What's Hot in Peer to Peer Fundraising: Industry Trends from TeamRaiser & Friends

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This session will be a review of the peer-to-peer fundraising industry’s top trends and how you can optimize your use of TeamRaiser to raise more money for your organization’s mission. Discussion …

This session will be a review of the peer-to-peer fundraising industry’s top trends and how you can optimize your use of TeamRaiser to raise more money for your organization’s mission. Discussion topics will include strategies for using social and mobile channels and independent fundraising events. Learn from industry experts on how your organization can maximize their resources and engage their participants and donors online in the most innovative ways.

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  • 1. What’s Hot in Peer to Peer Fundraising: Industry Trends From TeamRaiser & Friends PRESENTED BY: A FUN, HIP, SMART GROUP OF PEOPLE9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 1
  • 2. LOOK WHO’S TALKING Team TeamRaiser (TR) Deepa Karani, Client Strategy Executive, Blackbaud Nancy Palo, Senior Strategy Consultant, Blackbaud TR Friends Mark Becker, Founding Partner, Cathexis Partners Jennifer Brady, Director, Digital Platforms, American Cancer Society Melissa Dreyer, Director, Interactive Events, American Cancer Society Donna Wilkins, Founder & President, Charity Dynamics9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 2
  • 3. HOW WILL YOUR LIFE CHANGE IN THE NEXT 90 MINUTES? We DON’T want to see this!! • Learn about key social & mobile industry trends • See examples of social & mobile-enabled TeamRaisers • What’s this we hear about Do-It-Yourself (DIY) fundraisers? • See DIY fundraisers using TeamRaiser • Make a new friend or two who knows more about Peer to Peer than you!BUT THIS!!9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 3
  • 4. #BBCON TWEET YOUR TRACK: #bbinteractive #bbcultural #bbk12 #bbanalytics #bbfundraising #bbcrm #bbfinancial #bbprodev #bblearnlab9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 4
  • 5. LET’S LEVEL SET - WHAT IS PEER-TO-PEER FUNDRAISING?9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 5
  • 6. WHAT’S PEER-TO-PEER FUNDRAISING? • A style of fundraising where an organization recruits individual supporters to ask their friends and family to donate to that organization. Non Profit P2P Fundraising is almost always connected to some form of event or milestone.9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 6
  • 7. What’s HOT in Social PRESENTED BY DONNA WILKINS, CHARITY DYNAMICS MELISSA DREYER, AMERICAN CANCER SOCIETY9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 7
  • 8. EVERYWHERE9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 8
  • 9. EVERYTHING9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 9
  • 10. ALL THE TIME9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 10
  • 11. SOCIAL MEDIA THREE STRATEGIES9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 11
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  • 21. GOALS Measurements • Participants to reach more money • Increase number of donors • Increase average gift size • Engage and Retain More Participants • Increase registration • Increase team size • Increase percent event participation • Increase retention9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 21
  • 22. • Grow Broadcast • New participants and donors • Learn • Segmentation, Coaching, 80/20 Utilize • Endorsement • Impact • Fundraising, Involvement, Experience, Reduce Empower Churn9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 22
  • 23. AVAILABLE VS. ATTAINABLE Online Activities Profile Offline Demographic Activities9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 23
  • 24. IMPACT – LOOK FOR THE RIPPLE EFFECT9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 24
  • 25. WHAT IS THE ASK? • Share – forward, like, comment • Promote – write, campaign, vote • Create – post, link, integrate • Extend – augment, adapt • Support – give (donations, registrations, volunteer)9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 25
  • 26. EXAMPLES9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 26
  • 27. SHARE IN NAVIGATION AND MULTIPLE PLATFORMS9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 27
  • 28. SHARE IN NAVIGATION AND MULTIPLE PLATFORMS9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 28
  • 29. SHARE IN NAVIGATION AND MULTIPLE PLATFORMS9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 29
  • 30. SOCIAL MEDIA LOGIN9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 30
  • 31. PARTICIPANT PEER TO PEER OPTIONS9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 31
  • 32. SOCIAL MEDIA PAGE 329/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 32
  • 33. BOUNDLESS FUNDRAISING9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 33
  • 34. BOUNDLESS FUNDRAISING9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 34
  • 35. ONLINE MOBILIZATION INCL. SOCIAL9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 35
  • 36. 70 views or impressions on a post9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 36
  • 37. To reach 70 views or impressions in Boundless Fundraising Application, we need: ONE Boundless User9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 37
  • 38. SOCIAL COMMERCE AND FUNDRAISING9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 38
