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Identifying Your 
Best Prospects 
NOVEMBER 2014 
RYAN WORONIECKI 
ANDREW SUTHER
Introduction 
 Ryan Woroniecki 
 Executive Director of Partnerships 
 4+ years working with hundreds of nonprofits 
 A...
Identify potential in your database: 
 Planned Gifts – Identify prospects most likely to respond to planned giving 
marke...
Charitable Giving in America 
 In 2013, the total giving in the U.S. reached over $335 
Billion 
 4.4% increase from 201...
A History of Giving 
 95.4% of households give to charity 
 The average annual household contribution is $2,974 
 Chari...
Giving Within your 
Donor Database
The 80/20 Rule 
The top 20% of your donors will account for 80% of your overall 
donations. 
20% Donors 
80% Donations 
Ho...
What are the Five 
Markers of 
Philanthropy?
1st Marker: Analysis of Previous Giving 
 A donor’s giving history to your organization is the single best indicator 
whe...
1st Marker: Analysis of Previous Giving
2nd Marker: Outside Philanthropy 
 A Prospect’s giving to other organizations is the second best marker of 
future philan...
3rd Marker: Foundation Trustee 
 A prospect’s participation as a foundation trustee is more important 
than any wealth ma...
4th Marker: Political Giving 
 Your prospect’s lifetime giving to Federal political campaigns is an excellent 
predictor ...
5th Marker: Real Estate 
 A prospect’s real estate holdings can be used to predict overall capacity in 
future philanthro...
Use DS Ratings to segment your 
prospects 
 DS1-1: An exact match as a donor giving $5,000 or more to a 
nonprofit or pol...
Keeping Track of Your 
Donors
Generate Detailed Profiles Within an Individual 
Constituent’s Account
Identify Real Estate holdings 
using Lexis Nexis and Zillow. 
Use networking tools 
like the Who Knows 
Who database to 
g...
With the assessment process, 
our in house researchers 
manually edit results. This 
provides a short list of 
opportuniti...
Likelihood scores are 
predictive modeling and 
use your data and what 
we append to determine 
how likely a prospect is t...
Using DonorSearch results in LGL to develop action 
plans for renewal, lapsed and nondonor segments.
Special Little Green Light User 
Pricing Available! 
 Level One: Unlimited use of Integrated Search tool, complete with 
...
Questions? 
 Ryan Woroniecki 
ryan@donorsearch.net 
(410) 702-4223 
 Andrew Suther 
andy@donorsearch.net 
(443) 355-4068...
Lgl   donor search presentation final 11-19
Lgl   donor search presentation final 11-19
Lgl   donor search presentation final 11-19
Lgl   donor search presentation final 11-19
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Lgl donor search presentation final 11-19

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A presentation of finding your best prospects using the top five markers of philanthropy. This presentation was created by DonorSearch for Little Green Light users. DonorSearch is a prospect research company that starts with proven philanthropy.

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Lgl donor search presentation final 11-19

