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Securing Future Growth: A 10 Point Plan To Get You Through Tough Economic Times
Securing Future Growth: A 10 Point Plan To  Help You Fundraise More Effectively
Securing future growth <ul><li>Understand your data and manage  unrealistic expectations </li></ul><ul><li>Apply the Paret...
 
One:  understand your data Use the right measures
Part One:  understand your data <ul><li>Stop using ROI as key measure and focus on net income </li></ul>
Why  ROI  alone can be dangerous
Why  ROI  alone can be dangerous
Part One:  understand your data <ul><li>Stop using ROI as key measure and focus on net income </li></ul><ul><li>Don’t sacr...
It’s now or never
It’s now or never
Part One:  understand your data <ul><li>Stop using ROI as key measure and focus on net income </li></ul><ul><li>Don’t sacr...
Cost to acquire $125 $200
Long term  net  value -$180 net   (after 3 years) $420 net  (after 3 years)
<ul><li>Say things like: </li></ul><ul><li>“ A donor acquired in 2005 by  <insert channel>  is worth $450 whereas a donor ...
Two:  apply the Pareto Principle Focus your efforts where you get the best return
Part Two:  apply the Pareto Principle <ul><li>Use data cleverly to make informed and strategic decisions </li></ul>
Data  +  Intelligence  =  Insights
Too long to ask for a 2 nd  gift
Speed is key
Speed is key
Part Two:  apply the Pareto Principle <ul><li>Use data cleverly to make informed and strategic decisions </li></ul><ul><li...
 
Part Two:  apply the Pareto Principle <ul><li>Use data cleverly to make informed and strategic decisions </li></ul><ul><li...
 
<ul><li>Mystery shopped 60 charities in 5 countries </li></ul><ul><ul><li>US, Canada, UK, Australia and Spain </li></ul></...
Three:  look after your donors Take the time, make the effort
Part Three:  look after your donors <ul><li>Implement proper, well thought out supporter relationship management  </li></ul>
How to look after donors <ul><li>Genuine thanking </li></ul><ul><li>Keep it personal </li></ul><ul><li>Give feedback </li>...
 
Make it personal
 
Getting  feedback
The  Honeymoon  period:
What does it look like?
Part Three:  look after your donors <ul><li>Implement proper, well thought out supporter relationship management  </li></u...
 
 
 
Four:  get more donors Find those who deliver the most net value
Part Four:  get more donors <ul><li>Focus on monthly givers </li></ul>
The  growth of monthly giving
Monthly vs. onetime cash $550 net  (after 3 years)
Monthly vs. onetime cash $550 net  (after 3 years) $270 net  (after 3 years)
Part Four:  get more donors <ul><li>Focus on monthly givers </li></ul><ul><li>Use multiple vehicles to find new supporters...
Multi channel approach
 
Five:  bringing it all together Final takeaways
Bringing it all together  <ul><li>Apply discipline and focus </li></ul><ul><li>Dig deep to understand more about those you...
Thank you and Questions  . jonathon.grapsas@paretofundraising.com  www.jonathongrapsas.blogspot.com twitter: jonathongraps...
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Afp international april 2010 jg v1

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Transcript of "Afp international april 2010 jg v1"