  • 39. 9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 39
  • 40. F-COMMERCE • Almost 25% of total internet time is spent on Facebook • Users are 4 times as likely to conduct a transaction inside of Facebook if it is referred to them by a trusted friend. For fundraising, this means integrated Facebook event registration and donation transactions.9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 40
  • 41. WHAT CAN WE DO TODAY?9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 41
  • 42. ENCOURAGE TRANSACTIONAL SHARING9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 42
  • 43. LEVERAGE SOCIAL PLUG-INS9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 43
  • 44. ENCOURAGE PHOTO AND VIDEO SHARING In a study of the top 10 brands on Facebook, users liked photos twice as often as text updates. And they shared videos 12 times more than photo and text posts combined.9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 44
  • 45. CREATE SHAREABLE INFOGRAPHICS9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 45
  • 46. CREATE SHAREABLE ASSETS9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 46
  • 47. CREATE SHAREABLE VIDEO CONTENT9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 47
  • 48. What’s HOT in Mobile PRESENTED BY MARK BECKER, CATHEXIS PARTNERS JENNIFER BRADY, AMERICAN CANCER SOCIETY9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 48
  • 49. MOBILE STATISTICS • 88% of US adults own a cell phone • 55% of these are cell Internet users • 17% report to access Internet mostly on cell phone Source:9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 49
  • 50. THE MOBILIZATION OF TEAMRAISER REGISTRATION • Responsive Web Design9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 50
  • 51. MOBILE OPTIMIZED EVENT REGISTRATION9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 51
  • 52. MOBILE OPTIMIZED EVENT REGISTRATION9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 52
  • 53. MOBILE OPTIMIZED EVENT REGISTRATION9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 53
  • 54. USING THE TEAMRAISER API S • Cathexis Partner’s “TR2Go” event dashboard9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 54
  • 55. USING THE TEAMRAISER API S: WWW.SKECHERSFRIENDSHIPWALK.COM • Skechers Foundation’s Friendship Walk9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 55
  • 56. AMERICAN CANCER SOCIETY MOBILE UPDATE FALL 2012 JENNIFER BRADY9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 56
  • 57. INDEX 1. Background 2. Mobile Strategy 3. Mobile Projects 579/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 57
  • 58. BACKGROUND • Why is mobile important to ACS? 589/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 58
  • 59. WE ARE ALL WIRELESS 311M US Population Wireless Subscribers 331M US wireless penetration 104% (+6% yoy) US wireless-only households 31% (+5% yoy) Mobile devices are rarely more than  4 feet  from their owners.9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 59
  • 60. WE ARE ALL MOVING TO MOBILE • The number of people accessing the mobile Internet is expected to overtake the PC as the most popular way to get on the Web within five years. • Average Americans spend 2.7 hours a day socializing on a mobile device. 609/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 60
  • 61. MOBILE REACHES KEY DEMOGRAPHICS 619/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 61
  • 62. 62 9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 62
  • 63. KEY POPULATIONS - AND - ACTIVITIES9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 63
  • 64. MOBILE STRATEGY • How did we make it happen? 649/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 64
  • 65. 2010: LOW AND SLOW • History: Piecemeal • Expertise: Minimal • Enthusiasm: General • Vision: Vague • Resources: Limited • Urgency: Not Enough9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 65
  • 66. 2011: READY TO GROW • Comprehensive strategic plan • Well-defined priorities • Support from leadership • New vendor relationships • New staff assignments • Budget!9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 66
  • 67. 2012: MOBILIZED! • 4 major mobile launches • Measurable impact on goals • Mobile workflows defined • Integrating with other channels • More projects and phases in development9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 67
  • 68. STRATEGIC ALIGNMENT Align with ACS ACS BRAND STRATEGY Brand and stay well, get well, find cures, fight back Digital Channel strategies, and work in concert with Social, DIGITAL CHANNEL STRATEGY Web, SEO strategies. Social Mobile Website Strategy Strategy Strategy 689/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 68
  • 69. STRATEGIC OBJECTIVES Build the Platform and the Process Integrate and Educate in the Enterprise Engage Consumers Improve Mobile Fundraising 699/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 69
  • 70. BUILD THE PLATFORM AND THE PROCESS • Establish vendor relationships and internal competence that support core mobile program components: - Mobile Web - App Development - SMS (Text Messaging) - Text To Give • Define workflows, guidelines, roles and responsibilities to manage mobile projects. • Align with enterprise Demand Management process. 709/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 70
