Building: Moves Management © eTapestry is a Blackbaud Company
  • 66. 2. Relationship Building: Moves Management © eTapestry is a Blackbaud Company
  • 67. 2. Relationship Building: Moves Management ©  All Excuses for NOT Using CRM are Gone  The Ultimate Tool for in the Field! eTapestry is a Blackbaud Company
  • 68. 2. Relationship Building: eTap Mobile • Included with your eTapestry service • Specifically formatted for mobile use • Fast • Real time information – no syncing or downloading eTapestry is a Blackbaud Company
  • 69. 2. Relationship Building: eTap Mobile Search for any account in your database eTapestry is a Blackbaud Company
  • 70. 2. Relationship Building: eTap Mobile Hotlinks allow you to easily phone, email, or even get a map… eTapestry is a Blackbaud Company
  • 71. 2. Relationship Building: eTap Mobile …giving you instant tools for your mobile travels eTapestry is a Blackbaud Company
  • 72. 2. Relationship Building: eTap Mobile Store and see pictures, or drill down into a giving summary… eTapestry is a Blackbaud Company
  • 73. 2. Relationship Building: eTap Mobile …detailing a donors financial support eTapestry is a Blackbaud Company
  • 74. 2. Relationship Building: eTap Mobile Add new contact information from your mobile device and have all the details… eTapestry is a Blackbaud Company
  • 75. 2. Relationship Building: eTap Mobile You can even run queries with eTapestry Mobile… eTapestry is a Blackbaud Company
  • 76. 2. Relationship Building: eTap Mobile Best of all . . . eTapestry Mobile is no charge with your eTapestry service! eTapestry is a Blackbaud Company
  • 77. 3. Benchmark Reporting  How would you go about finding the number of lapsed donors and dollar amounts for them?  How do you compare your organization to others?  How do we measure success of our organization with similar groups? eTapestry is a Blackbaud Company
  • 78. 3. Benchmark Reporting  Direct Comparisons are Powerful  Accurate Data from Thousands of Non-Profits  Ability to Isolate Peer Groups  Focus Your Team on Areas with the Greatest Impact eTapestry is a Blackbaud Company
  • 79. 3. Benchmark Reporting eTapestry is a Blackbaud Company
  • 80. 3. Benchmark Reporting eTapestry is a Blackbaud Company
  • 81. 3. Benchmark Reporting Benchmark Status Report eTapestry is a Blackbaud Company
  • 82. 3. Benchmark Reporting Benchmark Comparison Report eTapestry is a Blackbaud Company
  • 83. 4. Donor Loyalty Questions How do you know which donors are loyal? Which are accessible? Which feel trapped? Which are at risk? eTapestry is a Blackbaud Company
  • 84. 4. Donor Loyalty Why Measure? • More NP’s Equal More Competition • Appropriate Donor Strategy is Easier • Donors Expect More • Everyone Loves to Provide Their Opinion eTapestry is a Blackbaud Company
  • 85. 4. Donor Loyalty eTapestry is a Blackbaud Company
  • 86. 4. Donor Loyalty eTapestry is a Blackbaud Company
  • 87. 4. Donor Loyalty A donor’s loyalty level is indicated on the search screen eTapestry is a Blackbaud Company
  • 88. 4. Donor Loyalty - Value/Strategic Fit + Value Sustainers Value Creators + Harvest Grow Loyalty Value Detractors Value Opportunities Convert Replace - eTapestry is a Blackbaud Company
  • 89. 4. Donor Loyalty  Retaining Current Donors is Job # 1  Knowing Where to Focus is Essential  Avoidance of Lapsed Donors is Huge  “Keep your Friends Close” eTapestry is a Blackbaud Company
  • 90. 5. Community Building Donor Login  Like it or Not You are Now Open 24/7  Community Involvement Creates Web Site Stickiness!  Your Mission Communication is Enhanced  Constituent Bonding is Stronger eTapestry is a Blackbaud Company
  • 91. 5. Community Building Donor Login eTapestry is a Blackbaud Company
  • 92. 5. Community Building Donor Login Keith Davis eTapestry is a Blackbaud Company
  • 93. 5. Community Building Donor Login eTapestry is a Blackbaud Company
  • 94. 5. Community Building Donor Login eTapestry is a Blackbaud Company
  • 95. 6. Web Site Optimization  If Relationships are Built on Communications . . .  Basic Parameters are Driven by Common Sense  A Few Key Changes can Make a Huge Difference  Leverage Partners who KNOW the Non Profit Sector eTapestry is a Blackbaud Company
  • 96. 6. Web Site Optimization Be Like Martha or Oprah Both are Masters of Multi-Channel Marketing! eTapestry is a Blackbaud Company
  • 97. eTapestry is a Blackbaud Company
  • 98. eTapestry is a Blackbaud Company
  • 99. 6. Web Site Optimization E-Mail Your Web Site In Person Meetings Events An Integrated Strategy Other Tools Phone Print Blogs Text Messaging Social Networking Sites eTapestry is a Blackbaud Company
  • 100. 6. Web Site Optimization: Start with a Plan  What are the goals?  How will we measure success?  What are the specific tactics?  Do we need any new tools or assistance?  Who is responsible for what?  Is everyone on the same page? eTapestry is a Blackbaud Company
