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10/7/2013 #bbcon 1
Essentials of Successful Fundraising
with eTapestry
PRESENTED BY PAM DECHERT,CFRE SENIOR CONSULTANT
10/7/2013 #bbcon 2
WHAT ARE THE ESSENTIALS OF SUCCESSFUL
FUNDRAISING?
10/7/2013 #bbcon 3
• What are the keys to successful fundraising?
• How is fundraising doing?
• Tools in eTapestry to more...
10/7/2013 #bbcon 4
But ultimately successful fundraising comes
down to:
• A compelling, strong, passionate mission
your do...
10/7/2013 #bbcon 5
2012 CHARITABLE GIVING TRENDS
10/7/2013 #bbcon 6
MULTI CHANNEL AND MULTI
GENERATIONAL IS THE NEW NORM…BUT
10/7/2013 #bbcon 7
ANNUAL GIVING – ESSENTIALS OF
FUNDRAISING SUCCESS START HERE
• New donors start out by giving to your
a...
10/7/2013 #bbcon 8
HOW ARE YOUR RELATIONSHIPS?
2012 FEP Report Takeaways:
 For the first time since 2007, the net giving ...
10/7/2013 #bbcon 9
FEP – OPT IN
10/7/2013 #bbcon 10
ANNUAL GIVING – WHERE IT ALL BEGINS
• New donors start out by giving to your
annual fund
• It is the b...
10/7/2013 #bbcon 11
HOW’S YOUR RELATIONSHIP?
• What is your retention rate?
• What is your average gift?
• What is your up...
10/7/2013 #bbcon 12
HOW ARE YOUR RELATIONSHIPS?
Do you Benchmark?
10/7/2013 #bbcon 13
HOW ARE YOUR RELATIONSHIPS?
10/7/2013 #bbcon 14
DONOR RENEWAL AND GIVING DYNAMICS
10/7/2013 #bbcon 15
CAMPAIGN & APPROACH ANALYSIS
10/7/2013 #bbcon 16
CONSECUTIVE MONTHS AND YEARS
10/7/2013 #bbcon 17
BUILT IN AND CUSTOM QUERIES TO USE
• Built in:
• LYBUNT/SYBUNT
• Top Donor
• Custom: All new donors to...
10/7/2013 #bbcon 18
HOW DO WE USE THESE TO IMPROVE
RELATIONSHIPS AND RESULTS?
• Set realistic fundraising goals and donor ...
10/7/2013 #bbcon 19
HOW DO WE USE THESE TO IMPROVE
RELATIONSHIPS AND RESULTS?
• Based on these queries & reports; create c...
10/7/2013 #bbcon 21
HOW’S YOUR RELATIONSHIP?
What is the minimum data you require for:
• A donor record
• Salutations
• Ad...
10/7/2013 #bbcon 22
HOW’S YOUR RELATIONSHIP?
• Donor Profile:
• What do you know about the relationship?
• What do know ab...
10/7/2013 #bbcon 23
HOW’S THE RELATIONSHIP?
10/7/2013 #bbcon 24
HOW’S THE RELATIONSHIP?
Use eTap mobile to add a donor contact!
Use Quick Entry when you are back in t...
10/7/2013 #bbcon 25
HOW’S THE RELATIONSHIP?
10/7/2013 #bbcon 26
HOW’S THE RELATIONSHIP?
Use your dashboard to manage it, remind and build those
relationships!
10/7/2013 #bbcon 27
HOW’S THE RELATIONSHIP?
• Queries and Reports on the dashboard
• Calendar of Relationship to do’s
• Pr...
10/7/2013 #bbcon 28
TO SUM UP ON ESSENTIALS OF
FUNDRAISING SUCCESS
• Starts with building loyalty and Annual
Giving
• You ...
10/7/2013 #bbcon 29
QUESTIONS?
10/7/2013 #bbcon 30
TWEET ABOUT YOUR SESSION
#ETAPFUNDRAISER
#ETAPRELATIONSHIP
#ANNUALDONORSROCK
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Essentials of Fundraising with eTapestry