  • 71. INTEGRATE/EDUCATE THE ENTERPRISE • Establish mobile as a critical part of the integrated online marketing stream. - Identify mobile needs and business goals in business areas throughout the enterprise. - Create mobile elements that augment existing campaigns and programs. • Communicate mobile development processes, workflows, and best practices to key staff. - Identify, train and enable mobile decision makers and content managers throughout the enterprise. 719/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 71
  • 72. ENGAGE CONSUMERS • Use mobile to generate excitement, loyalty, and satisfaction with ACS campaigns and events in the consumer marketplace. • Extend the Society’s trusted and comprehensive library of cancer information onto mobile devices for fast, easy consumption by cancer info seekers. • Leverage the intimacy and immediacy of mobile to create measurable mobile health tools that support Signature Strategies. 729/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 72
  • 73. IMPROVE MOBILE FUNDRAISING • Develop mobile-friendly donor form (done) • Upgrade Text To Give program • Test other mobile transaction modes - Credit card readers such as Square, Sage, Mobilized - Phone-based payment - mobile wallet - Text-to-Pledge - Call center queuing from mobile hot-link - PayPal, Amazon Payments, Serve 739/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 73
  • 74. MOBILE PROJECTS • Challenge accepted… 749/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 74
  • 75. MAJOR MOBILIZATIONS Mobile Web m.cancer.org m.relayforlife.org Making Strides Against Breast Cancer DetermiNation Mobile Apps Relay For Life Making Strides Against Breast Cancer 759/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 75
  • 76. MOBILE WEB • Information, trust, speed, consumption 769/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 76
  • 77. M.CANCER.ORG Objective: Create a mobile-specific version of cancer.org. Approach: Uses a real-time proxy with dynamic page re-structuring to mobilize all the content on cancer.org (approx. 7,000 pages). Result: • Mobile-friendly site delivers cancer.org content, customized for easy viewing on a smart phone. • Content published on cancer.org: Instantly live on m.cancer.org. • Puts our trusted cancer information in consumer’s hands when they need it, where they need it. 779/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 77
  • 78. A MOBILE-FRIENDLY VERSION OF THE OUR FLAGSHIP WEB SITE, CANCER.ORG.9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 78
  • 79. M.CANCER.ORG • Site launched in October 2011 (on time, on budget). • Key performance indicators all show positive growth. • Enthusiastic reception by ACS staff, consumers, media. • Vendor that implemented m.cancer.org also developed m.relayforlife.org.31 9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 79
  • 80. MOBILE TRAFFIC IS INCREASING • 4.4 million mobile visits since launch • Mobile as percentage of total site visits has increased80 9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 80
  • 81. MOBILE CONTENT USAGE DIFFERS Desktop Desktop Page Mobile Mobile Page Rank Rank 1 Homepage 1 Learn > Signs and Symptoms of Cancer 2 Learn About Cancer Index Page 2 Homepage 3 Learn > Signs & Symptoms of Cancer 3 Learn > Testicular Cancer > Do I … 4 Healthy > Guide to Quitting Smoking 4 Healthy > Guide to Quitting Smoking 5 Donations Form 5 Healthy > Calorie Counter Calculator 6 Healthy > Calorie Counter Calculator 6 Donate Online Now 7 About Us > Employment Opportun .. 7 Learn > Testicular Cancer > Signs 8 Learn > Breast Cancer Landing Page 8 About Us > Employment Opportun .. 9 Learn > Testicular Cancer > Do I … 9 Make a Donation 10 Get Involved Index Page 10 Cancer Facts and Figures81 9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 81
  • 82. M.RELAYFORLIFE.ORG Objective: Establish a mobile website for Relay For Life that provides a mobile point-of-presence for the Relay Experience for both registered and not yet registered users. Approach: Leverage proxy-style solution to mobilize both UCM and Convio pages cleanly with vendor- based support model that minimizes parallel publishing, allows for easy content updates and minimizes ACS technical and editorial effort. Result: Launched early June 2012!9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 82
  • 83. M.RELAYFORLIFE.ORG • Information for both registered Relayers and those interested in learning more. • Single source publishing across multiple platforms and content owners. • No additional work for field and event staff. • All content is scheduled to be mobilized, similar to m.cancer.org. • Mobilization of Convio functionality to launch in late winter. 839/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 83
  • 84. MOBILE MAKING STRIDES AND DETERMINATION Objective: Create mobile-specific versions of the Making Strides Against Breast Cancer and DetermiNation fundraising Web sites. Approach: Leverage Convio APIs and inherent platform capabilities to produce mobile-friendly pages that deliver the SAME content and similar interactions as desktop site. Result: User-friendly mobile sites allow supporters to get local info, donate, register. No additional content creation tasks for ACS field staff.9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 84
  • 85. GET LOCAL INFO, DONATE, REGISTER9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 85
  • 86. NO ADDED CONTENT CREATION TASKS FORACS FIELD STAFF9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 86
