Shift your fundraising to a bottom-line mindset, and bring more money to your nonprofit’s mission. Learn how to overcome major barriers to effective fundraising. Mary Hunter (@maryhunterjdrf) of JDRF and John Goering (@jtgoering) of CDS Global show you how to immediately improve, and measure, your organization’s gift-giving ROI. “Nonprofits can easily get wrapped up on total dollars raised, instead of focusing on their bottom line,” says Mary Hunter, Director of Centralized Processing at JDRF. “Fundraisers must shift their focus to include profit AND loss. Today’s nonprofits must shift to a bottom line mindset to effectively achieve their mission.” While maxing out your fundraising meter looks great on the surface, high donations can’t help your mission if most of it goes to cover high expenses. Key Takeaways: 1. Learn how to identify organizational inefficiencies, and how to fix them. 2. Measure key performance indicators and create first-time benchmarks. 3. Get key tips for lowering event and campaign costs. 4. Maximize personnel and assets to focus on untapped strengths and opportunities. 5. Break down silos and barriers to transparency in order to create fluid, quick collaboration. Presented by: • Mary Hunter (@maryhunterjdrf), Director of Centralized Processing at JDRF • John Goering (@jtgoering), Vice President of Business Development at CDS Global Find more resources at: cds-global.com/nonprofits Follow us: @CDSGlobalNP

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BALANCING FUNDRAISING AND THE BOTTOM LINE
How a shift toward efficiency in fundraising operations can bring more money to your mission.
Mary Hunter, JDRF & John Goering, CDS Global

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Speaker Backgrounds
INTRODUCTION
• Executive Director, JDRF Central Iowa
• Budget and Forecasting, JDRF
• Director of Centralized Processing, JDRF
JOHN GOERINGVice President of Business Development, CDS Global
www.cds-global.com/nonprofits
• Numerous positions at CDS Global
• Worked with many nonprofit clients
• Experience in improving operational
efficiency
MARY HUNTER
Director of Centralized Processing, JDRF
www.jdrf.org

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What Matters Most
WHAT IS IT ABOUT JDRF?
WHAT DRIVES US
JDRF exists for the millions of children, adults, and
families affected by T1D every day. Their determination
to live with this disease inspires us, and strengthens our
resolve to create a world without T1D.
WHAT SEPARATES US
JDRF is the only T1D research organization that
allocates resources throughout the development
pipeline, from discovery in the laboratory to delivery of
new technology and treatments for people with T1D.
WHAT PROPELS US
JDRF combines aggressive fundraising and hands-on
collaboration with a broad range of scientific, regulatory
and corporate partners, toward improving the lives of
those living with T1D and, ultimately, finding a cure.

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WHAT’S KEEPING US FROM
FUNDRAISING EFFICIENTLY?

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WHAT’S KEEPING US FROM FUNDRAISING EFFICIENTLY?
Don’t just focus on dollars raised. Focus on P&L.
 Shift your organization’s thinking: it’s about the bottom line.
 Decreasing costs means more money going to the mission.
 Know when to spend money to make (or save) money.
INSTILL A MINDSET CHANGE
Though it might seem like fundraising 101,
expenses are often overlooked in nonprofit orgs.
Communicate and coach everyone to focus on the
bottom line: board, staff, and volunteers.

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HOW CAN FUNDRAISERS REDUCE THEIR
CAMPAIGN EXPENSES?

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Understand your P&L and budget for campaigns.
HOW CAN FUNDRAISERS REDUCE THEIR CAMPAIGN EXPENSES?
 Study data from previous years – use to set and
manage your budget.
 Start tracking if you aren’t already.
 First time campaigns – ask your peers.
 Established campaigns – don’t rely on “business
as usual.”
 Stick to your budget once you set it.
 Evaluate your campaigns honestly.

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 Staff, board of directors, vendors,
volunteers, corporate sponsors
 Single point of contact – consistency of
communication
 Track and give credit where it is due!
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HOW CAN FUNDRAISERS REDUCE THEIR CAMPAIGN EXPENSES?
Maximize your relationships.

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Get everything donated.
 Work your way down your P&L report for a
campaign, starting with the biggest expenses.
 Start dwindling down those expenses with in-
kind donations – relationships are key!
IN-KIND DONATION
EXAMPLES:
 Office space – stop paying rent
 Piggyback off corporate
operations
 Printing
 Postage and mailings
 Board members take turns
hosting board meetings
 Video and design work
 Food
 Remember to barter!
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HOW CAN FUNDRAISERS REDUCE THEIR CAMPAIGN EXPENSES?