  1. 1. Identifying Your Best Prospects NOVEMBER 2014 RYAN WORONIECKI ANDREW SUTHER
  2. 2. Introduction  Ryan Woroniecki  Executive Director of Partnerships  4+ years working with hundreds of nonprofits  APRA – MD board member  Andrew Suther  Sales Manager  Worked with APC members and research consultants  6+ years in research  DonorSearch  Bill Tedesco, CEO  Prospect research company  8 years old  Nearly 1,000 active clients
  3. 3. Identify potential in your database:  Planned Gifts – Identify prospects most likely to respond to planned giving marketing, segment prospects based on marketing approach, focus on the most loyal and financial potential.  Major Gifts – Identify prospects independently of prior giving history that have proven philanthropic inclination and capacity to prioritize portfolios, isolate prospects based on upgrade potential, interest categories and potential wealth types.  Club Level Giving – Identify existing donors most likely to stretch to $250, $500, $1,000, etc. gift clubs, prioritize prospects that warrant high-touch approaches.  Annual Fund – Identify existing donors who are most likely to renew and/or upgrade, qualify lapsed donors according to who is most likely to renew, find similar prospects in your acquisition successes, set campaign priorities for the entire file.  Special Events – Identify potential sponsors and underwriters, qualify attendees based on philanthropic potential and capacity before or after the event.
  4. 4. Charitable Giving in America  In 2013, the total giving in the U.S. reached over $335 Billion  4.4% increase from 2012  Individual giving accounted for roughly 72% ($240.6 Billion)  Foundations accounted for roughly 15% ($48.96 Billion)  Giving by bequest accounted for roughly 8% ($27.73 Billion)  Corporate giving accounted for roughly 5% ($17.88 Billion) *Giving USA, 2014
  5. 5. A History of Giving  95.4% of households give to charity  The average annual household contribution is $2,974  Charitable giving accounted for 2% of gross domestic product in 2013 *The Center for Philanthropy Indiana University
  6. 6. Giving Within your Donor Database
  7. 7. The 80/20 Rule The top 20% of your donors will account for 80% of your overall donations. 20% Donors 80% Donations How do we identify that top 20%?
  8. 8. What are the Five Markers of Philanthropy?
  9. 9. 1st Marker: Analysis of Previous Giving  A donor’s giving history to your organization is the single best indicator when predicting future philanthropy.  PROS • The data is free if you have collected it over the years. • The predictive capabilities are not usually impacted by the average recording errors or inconsistencies. • The calculations are simple: RFM (How Recent, How Frequent, and How Much Money)  CONS • Limited to the success or failures of previous marketing efforts. You may not have many donors. • Difficult to project opportunity outside of previous performances.
  10. 10. 1st Marker: Analysis of Previous Giving
  11. 11. 2nd Marker: Outside Philanthropy  A Prospect’s giving to other organizations is the second best marker of future philanthropy. • PROS • Much of the data is free and easy to understand. Nonprofit annual reports and recognition documents are readily available. • Many of the largest nonprofits use the Internet to recognize donors. • CONS • Some Internet-based annual reports are taken down after time. • The data available publicly is just a fraction of all gifts made. Publishing giving information is not a regulatory requirement. • It can be difficult to find older giving reports. • Printed donor recognition documents are not usually readily available when you need them. You have to find an old copy. • Some reports show a name, but do not show gift amounts. • Can’t always determine if a listed name is your constituent.
  12. 12. 3rd Marker: Foundation Trustee  A prospect’s participation as a foundation trustee is more important than any wealth marker.  PROS • IRS requires all foundation to file an IRS 990PF form annually that contains the amount of money the organization gave away and the names of board members. • Many foundations list their trustees on their website. • Guidestar offers a free service that lists trustees and other info. The Foundation Center, Big Online and Guidestar all have paid services where you can see more.  CONS • IRS 990PF reports often lag two or more years.
  13. 13. 4th Marker: Political Giving  Your prospect’s lifetime giving to Federal political campaigns is an excellent predictor of future philanthropy.  PROS • A single lifetime FEC gift of $250 puts your constituent in the top 6% of the US population. A single gift of $1,000 puts your constituent in the top 1/10th of 1% . • Virtually every FEC donor with lifetime political giving of $10,000 is wealthy and has the capacity to make a major gift. • Virtually every FEC donor with lifetime political giving of $15,000 has made a 4,5,6, or 7 figure charitable gift somewhere. • Political giving is readily available from multiple free internet sources.  CONS • Not all charitable donors are political donors. • The reason large political donors are large charitable donors is not known so fundraisers are skeptical.
  14. 14. 5th Marker: Real Estate  A prospect’s real estate holdings can be used to predict overall capacity in future philanthropy.  PROS • Most real estate information can be easily found on public websites. • Overall value of property is a good way to determine a prospects wealth. • One mailing address can lead to the discovery of multiple homes owned by the same person.  CONS • Some people rent, lease, or own apartments/townhomes that are harder to find with traditional real estate searches. • Real estate may be owned under a company name or in a revocable trust, and therefore harder to find.
  15. 15. Use DS Ratings to segment your prospects  DS1-1: An exact match as a donor giving $5,000 or more to a nonprofit or political organization  DS1-2: An exact match to exceptional markers of wealth & capacity (real estate holdings of $2 million+, business revenues of $5 million+)  DS1-3: An exact match to lower but notable markers of wealth (real estate holdings between $1 million and $2 million, business revenues of $1-$5 million)  DS1-4: An exact match to real estate holdings between $500,000 and $1 million  DS1-5: An exact match as a donor to other organizations at levels less than $5,000
  16. 16. Keeping Track of Your Donors
  17. 17. Generate Detailed Profiles Within an Individual Constituent’s Account
  18. 18. Identify Real Estate holdings using Lexis Nexis and Zillow. Use networking tools like the Who Knows Who database to generate new leads.
  19. 19. With the assessment process, our in house researchers manually edit results. This provides a short list of opportunities for you to approach immediately. The Quality Score measures how likely the profiles are to be correct. A score of 17 + means the matches are likely to be correct. This lets you plan who will take more time to verify and whose profile is most likely to be accurate
  20. 20. Likelihood scores are predictive modeling and use your data and what we append to determine how likely a prospect is to respond to specific marketing. The scores are 0 – 300 the higher the better. This can help determine who to mail to multiple times.
  21. 21. Using DonorSearch results in LGL to develop action plans for renewal, lapsed and nondonor segments.
  22. 22. Special Little Green Light User Pricing Available!  Level One: Unlimited use of Integrated Search tool, complete with unlimited training and DonorSearch button inside Little Green Light  Level Two: Unlimited use of entire ProspectView Online Suite, including Integrated Search, Prospect Generator, Gift Search, at My Portfolio, complete with unlimited training and DonorSearch button inside Little Green Light  Level Three: Batch screening of up to 5,000 records, Unlimited use of entire ProspectView Online Suite, complete with unlimited training and DonorSearch button inside Little Green Light AND a full integration of the results from the batch screening *Contact Andy after the presentation for special webinar pricing!
  23. 23. Questions?  Ryan Woroniecki ryan@donorsearch.net (410) 702-4223  Andrew Suther andy@donorsearch.net (443) 355-4068 Call (410) 670-7880 Visit our website at www.donorsearch.net

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