The Essence of FOR IMPACT Strategy on Major Gift Success

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This is a must see and hear hour from one of the masters of major gift success Tom Suddes coupled with the insights of how to enable your actions with simple but powerful database concepts from eTapestry co-founder and industry leader Jay Love.

"Every organization is perfectly designed to get the results it is getting."

- Tim Kight

Using this quote as a framing device we'll explore the design you need to change or drive results... we'll reference stories and practical nuggets you can implement based on 25 years of in-the-field experience, $1Billion+ raised directly and $1Billion raised indirectly through our coaching clients.

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  • Donor Engagement
  • The Essence of FOR IMPACT Strategy on Major Gift Success

    1. 1. The Essence of FOR IMPACT Strategy on Major Gift Success July 25, 2013 Tom Suddes | Jay Love
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    22. 22. Double the Lifetime Value of Your Database! Jay B. Love CEO & Co-Founder Bloomerang @bloomerangtech | 22
    23. 23. Effective use of a donor database makes the “ASK” a natural progression of the relationship . . . @bloomerangtech | 23 Final Piece of the Puzzle »
    24. 24. “The total net contribution that a customer/donor generates during his/her lifetime in your database” Defining Lifetime Value » @bloomerangtech | 24
    25. 25. What does a 10% increase in donor retention rates mean in terms of LIFETIME dollars raised? • 50% • 100% • 150-200% Do you know your Retention %? » @bloomerangtech | 25
    26. 26. Improving donor retention rates by 10% can improve LIFETIME dollars raised by? • 150-200%! (Do we have your attention yet?) Is Retention important for NPO’s? » @bloomerangtech | 26
    27. 27. Let’s dig even deeper into “actual” NPO data . . . This scares most NPO Board Members » Donor Attrition Over Five Years # of Donors Attrition Rate Donors Remaining After 1 Year Donors Remaining After 2 Years Donors Remaining After 3 Years Donors Remaining After 4 Years Donors Remaining After 5 Years 1,000 20% 800 640 512 410 328 1,000 40% 600 360 216 130 78 1,000 60% 400 160 64 26 10 @bloomerangtech | 27
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    29. 29. Addressing the Retention Problem! Is it a Donor Relationship Problem? @bloomerangtech | 29
    30. 30. CUE THE EXPERTS: Dr. Adrian Sargeant Bloomerang Chief Scientist Professor of Fundraising at the Center on Philanthropy at Indiana University holding what is presently the world’s only endowed chair in that discipline. Top 10 Most Influential People in Fundraising Renowned expert on Donor Retention and Donor Loyalty Mr. Tom Ahern Bloomerang Donor Communications Head Coach One of the world’s top authorities on donor communications Author of 4 books on Donor Communications Winner of 3 prestigious international IABC Gold Quill awards @bloomerangtech | 30
    31. 31. DONOR RETENTION BEST PRACTICES Dr. Adrian Sargeant Bloomerang Chief Scientist “A 10% improvement in retention can double the LIFETIME value of your donor database!” @bloomerangtech | 31
    32. 32. # of Donors in Current 12 Months (from the previous years pool) divided by # of Donors in Previous 12 Months Calculating Your Retention Rate » @bloomerangtech | 32
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    34. 34. Why Do Customers Leave? (can this apply to donors . . .) • Death 1% • Relocation 3% • Won by Competitor 5% • Bad Complaint Handling 14% • Lack of Interest from Us 77% @bloomerangtech | 34
    35. 35. Key Reasons For Donors Leaving » • No longer able to afford support • No memory of ever supporting! • Organization asked for inappropriate sums • Feeling that other causes are more deserving • Not reminded to give again • Organization did not inform how monies were used • Did not feel connected! @bloomerangtech | 35
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    37. 37. Automatic Engagement Factors @bloomerangtech | 37 • Recency and pattern of giving • Cash donors vs. sustaining donors • # of years giving + • Upgrade / Downgrade + - • Lapsed - • Event attendance + • Opens email + • Click links in emails + • Unsubscribes from email - • Has stated communication preferences + • Has inbound interactions + • Has soft credits + • Volunteers + • Social Media (coming soon) • …and a whole lot more!
    38. 38. 5 Key Retention Drivers (That can double lifetime value) • Drip feed mission performance data • Connect often • Be personal (SEGMENT) • Find & use numerous human connectors • Always communicate what monies are doing! @bloomerangtech | 39
    39. 39. Questions?
    40. 40. Next Webinar: Are You Ready For A Capital Campaign? When: August 7th, 1pm EST Linda Lysakowski | Jay Love https://bloomerang.co/resources/webinars/

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