From Prospect Research to Donor Relations

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Grants Collection: Enoch Pratt Free Library / State Library Resource Center

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Sources of Revenue for Reporting Public Charities, 2004 Private Contributions 12.5% Government Grants 9.0% Investment Income 3.9% Other Income 3.7% Fees for Services and Goods 70.9% Source: Nonprofit Almanac 2007 National Center for Charitable Statistics, the Urban Institute

Private Contributions by Source, 2005 ($ in billions) 76.5% 5.3% 6.7% 11.5% Individuals $199.07 Corporations $13.77 Bequests $17.44 Foundations $30.0 Source: Giving USA 2006, Giving USA Foundation, researched and written by the Center On Philanthropy at Indiana University

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https://bloomerang.co/resources/speaking/ Fundraisers spend a lot of time acquiring new donors, and with good cause. However, in order to create a long-lasting relationship, the most critical gift isn’t the first; it’s the second. In this session, nonprofit technology veteran Jay Love will make the case for why donors should concentrate on acquiring a donor’s second gift in order to achieve sustainable funding, high donor retention rates and high donor lifetime values. You’ll see examples that can be implemented by any organization, whether you are a one-person shop or a large development department. The results can be astounding when put into daily use! Learning Outcomes: Explore current research on donor loyalty and retention Understand the importance of donor lifetime value Learn new donor communications techniques that get the second gift

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https://bloomerang.co/resources/speaking/ Fundraisers spend a lot of time acquiring new donors, and with good cause. However, in order to create a long-lasting relationship, the most critical gift isn’t the first; it’s the second. In this session, nonprofit technology veteran Jay Love will make the case for why development professionals should concentrate on acquiring a donor’s second gift in order to achieve sustainable funding, high donor retention rates and high donor lifetime values. You’ll see examples that can be implemented by any organization, whether you are a one-person shop or a large development department. The results can be astounding when put into daily use! Learning Outcomes: Explore current research on donor loyalty and retention Understand the importance of donor lifetime value Learn new donor communications techniques that get the second gift

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https://bloomerang.co/resources/speaking/ Secrets of the 2nd Gift – the Key to Donor Retention Fundraisers spend a lot of time acquiring new donors, and with good cause. However, in order to create a long-lasting relationship, the most critical gift isn’t the first; it’s the second. In this session, nonprofit technology veteran Jay Love will make the case for why donors should concentrate on acquiring a donor’s second gift in order to achieve sustainable funding, high donor retention rates and high donor lifetime values. You’ll see examples that can be implemented by any organization, whether you are a one-person shop or a large development department. The results can be astounding when put into daily use! Learning Outcomes: Explore current research on donor loyalty and retention Understand the importance of donor lifetime value Learn new donor communications techniques that get the second gift

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Ministries and their consultants have invested heavily over the past decade or more in message development for fundraising appeals and in testing mail and e-mail concepts to determine which are likely to yield the greatest returns in each specific appeal transaction. While this has been successful, in the most recent economic downturn many ministries struggled to maintain levels of support even with well-tested appeals. Our work on behalf of several of these ministries suggests that one reason for this decline in support is that they had cultivated a group of donors who were characterized by high levels of transactional response but low levels of overall engagement with the ministry. In this analysis we explore patterns of engagement that we commonly see between donors and our ministry clients and share new tools for building and monitoring effective and sustainable engagement.

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https://bloomerang.co/resources/speaking/ Within your donor database lies untold lifetime value. Unfortunately, many nonprofits fail to properly nurture and steward their donors, and are content with high acquisition and high churn. Why let this enormous asset go underutilized? In this session, we will cover the tenets of effective database management, no matter what program or vendor you use. We will show examples of best practices in data management, communication segmenting, engagement tracking and reporting in order to help your team work smarter, not harder. Learning Outcomes: Be familiar with data management techniques that maximize the capabilities of your database and increase productivity Understand segmenting strategies lead to higher response rates from your donor communications Learn how to generate meaningful reports that will impact your internal procedures

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Your prospect pool of deferred major donors is easier to identify and understand than ever before. In this session we'll explore the findings of recently released research projects to shed a stronger light in the quest to detect and profile your best planned gift prospects. You'll learn which demographic and socio-demographic factors were discovered and appear to be prevalent in those that make planned gifts. We'll review the research's varying methodologies to sort out the descriptive indicators you may find easy to data-mine from those indicators that are predictive and require an analytic approach. Finally, we'll discuss which indicators your organization may need to collect directly from your constituents in contrast to those you can easily obtain and append from outside sources. Come aboard for this discovery of the golden era in research on the elusive planned gift donor! Presentation conceived, researched, written and originally published by Katherine Swank, J.D,, May 2015; Parts of this presentation have been used with permission by Lawrence Henze, J.D. October 2015 and March 2016.

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From Prospect Research to Donor Relations

2. What is the Grants Collection?

4. Why do we give? http://flickr.com/photos/wallyg/1751478133/

5. Why research individuals? http://flickr.com/photos/jalex_photo/397581862/

7. Sources of Revenue for Reporting Public Charities, 2004 Private Contributions 12.5% Government Grants 9.0% Investment Income 3.9% Other Income 3.7% Fees for Services and Goods 70.9% Source: Nonprofit Almanac 2007 National Center for Charitable Statistics, the Urban Institute

8. Private Contributions by Source, 2005 ($ in billions) 76.5% 5.3% 6.7% 11.5% Individuals $199.07 Corporations $13.77 Bequests $17.44 Foundations $30.0 Source: Giving USA 2006, Giving USA Foundation, researched and written by the Center On Philanthropy at Indiana University

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12.

13.

14. Ready to take the leap? http://flickr.com/photos/joesflickr/743684476/

15. Get Organized http://flickr.com/photos/kentuckylongrifle/358417186/

16. Have a Research Plan http://flickr.com/photos/wonderlane/2344475287/

17. Set a Time Limit http://flickr.com/photos/thomashawk/2335293501/in/set-72157603671738561/

18. Investigate Analyze Compile

19. Step 1: Compile Involved with similar organizations Similar interests & Capacity to give Involved with organization

20.

21.

22.

23.

24. Research Resources http://flickr.com/photos/santos/27538777/ http://flickr.com/photos/alcomm/217097889/

25. Ethics / Privacy http://flickr.com/photos/suzieq/211825522/

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27.

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