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Essentials of Fundraising with eTapestry

  1. 1. 10/7/2013 #bbcon 1 Essentials of Successful Fundraising with eTapestry PRESENTED BY PAM DECHERT,CFRE SENIOR CONSULTANT
  2. 2. 10/7/2013 #bbcon 2 WHAT ARE THE ESSENTIALS OF SUCCESSFUL FUNDRAISING?
  3. 3. 10/7/2013 #bbcon 3 • What are the keys to successful fundraising? • How is fundraising doing? • Tools in eTapestry to more effectively build relationships and raise more money for your annual fund. TODAY’S SESSION WILL COVER:
  4. 4. 10/7/2013 #bbcon 4 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. WE’VE ALL GOT AN OPINION ON THIS…
  5. 5. 10/7/2013 #bbcon 5 2012 CHARITABLE GIVING TRENDS
  6. 6. 10/7/2013 #bbcon 6 MULTI CHANNEL AND MULTI GENERATIONAL IS THE NEW NORM…BUT
  7. 7. 10/7/2013 #bbcon 7 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
  8. 8. 10/7/2013 #bbcon 8 HOW ARE YOUR RELATIONSHIPS? 2012 FEP Report Takeaways:  For the first time since 2007, the net giving level was positive and stands in stark contrast to 2009 during the recession, when the net giving level was $19—that is, for every $100 a charity gained, it lost $119.  In 2011, the net giving level was $0, meaning charities lost $100 for every $100 gained. BUT:  For every $100 you gained in 2012 from new donors & returning donors, you lost an average of $96 from lapsed donors and smaller gifts from current donors. Fundraising Effectiveness Project: You are or should be opted in!
  9. 9. 10/7/2013 #bbcon 9 FEP – OPT IN
  10. 10. 10/7/2013 #bbcon 10 ANNUAL GIVING – WHERE IT ALL BEGINS • 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
  11. 11. 10/7/2013 #bbcon 11 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?
  12. 12. 10/7/2013 #bbcon 12 HOW ARE YOUR RELATIONSHIPS? Do you Benchmark?
  13. 13. 10/7/2013 #bbcon 13 HOW ARE YOUR RELATIONSHIPS?
  14. 14. 10/7/2013 #bbcon 14 DONOR RENEWAL AND GIVING DYNAMICS
  15. 15. 10/7/2013 #bbcon 15 CAMPAIGN & APPROACH ANALYSIS
  16. 16. 10/7/2013 #bbcon 16 CONSECUTIVE MONTHS AND YEARS
  17. 17. 10/7/2013 #bbcon 17 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
  18. 18. 10/7/2013 #bbcon 18 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
  19. 19. 10/7/2013 #bbcon 19 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
  20. 20. 10/7/2013 #bbcon 21 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
  21. 21. 10/7/2013 #bbcon 22 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?
  22. 22. 10/7/2013 #bbcon 23 HOW’S THE RELATIONSHIP?
  23. 23. 10/7/2013 #bbcon 24 HOW’S THE RELATIONSHIP? Use eTap mobile to add a donor contact! Use Quick Entry when you are back in the office!
  24. 24. 10/7/2013 #bbcon 25 HOW’S THE RELATIONSHIP?
  25. 25. 10/7/2013 #bbcon 26 HOW’S THE RELATIONSHIP? Use your dashboard to manage it, remind and build those relationships!
  26. 26. 10/7/2013 #bbcon 27 HOW’S THE RELATIONSHIP? • Queries and Reports on the dashboard • Calendar of Relationship to do’s • Progress and donors to communicate with
  27. 27. 10/7/2013 #bbcon 28 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!
  28. 28. 10/7/2013 #bbcon 29 QUESTIONS?
  29. 29. 10/7/2013 #bbcon 30 TWEET ABOUT YOUR SESSION #ETAPFUNDRAISER #ETAPRELATIONSHIP #ANNUALDONORSROCK

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