Presentation from Salesforce.org Higher Ed Summit 2018 by: Ian Hayes, Causeview Inc. This session explores how you can simplify pledge management, all while ensuring flexibility for your supporters and a fantastic donor experience. Watch a recording of this presentation: https://youtu.be/fyhQX6AkiRo

1. Painless Pledge
Management
Ian Hayes, CEO, Causeview Inc.

2. Ian Hayes
Founder CEO, Causeview Inc.
• Established in 2008 as a Salesforce.org Implementation Partner
• Launched Causeview product in 2010
• More than 2,000 users globally across US, Canada, Europe and Australia

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4. One-time gifts are still prevalent
Sources:
M+R Benchmark Report
NP Source
84% 83% 84% 83%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
2014 2015 2016 2017
% One-time % Recurring

5. Wouldn’t it be great if Donors did what the say they would?
• Payments arrive earlier or later
• Payment methods change (Cash, Stock, Check, etc.)
• Payer changes (Donor Advised Fund (DAF), Donor’s Company, etc.)
• Donor wants to allocate to a different fund
Change Happens – Lets Deal With It

6. Current pain points with most systems
• Pledge installments are recorded as future payments
• When change happens, you must edit or delete/replace
• Reports need to be updated
• Committed Pledges are recorded as revenue in Finance system
• Accounting needs to be advised of these changes
• Volume of change can become unmanageable

7. We need a better way

8. Start by building a pledge plan with your donor
• Setup the planned installments during the proposal
phase
• Amounts, payment dates and allocations
• When you get a firm commitment, adjust plan and
finalize as “Closed Won”
• Embrace change

9. Pledge Management System Requirements
• Manage your pledge pipeline
• Set reminders for payments coming due and alerts for late payments
• At the time of payments, It should be easy to manage changes:
• Adjust payment amount
• Change payment date
• Adjust fund allocations
• Change Payer (Who gets the hard credit?)

10. Other requirements
• Automate Soft credits
• Tax receipts and acknowledgements
• Posting to Finance should be simple

11. Moving Annual Donors to Recurring Gifts

12. A $100/month donation is worth 20% more than
an annual $1,000 gift.

13. Benefits of recurring gifts
The benefits for schools
• Stable, predictive revenue vs. sporadic giving
• Can map out long-term projects with reliable estimates of available funds
The benefits for donors
• Easier to manage from a cash-flow perspective
• More flexibility to amend a gift if they need to, compared to a larger one-time outlay

14. How to convert Annual Supporters to Recurring Donors
• Make sure your online forms support recurring gifts
• Is your ”Donate Now” button clearly visible
• Run a conversion campaign
• Create a campaign list
• Segment by preferred communication method
• Ideal method is via email, but direct mail works too
• Message
• Explain benefits of recurring gifts for the school and the donor
• Don’t be afraid to ask for a recurring gift

15. System requirements - Recurring Gifts
• Web forms that set-up automatic payments
• Ensure payment gateway…
• Use credit card tokens
• Payment Gateway automatically updates expiring or
replaced credit cards
• Receipting: consolidated vs. individual donation
• Automated acknowledgments each time a gift processes

16. Let’s take a look at Causeview’s
Pledge Manager & Recurring Gift Manager

17. In Summary
• Pledge Management doesn’t have to be painful
• Start with a pledge plan and embrace change
• Convert Donors from annual pledges to recurring gifts
• Expiring credit cards are no problem
• We can help