  • 101. 6. Web Site Optimization “There’s no better, faster, easier and cheaper place to gather folks of like minds than a Web site.” Carrie Johnson, Senior Analyst Forrester Internet Research eTapestry is a Blackbaud Company
  • 102. 6. Web Site Optimization: Before and After eTapestry is a Blackbaud Company
  • 103. 6. Web Site Optimization: Privacy  DMA Privacy Policy Generator: Answer 16 Questions and a Privacy Policy will be generated for your website http://www.the-dma.org/privacy/creating.shtml eTapestry is a Blackbaud Company
  • 104. 6. Web Site Optimization: Needle in a Needle Stack eTapestry is a Blackbaud Company
  • 105. 6. Web Site Optimization: Breakthrough the Clutter eTapestry is a Blackbaud Company
  • 106. 6. Web Site Optimization: Keeping it Simple Database Ecommerce Advanced Email Website eTapestry is a Blackbaud Company
  • 107. 6. Web Site Optimization: Next Steps INTEGRATION is the KEY! eTapestry is a Blackbaud Company
  • 108. 6. Web Site Optimization: Example Plan Sept Oct Nov. Dec E-Newsletter 9/15 10/15 11/15 12/15 Pre Telemarketing 9/20 e-mail TM campaign starts 10/1 Year end direct mail 11/20 Year End E-Mail hits 1 12/20 / and 2 12/28 eTapestry is a Blackbaud Company
  • 109. 6. Web Site Optimization: Web Site Integration  Does it accept donations by credit card? 94%  Does it have a blog? 53%  If you have a blog, can readers comment on it? 54%  If you have a blog, does it have links to other blogs 52%  Do you post any videos on your website? 75%  Do you have podcasts on your website? 32%  Do you host message boards? 22%  Do you provide an RSS feed to your website? 29% • Overbrook Foundation Survey of Human Rights NPO’s in 2007 eTapestry is a Blackbaud Company
  • 110. 6. Web Site Optimization: Integrate on and off line appeals Mention Benefits & Ease Of Online Contributions eTapestry is a Blackbaud Company
  • 111. 6. Web Site Optimization: Use eMail & direct mail together eTapestry is a Blackbaud Company
  • 112. 6. Web Site Optimization: Coordinate web & phone appeals eTapestry is a Blackbaud Company
  • 113. 6. Web Site Optimization: Keys to Success  Plan  Take an Integrated Approach  Timely & Focused - Act Quickly When Needed  Test Something New All The Time  “SHOP” Others  Think Targeted One-To-One Marketing  People Give to People  Have Fun!!!! eTapestry is a Blackbaud Company
  • 114. 6. Web Site Optimization "Do one thing every day that scares you." – Eleanor Roosevelt "We have a strategic plan. It's called doing things." – Herb Kelleher eTapestry is a Blackbaud Company
  • 115. 6. Web Site Optimization: Oprah & Martha would be proud eTapestry is a Blackbaud Company
  • 116. 6. Web Site Optimization: Oprah & Martha would be proud eTapestry is a Blackbaud Company
  • 117. 7. Research/Analytics  Knowledge is Key to Success  Data MUST be Accurate to be Useful  Saving Time Allows the Data to be Used!  Database Integration and Updating Makes the Process much Easier eTapestry is a Blackbaud Company
  • 118. eTapestry is a Blackbaud Company
  • 119. eTapestry is a Blackbaud Company
  • 120. eTapestry is a Blackbaud Company
  • 121. eTapestry is a Blackbaud Company
  • 122. eTapestry is a Blackbaud Company
  • 123. Subscriber Services eTapestry is a Blackbaud Company
  • 124. eTapestry is a Blackbaud Company
  • 125. eTapestry is a Blackbaud Company
  • 126. eTapestry is a Blackbaud Company
  • 127. 8. API (Interface to the World)  Imagine a Phone without any Outside Connections  Allows Integration to the Fullest  Reduces or Eliminates Errors in Data Handling  Your Technology ROI Increases Dramatically! eTapestry is a Blackbaud Company
  • 128. 8. Application Program Interface (API): Connect to the World eTapestry is a Blackbaud Company
  • 129. Epilogue 10 Technology Resolutions for 2008 Sarah Robbins Director of Emerging Technologies Mediasauce eTapestry is a Blackbaud Company
  • 130. 1. Set up a Gmail Account eTapestry is a Blackbaud Company
  • 131. 2. Post Pics to Flickr eTapestry is a Blackbaud Company
  • 132. 3. Try a Microblog eTapestry is a Blackbaud Company
  • 133. 4. Create a Google Alert eTapestry is a Blackbaud Company
  • 134. 5. Set Up an RSS eTapestry is a Blackbaud Company
  • 135. 6. Share a YouTube Video eTapestry is a Blackbaud Company
  • 136. 7. Really Use Your Cell Phone (Send a text or a video) eTapestry is a Blackbaud Company
  • 137. 8. Join a Social Network eTapestry is a Blackbaud Company
  • 138. 9. Share PowerPoint Slides (Save a tree or two!) eTapestry is a Blackbaud Company
  • 139. 10. Play a Video Game eTapestry is a Blackbaud Company
  • 140. Thank you! Brooke Csukas Account Executive brooke.csukas@etapestry.com eTapestry is a Blackbaud Company