  1. 1. Securing Future Growth: A 10 Point Plan To Get You Through Tough Economic Times
  2. 2. Securing Future Growth: A 10 Point Plan To Help You Fundraise More Effectively
  3. 3. Securing future growth <ul><li>Understand your data and manage unrealistic expectations </li></ul><ul><li>Apply the Pareto Principle </li></ul><ul><li>Look after your donors </li></ul><ul><li>Get more donors </li></ul><ul><li>Bringing it all together </li></ul>
  4. 5. One: understand your data Use the right measures
  5. 6. Part One: understand your data <ul><li>Stop using ROI as key measure and focus on net income </li></ul>
  6. 7. Why ROI alone can be dangerous
  7. 8. Why ROI alone can be dangerous
  8. 9. Part One: understand your data <ul><li>Stop using ROI as key measure and focus on net income </li></ul><ul><li>Don’t sacrifice long term for short term </li></ul>
  9. 10. It’s now or never
  10. 11. It’s now or never
  11. 12. Part One: understand your data <ul><li>Stop using ROI as key measure and focus on net income </li></ul><ul><li>Don’t sacrifice long term for short term </li></ul><ul><li>Accept that donors are not cheap </li></ul>
  12. 13. Cost to acquire $125 $200
  13. 14. Long term net value -$180 net (after 3 years) $420 net (after 3 years)
  14. 15. <ul><li>Say things like: </li></ul><ul><li>“ A donor acquired in 2005 by <insert channel> is worth $450 whereas a donor acquired in 2005 by <insert channel> is worth $200” </li></ul><ul><li>Focus on areas generating the best real return </li></ul><ul><li>Understand implications of future program decisions </li></ul>What this allows you to do
  15. 16. Two: apply the Pareto Principle Focus your efforts where you get the best return
  16. 17. Part Two: apply the Pareto Principle <ul><li>Use data cleverly to make informed and strategic decisions </li></ul>
  17. 18. Data + Intelligence = Insights
  18. 19. Too long to ask for a 2 nd gift
  19. 20. Speed is key
  20. 21. Speed is key
  21. 22. Part Two: apply the Pareto Principle <ul><li>Use data cleverly to make informed and strategic decisions </li></ul><ul><li>Avoid distraction </li></ul>
  22. 24. Part Two: apply the Pareto Principle <ul><li>Use data cleverly to make informed and strategic decisions </li></ul><ul><li>Avoid distraction </li></ul><ul><li>Look around at what others are doing: understand where growth is coming from </li></ul>
  23. 26. <ul><li>Mystery shopped 60 charities in 5 countries </li></ul><ul><ul><li>US, Canada, UK, Australia and Spain </li></ul></ul><ul><li>Made a $25 USD donation online in the weeks after Haiti </li></ul><ul><li>Sat back and monitored what happened (for 2 months) </li></ul>Haiti: what we did
  24. 27. Three: look after your donors Take the time, make the effort
  25. 28. Part Three: look after your donors <ul><li>Implement proper, well thought out supporter relationship management </li></ul>
  26. 29. How to look after donors <ul><li>Genuine thanking </li></ul><ul><li>Keep it personal </li></ul><ul><li>Give feedback </li></ul><ul><li>Getting feedback </li></ul><ul><li>Make the most of the honeymoon period </li></ul>
  27. 31. Make it personal
  28. 33. Getting feedback
  29. 34. The Honeymoon period:
  30. 35. What does it look like?
  31. 36. Part Three: look after your donors <ul><li>Implement proper, well thought out supporter relationship management </li></ul><ul><li>Get the fundraising tactics right </li></ul>
  32. 40. Four: get more donors Find those who deliver the most net value
  33. 41. Part Four: get more donors <ul><li>Focus on monthly givers </li></ul>
  34. 42. The growth of monthly giving
  35. 43. Monthly vs. onetime cash $550 net (after 3 years)
  36. 44. Monthly vs. onetime cash $550 net (after 3 years) $270 net (after 3 years)
  37. 45. Part Four: get more donors <ul><li>Focus on monthly givers </li></ul><ul><li>Use multiple vehicles to find new supporters </li></ul>
  38. 46. Multi channel approach
  39. 48. Five: bringing it all together Final takeaways
  40. 49. Bringing it all together <ul><li>Apply discipline and focus </li></ul><ul><li>Dig deep to understand more about those you have </li></ul><ul><li>Allow yourself to see the forest from the trees </li></ul><ul><li>Get the most by getting it monthly </li></ul><ul><li>Identify hand raisers </li></ul>
  41. 50. Thank you and Questions . jonathon.grapsas@paretofundraising.com www.jonathongrapsas.blogspot.com twitter: jonathongrapsas www.paretofundraising.com
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