  • 87. INFO FOR BOTH REGISTERED RELAYERS & THOSE INTERESTED IN LEARNING MORE.9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 87
  • 88. MOBILE APPS • Ease, fun, features, richness, brand intensity 889/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 88
  • 89. EVENT MOBILE APPS (RELAY AND STRIDES) Objective: Provide design and feature set direction for updated Relay and new MSABC mobile apps available on iPhone, Android & Blackberry devices. Include current feature set with improved usability and navigation on the front-end and upgrade to HTML 5 code on the back-end. Consolidate two apps under a consistent framework for support and design. Approach: Work under a rapid application development model with our partner, Charity Dynamics, to deploy ACS- guided updates to the Mobile apps. Result: Easier to update app for fundraising9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 89
  • 90. RELAY FOR LIFE MOBILE APP9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 90
  • 91. MAKING STRIDES MOBILE APP9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 91
  • 92. ‘DIY’ Fundraising is so HOT PRESENTED BY DONNA WILKINS, CHARITY DYNAMICS MARK BECKER, CATHEXIS PARTNERS9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 92
  • 93. MORE PEOPLE9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 93
  • 94. MORE FUNDRAISING9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 94
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  • 100. 9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 100
  • 101. ‘DO IT YOURSELF’ (DIY) FUNDRAISING • Allow you to say YES more • More people raising more money in the ways that are most comfortable to them • Online toolkits make it easy for you to say yes to more people9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 101
  • 102. IT’S ABOUT THE DIY HOST • High quality donor experience for the “host” - Create a page with photos, updates, etc. - Professionally request support for your organization and the mission you care about - Track donations, follow ups, thank yous - Introduce friends and family to the organization9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 102 102
  • 103. TWO CATEGORIES DIY EVENTS9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 103
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  • 106. 9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 106
  • 107. ALZHEIMER’S LONGEST DAY9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 107
  • 108. MARKETING: AWARENESS EXAMPLE9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 108 108
  • 109. AWARENESS9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 109 109
  • 110. CHAMPION COACHING9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 110 110
  • 111. COLONCANCERFOUNDATION 9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 111
  • 112. WATERCANCHALLENGE20129/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 112
  • 113. Each “Special Day” option is a Participant type9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 113
  • 114. “Special Day” display options controlled by “Promo Codes”9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 114
  • 115. 9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 115
  • 116. SECONDHARVESTFOODBANK9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 116
  • 117. 9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 117
  • 118. Only oneParticipant Type to support TeamRegistration9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 118
  • 119. ENDEPILEPSYYOUR WAY9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 119
  • 120. ONLINE TOOLKIT CHECKLIST 1. Guidelines for events 2. TeamRaiser configuration - Registration - Waiver - Fundraising tools 3. Mission toolkit 4. Promote awareness of the program 5. eCommunication - Fundraising tips delayed auto-responders - Quarterly community communication - Social Media 6. Social media empowerment tools 7. Corporate sponsorship tips and kits 8. Toolkits for event types9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 120
  • 121. WANT TO LEARN MORE ABOUT ‘DIY’ FUNDRAISING?? 1219/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 121
  • 122. MARK YOUR CALENDARS FOR PEER-TO-PEER BOOT CAMP NOVEMBER 6-8, 2012! Boot Camp will help you: • Adopt a healthy fundraising lifestyle • Tone up your mid level fundraisers • Turn flab into social fundraisers • Build a rock solid core by engaging top performers Special Pre-Boot Camp Session on Do It Yourself Fundraising November 5, 20129/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 122
  • 123. #BBCON TWEET YOUR TRACK: #bbinteractive #bbcultural #bbk12 #bbanalytics #bbfundraising #bbcrm #bbfinancial #bbprodev #bblearnlab Thank you for coming to our session! Please provide your evaluation on our session! And don’t forget to tweet!!9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 123
  • 124. CONTACT US:Deepa Karani, Blackbaud Nancy Palo, BlackbaudDeepa.karani@blackbaud.com Nancy.palo@blackbaud.comwww.blackbaud.com www.blackbaud.comMark Becker, Cathexis Partners LLC Jennifer Brady, American Cancer Societymark@cathexispartners.com jennifer.brady@cancer.orgwww.cathexispartners.com www.cancer.orgDonna Wilkins, Charity Dynamics Melissa Dreyer, American Cancer Societydonna@charitydynamics.com melissa.dreyer@cancer.orgwww.charitydynamics.com www.cancer.org9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 124