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 Sponsorships for campaigns – what can you offer?
 Marketing benefits
 Community goodwill
 Benefits for sponsors, at little or no cost to you
 Know your sponsors – what do they value?
 Formalize your offer, but keep the following in mind:
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HOW CAN FUNDRAISERS REDUCE THEIR CAMPAIGN EXPENSES?
Remember: You have something to offer!
Sustainability Ability to Fulfill Flexibility
Can you sustain your
sponsorship levels?
Keep your promises to
your sponsors!
Let sponsors support in
a way that suits them.

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WHAT DOES A WELL-RUN FUNDRAISING
OPERATION LOOK LIKE?

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When you don’t notice it!
WHAT DOES A WELL-RUN FUNDRAISING OPERATION LOOK LIKE?
 Fundraisers don’t spend large amount of
time on administrative tasks.
 Relationships are well-managed with little
friction (donors, staff, volunteers, vendors,
BOD, etc.).
 Fundraisers and operations have insight
into each other’s processes, without one
team frequently asking the other for
information.

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WHAT ARE SOME COMMON AREAS OF
OPERATIONAL INEFFICIENCIES?

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WHAT ARE SOME COMMON AREAS OF OPERATIONAL INEFFICIENCIES?
Spotting the problems that slow you down.
UNNECESSARY OR REDUNDANT WORK
MISSED OPPORTUNITIES WITH PARTNERS
SILOS AND LACK OF TRANSPARENCY
UNPRODUCTIVE USE OF STAFF, VOLUNTEERS, AND BOARD MEMBERS
HUMAN ERROR
LACK OF ACCOUNTABILITY

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HOW CAN WE FIX THESE FUNDRAISING
INEFFICIENCIES?

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Four Methods
HOW CAN WE FIX THESE FUNDRAISING INEFFICIENCIES?
 Centralize and consolidate
 Use your personnel wisely
 Strive for cross-departmental
transparency and communication
 Standardize and automate to ensure
consistency, accuracy, and accountability

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 Use a CRM as a central repository for
information
 Establish a central point of contact for cross-
departmental or chapter questions
 Consolidate and share staff members
 Consolidate administrative tasks to a single
person
 Centralize and consolidate outsourced
functions with a single vendor
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HOW CAN WE FIX THESE FUNDRAISING INEFFICIENCIES?
Centralize and consolidate.

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 Staff assignments should be based on proficiency,
not campaign or project
 Staff, volunteers and board should have tasks
matched to skill
 Shift fundraisers out of administrative duties (use
volunteers, software)
 Know your personnel
 Board skills assessments, volunteer interviews, job
descriptions for committee chairs
 Empower and value
 Give volunteers and staff freedom, but empower
them to act and show your appreciation!
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HOW CAN WE FIX THESE FUNDRAISING INEFFICIENCIES?
Use your personnel wisely.

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 Someone should always be available who
knows how to interact with the donor – a
consistent message is extremely important
 Cross-training – establish a formal program
 Volunteer/Staff partners
 All-inclusive meetings
 Know your partners and your vendors
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HOW CAN WE FIX THESE FUNDRAISING INEFFICIENCIES?
Communication and transparency.
Different image…

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 Consistency, accuracy, and accountability
 Moves management and donor
ownership/accountability
 Share designs, processes, forms, etc. across
chapters or departments to improve consistency
 Automate to reduce human error
 Evaluate your technology – could it standardize
your processes?
 Upgrades or using what you have more efficiently
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HOW CAN WE FIX THESE FUNDRAISING INEFFICIENCIES?
Standardize and automate.

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 Start communicating: think about the bottom line!
 Get to know your P&L reports.
 Start asking yourself: Where can you cut back expenses with in-kind donations?
 Take stock of your third-party vendors, partners, technology, and services – are they
being used to their full potential?
 Assess your board, staff, and volunteers – take steps to better understand their skill
sets, and evaluate possibilities for reorganization.
 Locate gaps where standard processes don’t exist, and think about ways to
standardize or automate those areas.
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CONCLUSION
What should you do now?

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KEEP IN TOUCH
Mary Hunter @MaryHunterJDRF
John Goering @JTGoering
CDS Global @CDSGlobalNP
cds-global.com/nonprofits
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