Finding Diamonds: Putting the Power of Analytics to Work for You

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Busy, busy, busy – everyone in fundraising is always so busy. We’re communicating with prospects, having meetings, submitting proposals, and nurturing relationships. But are we engaging with the right people? And “right” doesn’t just mean wealthy. “Right” means the people most likely to support your organization – soon, over the longer term, and substantially – these are the people you want to be cultivating. So how can you know who they are without taking the time to speak with them? In a word: analytics. No, don’t cringe. No flashbacks to Statistics 101 here. You don’t have to do the math, but you can reap the benefits. They include getting a solid profile of your best proven supporters; a deep dive into your database to surface similar prospects; and a clearly prioritized list of who you should be speaking with next. In this engaging session, we’ll discuss actionable plans for using analytics to focus your efforts and boost your fundraising, as well as cool new trends!

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  • Finding Diamonds – Putting the Power of Analytics to Work for You Busy, busy, busy – everyone in fundraising is just so busy. We’re communicating with prospects, having meetings, submitting proposals, nurturing relationships. But are we engaging with the right people? And “right” doesn’t just mean wealthy. “Right” means the people most likely to support your organization – soon, over the longer term, and substantially. Those are the people you want to be cultivating. So how can you know who they are without taking the time to speak with them? In a word – Analytics. No, don’t cringe. No flashbacks to Statistics 101 here. You don’t have to do the math, but you can reap the benefits. They include: a solid profile of your best proven supportersa deep dive into your database to surface similar prospects and a clearly prioritized list of who you should be speaking with next In this engaging session, we’ll discuss actionable plans for using analytics to focus your efforts and boost your fundraising, and we’ll talk about cool new trends too!
  • Now it floods at you (or you’re told it should) and you need to sort through. How? – attend the later sessions!Why? – you’re in the right placeWealth Screening – Old SchoolUsed to just be bold itemsYou had to work to track down that infoA couple simple scoresYou had to interpretReporting Tools = LamePros – easier to figure outCons – simplistic (too easy!) Sub-par results
  • Learning and ProgressingRefining ProfileRefining TacticsRepeat!
  • Finding Diamonds: Putting the Power of Analytics to Work for You

    1. 1. t<br />Finding Diamonds:<br />The Power of Analytics<br />Heller Consulting<br />www.teamheller.com<br />
    2. 2. About Heller Consulting<br />Experience<br />15 Years - 800 Clients – 1,700 Projects<br />Places<br />San Francisco, Chicago, New York<br />People<br />25+ People – Smart, Skilled, Committed<br />Focus<br />Serve Solely Non Profits<br />All Consultants Have Worked in Nonprofits<br />
    3. 3. Heller Consulting Service Areas<br />Select<br />Needs Analysis & Software Selection<br />Implement<br />Conversion & Implementation<br />Optimize<br />Cleaner Data, Better Business Practices<br />Grow<br />Extend Your Fundraising<br />Manage Your Mission<br />
    4. 4. Working Smarter with Analytics<br /><ul><li>Cultivating the Right People
    5. 5. Prospect Centric Relationships:
    6. 6. Knowing your Prospect
    7. 7. Tailoring your Message
    8. 8. Communicating how they do
    9. 9. Better Results:
    10. 10. Short-term –More giving
    11. 11. Long-term – Right effort </li></li></ul><li>Prospecting Today – TMI!<br />Who<br />Many new people interacting with you<br /><ul><li>Traditional – DM, MG, PG
    12. 12. Fundraising is less local than it used to be.
    13. 13. Website Visitors
    14. 14. Mission Beneficiaries</li></ul>What you can know<br />Many sources of info<br /><ul><li>Offline fundraising
    15. 15. Stats & demographics
    16. 16. Online Activities
    17. 17. Interactions with You
    18. 18. Other Behavior</li></li></ul><li>What we know about you<br /><ul><li>You are here
    19. 19. Really. There’s GPS on your phone.
    20. 20. What you ordered at Starbucks this morning
    21. 21. And on this day last year
    22. 22. Prefer Peets? Tea? Organic Soy Lattes?
    23. 23. We know that too.
    24. 24. Which credit card you used
    25. 25. And your credit score
    26. 26. What you’ve bought on Amazon
    27. 27. And what you’ll likely buy next</li></li></ul><li>Focusing<br /><ul><li>From TMI - too much information
    28. 28. To SMI - so much information
    29. 29. corralling it all – a system, a vendor
    30. 30. To SI - strategic information
    31. 31. putting it to work for you
    32. 32. serving your strategy
    33. 33. This requires HAVING a strategy
    34. 34. Again, you don’t start from scratch</li></li></ul><li>Strategy Starter - Historical Analysis<br /><ul><li> Who has given before?
    35. 35. Beyond RFM
    36. 36. Who are they really?
    37. 37. Going undercover
    38. 38. Pulling back the curtain
    39. 39. Doing fancy math</li></li></ul><li>Profiles<br /><ul><li>Who gives to you?
    40. 40. What do they look like?</li></ul>Gift Likelihood Model<br /><ul><li>Years of Consecutive Giving
    41. 41. Income
    42. 42. Age
    43. 43. Assessed Home Value
    44. 44. Mortgage Balance
    45. 45. Amount Currently Past Due
    46. 46. Combined Market Value of All Vehicles</li></li></ul><li>Gift Likelihood Variable Distribution<br />
    47. 47. Finding Future Donors – Who Matches the Profile?<br /><ul><li>Diving back into your database
    48. 48. Surfacing “high likelihood” prospects
    49. 49. Prioritizing</li></li></ul><li>From Strategy to Tactics….<br /><ul><li>Working with your priority prospects
    50. 50. Assignments
    51. 51. Cultivation Plans / Action Tracks
    52. 52. 3 or 4 at most!
    53. 53. See who responds
    54. 54. who say’s “I’m here, I’m interested!”
    55. 55. Time delimited
    56. 56. stop what isn’t yielding results</li></li></ul><li>Evaluating Results / Establishing KPI’s<br /><ul><li>Prospect Performance
    57. 57. Solicitor Performance
    58. 58. Pipeline Reporting
    59. 59. Aging
    60. 60. Learning to Let Go
    61. 61. What did we achieve?
    62. 62. What should we aim for next time?
    63. 63. Learning & Progressing</li></li></ul><li>Getting Started<br /><ul><li>How it works
    64. 64. Initial - Broad screening
    65. 65. Ongoing - On demand
    66. 66. Partnering with a Vendor:
    67. 67. Core Competencies
    68. 68. Cost
    69. 69. Contributions (raising more!)</li></li></ul><li>Questions & Answers<br />
    70. 70. Phone: 510-841-4222 Website: www.teamheller.com<br />

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