The document discusses essentials for successful fundraising using eTapestry. It outlines that successful fundraising comes down to having a compelling mission, a relational approach to donors, and understanding how fundraising connects to the organization's other functions. It then provides details on 2013 charitable giving trends, noting that online giving and faith-based organizations saw the largest increases. The remainder discusses how to use tools in eTapestry like queries and reports to improve donor relationships and fundraising results by tracking communications, gifts, and other data to better engage donors.

1. Essentials of Successful
Fundraising with eTapestry
PRESENTED BY PAM DECHERT, CFRE SENIOR
CONSULTANT

2. I’m using eTapestry for successful
fundraising by “#bbcon
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3. What are the essentials of
successful fundraising?
3 #bbcon

4. Today, we’ll cover:
• What are the keys to successful fundraising in 2014
and beyond?
• How is fundraising doing?
• What tools in eTapestry should you be using to build
relationships and raise more money for your annual
fund?
4 #bbcon

5. We’ve all got an opinion on this…
But ultimately successful
fundraising comes down to:
• A compelling, strong, passionate
mission your donors connect
with;
• A relational approach to your
donors (it’s about relationships,
not numbers or money)
• A vigorous relationship-building
program (which implies the use
of multiple strategies), and
• An understanding of the
connection between fundraising
and every other function of your
organization.

6. 2013 CHARITABLE GIVING TRENDS – KEY TAKEAWAYS
Online Giving was up 13.5% in
2013, compared to the overall
giving increase of 4.9%

7. 2013 Charitable giving trends – key takeaways
• Large organizations had the
greatest increase in overall
charitable giving in 2013,
while small organizations
had the greatest increase in
online giving during 2013.
• Online giving accounted for
6.4% of all charitable giving
in 2013.
• Faith-based organizations
had the greatest increase in
online giving in 2013 (18.1%)
7 #bbcon

8. 2013 Charitable giving trends – key takeaways
• Large organizations had the
greatest increase in overall
charitable giving in 2013,
while small organizations
had the greatest increase in
online giving during 2013.
• Online giving accounted for
6.4% of all charitable giving
in 2013.
• Faith-based organizations
had the greatest increase in
online giving in 2013 (18.1%)
8 #bbcon

9. 2013 Charitable giving trends – key takeaways
• More than one-third (33.6%) of overall
charitable giving happens in the last three
months of the year, with the highest
percentage (17.5%) coming in December.
• February is the slowest month for overall
giving.
• January is the slowest month for online giving.
• December is the biggest month for all online
and offline giving.

10. MULTI CHANNEL AND MULTI GENERATIONAL IS THE
NEW NORM…BUT

11. Annual giving – essentials of
fundraising success start here
• New donors start out by giving to your
annual fund
• It is the beginning of donor loyalty (or
not)
• It reaches the largest group of
individuals
• New donors and multi year donors will
increase overall fundraising

12. How are we doing at keeping our annual
fund donors? 2013 FEP

13. HOW’S YOUR RELATIONSHIP?
• What is your retention rate?
• What is your average gift?
• What is your upgrade/downgrade
rate?
• How do you compare do yourself and
others?
• Do you have a goal to increase
retention and donor loyalty?
• How well do you know these donors?
• What is a loyal donor?

14. HOW ARE YOUR RELATIONSHIPS?
Do you Benchmark?

15. HOW ARE YOUR RELATIONSHIPS?

16. DONOR RENEWAL AND GIVING DYNAMICS

17. CAMPAIGN & APPROACH ANALYSIS

18. CONSECUTIVE MONTHS AND YEARS

19. BUILT IN AND CUSTOM QUERIES TO USE
• Built in:
• LYBUNT/SYBUNT
• Top Donor
• Custom: All new donors to the Annual Campaign
• Compound query of all first time donors to your Annual Campaign
• All donors this week and subtract out
• All donations before this week

20. HOW DO WE USE THESE TO IMPROVE
RELATIONSHIPS AND RESULTS?
• Based on these queries & reports; create custom queries to identify key
donors to communicate with and thank for upgraded gift, new gifts,
downgraded gifts.
• Use Mass Update to mass add contacts
• Use Custom Account query to add calendar items
• Segment thank you’s and communications based on these.
• New donor thank you and welcome to your group
• Thank you for being a loyal donor letter
• Thank you for increasing your supports
• Thank you for coming back and supporting us again
• Communicate how their money is making a difference

21. HOW DO WE USE THESE TO IMPROVE
RELATIONSHIPS AND RESULTS?
• Set realistic fundraising goals and donor retention rate
goals
• What if you increase donor retention by 4%,6%,10%?
• Measureable by quarter
• Set regular communications with these constituents

22. How’s your relationship?
What is the minimum data you require for:
• A donor record
• Salutations
• Address, City, State
• Account Type needs to be
REQUIRED
• Gift Entry
• Campaign & Approach needs to be
REQUIRED

23. How’s your relationship?
• Donor Profile:
• What do you know about the relationship?
• What do know about the donor?
• Do you set regular communications with each donor and track them
in the donor’s record?
• Do you track your informal communication?
• Do you regularly do NCOA updates?
• Do you track volunteering?
• Do you target any of these donors to build a great profile? 10, 20?
• Ask board and staff about information, birthday, interest in your
group.
• Informal and Formal research? Do you assign staff donors to
manage or to research?
• Do we ask them their preferences? Why not?

24. How’s the relationship?

25. How’s the relationship?
• Queries and Reports on the dashboard
• Calendar of Relationship to do’s
• Progress and donors to communicate with

26. To sum up on essentials of fundraising
success
• Starts with building loyalty and Annual
Giving
• You need a healthy relationship that is
built on your mission AND solid data,
analysis, communication to keep and
build a strong donor base that knows
you make a difference with their help
and giving.
• Use the tools in eTapestry to track, build
and maintain those relationships that
lead to fundraising success!

27. Resources – eTapestry can help you
POWER ON!
• NP Experts – Webinars & eBook: https://www.blackbaud.com/nonprofit-resources/
npexperts?utm_source=blackbaud&utm_medium=website&ut
m_content=homepage&utm_term=corp&utm_campaign=npEXPERTS201
4#.VDHFPPldXhA
• eTapestry Resources for you: https://www.blackbaud.com/fundraising-crm/
etapestry/resources
• NEW eTapestry User Community:
http://community.convio.com/t5/eTapestry/ct-p/BBeTap
• eTapestry Consulting Services: etapconsulting@blackbaud.com
• pam.dechert@blackbaud.com

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