Learn about moves management strategy and technology tools available to support it!

1. Tools to Support
Your Moves Management Process
Donna Whitig
Lopear Solutions
donnaw@lopear.com
@dwhitig
Beth Saunders
Beth Saunders Consulting
beth@bethsaundersconsulting.com
@basaunders929

2. 1. What is Moves management
2. Process and Technology
3. Tools Showcase
4. Customer Examples
Moves Management Defined

3. What is Moves Management
Moves management is a
series of actions taken to
•bring in donors,
•establish relationships,
and
•renew contributions.
https://en.wikipedia.org/wiki/Moves_management

4. Process First - Technology Last
Define
Audience
Personas
Action Plan
Test / Refine
Campaigns
Capture results
Enhance Personas
Update Plans
Measure
Engagement Levels
Reports
Dashboards
Automate
Workflow Rules
Process Builder
Levels / Plans
Path

5. Levels
Engagement
Plans & Tasks
Path
Process
Builder
NPSP &
Salesforce
Tools

6. Levels
● Provide a way of categorizing constituent's level of commitment and
engagement.
● For example you might have a level you call Major Donor to categorize
those who contribute large amounts of money.
● Engagement levels are based on either a number or currency field. This
could be existing field like Total Gifts or Average Gift Amount or formula
field that returns a numeric value to handle more complex measurements.
An example of this would be a RFM calculation (Recency, Frequency,
Monetary) or based a point based system.
● Levels calculate in nightly batch - can force run the batch in NPSP
Settings.

7. Sample Point Based Calculation
● Engagement points
o 6 pt - Team Captain 1x
o 10pts - Team Captain more than 1x
● Frequency of giving points
o 1pt [1 gift last 5 years ]
o 7 pts [2-4 gifts last 5 years]
o 10pts [5 or more gifts last 5 years]
● Monetary amount given points
o 1 pt [total gifts >0 and Less than 500]
o 5 pts [total gifts 500 to 5k]
o 15 pts [total gifts >5k to 10k]
o 30 pts [total gifts > 10k]

8. Leading
Owning
Contributing
Endorsing
Leading: 40+ pts (High score) likely team captain,
frequent giving, high total giving amount.
Endorsing: 1 - 5 pts (low score) never
team captain, infrequent giving, low total
giving amount.
Owning: 15 - 39 pts (Mid/high score) likely team captain
1 or more times, frequent giving with moderate to high
total giving amount.
Contributing: 6 - 14 pts (Mid score) likely team
captain, repeat donor, moderate total giving
amount.
How Points Translate to Levels

9. A Level is defined for each point group

10. Levels in Salesforce
The point based system determines engagement and assigns a level
based on the total engagement score.

11. Engagement Plans
● Engagement plans help to standardize donor cultivation
activities.
● An engagement plan template is a set of activities that can
be applied to a constituent’s record for future action. The
plan can be added manually or called by a new NPSP level
category.

12. Sample Engagement Plan Tasks
When a constituent reaches a specific level our process is:
● Within one day place personal thank you call
● 30 days after invite constituent to attend an event and see
our programs in action
● 90 days after send "You made a difference” message to
constituent

14. Engagement Plans and Levels
● You can associate an Engagement Plan with a Level to have the
Engagement Plan and related tasks automatically assigned when
a specific level is reached.
● This is most useful when your engagement tasks are well defined
and can be applied uniformly for the group of donors meeting a
specific level.
● Salesforce is extremely flexible and your organization may choose
to use a combination of auto-applied tasks along with a
personalized approach.

15. Associating Engagement Plans with Levels

16. Engagement Plans
Adds actionable tasks related
to template to record.

17. Other Tools
Path Process Builder
● Provides guidance at each
step throughout a process
● Available on custom and
standard objects
● Can define one Path per
Object Record Type
● Point-and-click tool that can
be used to automate parts of
your moves management
processes
● Update fields, automate
tasks, create new records

18. Customer Examples - Path + WFR + PB
1 Journey with Highly Personalized Actions
● Uses all 5 stages of the Moves process (I-Q-C-S-S)
● One “Path” for all because each path is custom
4 Journeys with Structured Actions
● Identification is accomplished via formula field
● “Path” supports the other 4 stages (Q-C-S-S)
● Each journey has its own “Path”

22. Initiating Moves

24. Process Builder
creates the Opportunity

26. Major Donor
Prospect
>= $500
Major Donor
Renewal
>= $1,000
Mid-Level Donor
Renewal/Upgrade
$250 <= gift < $500
Annual Fund
Donor Renewal
< $250
BCBOBS
Moves
Criteria

27. Path
Move record w/
additional data

28. The Tools Support the Process!
Define
Audience
Personas
Action Plan
Test / Refine
Campaigns
Capture results
Enhance Personas
Update Plans
Measure
Engagement Levels
Reports
Dashboards
Automate
Workflow Rules
Process Builder
Levels / Plans
Path

29. Contact Us
Beth Saunders, Beth Saunders Consulting
beth@bethsaundersconsulting.com
@basaunders929
Donna Whitig, Lopear Solutions
donnaw@lopear.com
@dwhitig

30. Supplemental Information

31. Sample Salesforce Point Based Formula
/*Calculates Engagement Score based on giving and team captain in peer-to-peer fundraising events */
/*Add to that Score given based on number of times team captain at peer-to-peer event
Declarative rollup summary tool to populate number of times team captain field. */
IF( Times_Team_Captain__c > 1, 10,
IF (AND(Times_Team_Captain__c > 0, Times_Team_Captain__c <= 1), 6, 0))+
/*Score given based on number of gifts last 5 years. Customizable rollup tool calculates gifts last 5 years*/
IF(Number_of_Gifts_Last_5_Years__c > 4, 10,
IF(AND(Number_of_Gifts_Last_5_Years__c > 1, Number_of_Gifts_Last_5_Years__c < 5),7,
IF( Number_of_Gifts_Last_5_Years__c = 1, 1,0)))+
/* Add to that score given based on total gifts amount. Total gifts amount is standard NPSP field */
IF( npo02__TotalOppAmount__c > 10000, 30,
IF(AND(npo02__TotalOppAmount__c > 500, npo02__TotalOppAmount__c < 10001),15,
IF(AND(npo02__TotalOppAmount__c > 499, npo02__TotalOppAmount__c < 5001),5,
IF( AND(npo02__TotalOppAmount__c > 0, npo02__TotalOppAmount__c <501), 1,0))))

32. Additional Resources
● Articles:
o Enabling your moves management process in NPSP:
https://www.salesforce.org/enabling-moves-management-process-npsp/
● Videos:
o NPSP Levels: https://www.youtube.com/watch?v=Yy9LH0RcYAk
o NPSP Engagement Plans: https://www.youtube.com/watch?v=VzpuBJV9_es
● Documentation
o NPSP Levels: https://powerofus.force.com/articles/Resource/NPSP-Create-and-
Manage-Levels
o NPSP Engagement Plans: https://powerofus.force.com/articles/Resource/NPSP-
Create-and-Manage-Engagement-Plans