Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.
Keeping it Fresh!
How to Continue Growing
As a Mature Nonprofit
Felecia Webb
Vice President of Development
Gay Men’s Healt...
GMHC is the nation's leading provider of HIV/AIDS care,
prevention services and advocacy. We serve nearly 9,000
people liv...
DOROT alleviates social isolation among the elderly and
provides services to help them live independently as valued
member...
Staying Relevant
Market | Messaging | Testing
Staying Relevant
Building vibrant, integrated programs
Focusing on donor stewardship
Embracing change
What GMHC and DOROT ...
GMHC’s Integrated Program
$1.1 million raised (low $ direct response)
• Five acquisition mailings to 875,000 prospects
• E...
We Recognize Longevity
25% of active donors are 20+ year
First Gift Year Donors % of Total
1985 123 0.61%
1986-1989 1,178 ...
We Cultivate & Steward
Through Events That Matter
#NYNP2016 | @lautmandc
8
As We Mature … We Adapt
We Embrace Change
#NYNP2016 | @lautmandc
9
DOROT Uses ALL Channels
to thank donors
offer “Insider Info”
give donors the
recognition they deserve
and of course … to a...
We Focus on Cultivation
& Stewardship
And reminder calls to donors
who have not given (yet).
With “Thank You” Calls to New...
Messaging
Messaging Techniques
Expressing urgency
Addressing the changing needs of the community
Continuing to use what works!
What ...
The Crisis Is Not Over
There is still URGENCY
#NYNP2016 | @lautmandc
14
Focus on Community
Through Meals and Services
#NYNP2016 | @lautmandc
15
Expressing Urgency
Lifted Response Significantly
#NYNP2016 | @lautmandc
16
Adjusting the Message
Minor Changes Made A Major Difference
#NYNP2016 | @lautmandc
17
Don’t Mess with Success!
Use Techniques that WORK
#NYNP2016 | @lautmandc
18
Don’t Mess with Success!
Use Techniques that WORK
#NYNP2016 | @lautmandc
19
Market
Making the Most of a Limited Market
Using Modeled Lists
Geographic Selects
Identifying Warm Prospects
High $ Exchanges
Mul...
Seasonal Co-Controls
#NYNP2016 | @lautmandc
22
Seasonal Co-Controls
#NYNP2016 | @lautmandc
23
Customized Mailings
To the “almost lapsed”
#NYNP2016 | @lautmandc
24
Special Year-end LYBUNT Mailing
Combined with
coordinated calls
#NYNP2016 | @lautmandc
25
Testing
Test, Test, Test!
Tweak testing for established controls
New package testing
What GMHC and DOROT are Doing
#NYNP2016 | @la...
Tweak Testing
#NYNP2016 | @lautmandc
28
Tweak Testing
Nothing Has
Beat Control
#NYNP2016 | @lautmandc
29
Package Testing
Nothing Has
Beat Control
#NYNP2016 | @lautmandc
30
Testing Meals vs. Social Isolation …
Will Let you know what wins!
#NYNP2016 | @lautmandc
31
Package Testing
#NYNP2016 | @lautmandc
32
Bryan Evangelista
bevangelista@lautmandc.com
Felecia Webb
FeleciaW@gmhc.org
Audrey Stein
AStein@dorotusa.org
Keeping it Fr...
Upcoming SlideShare
Loading in …5
×

Keeping it Fresh! How to Continue Growing As a Mature Nonprofit

78 views

Published on

Bryan Evangelista at #NYNP2016 in New York

Published in: Government & Nonprofit
  • Be the first to comment

  • Be the first to like this

Keeping it Fresh! How to Continue Growing As a Mature Nonprofit

  1. 1. Keeping it Fresh! How to Continue Growing As a Mature Nonprofit Felecia Webb Vice President of Development Gay Men’s Health Crisis (GMHC) Audrey Stein Chief Development Officer DOROT Bryan Evangelista Vice President Lautman Maska Neill & Company
  2. 2. GMHC is the nation's leading provider of HIV/AIDS care, prevention services and advocacy. We serve nearly 9,000 people living with HIV/AIDS in the epidemic's largest U.S. epicenter. As the world's first HIV and AIDS service organization, GMHC is on the front lines caring for people who are both HIV negative and positive, including: testing, nutrition, legal, mental health and education services. Meet Felecia Webb from GMHC
  3. 3. DOROT alleviates social isolation among the elderly and provides services to help them live independently as valued members of the community. We serve the Jewish and wider community, bringing the generations together in a mutually beneficial partnership of elders, volunteers and professionals. Meet Audrey Stein from DOROT
  4. 4. Staying Relevant Market | Messaging | Testing
  5. 5. Staying Relevant Building vibrant, integrated programs Focusing on donor stewardship Embracing change What GMHC and DOROT are Doing #NYNP2016 | @lautmandc 5
  6. 6. GMHC’s Integrated Program $1.1 million raised (low $ direct response) • Five acquisition mailings to 875,000 prospects • Eleven mail appeals to 21,000 active donors • 30+ email campaigns Roughly 10% of revenue raised online (emails & website) Additional $150K in upgrades to Major Donor level Is Built Upon a Solid Base #NYNP2016 | @lautmandc 6
  7. 7. We Recognize Longevity 25% of active donors are 20+ year First Gift Year Donors % of Total 1985 123 0.61% 1986-1989 1,178 5.89% 1990-1994 1,616 8.08% 1995-1999 2,113 10.56% 2000-2004 1,996 9.98% 2005-2009 3,352 16.75% 2010-2015 9,631 48.13% #NYNP2016 | @lautmandc 7
  8. 8. We Cultivate & Steward Through Events That Matter #NYNP2016 | @lautmandc 8
  9. 9. As We Mature … We Adapt We Embrace Change #NYNP2016 | @lautmandc 9
  10. 10. DOROT Uses ALL Channels to thank donors offer “Insider Info” give donors the recognition they deserve and of course … to ask for additional gifts! #NYNP2016 | @lautmandc 10
  11. 11. We Focus on Cultivation & Stewardship And reminder calls to donors who have not given (yet). With “Thank You” Calls to New Donors #NYNP2016 | @lautmandc 11
  12. 12. Messaging
  13. 13. Messaging Techniques Expressing urgency Addressing the changing needs of the community Continuing to use what works! What GMHC and DOROT are Doing #NYNP2016 | @lautmandc 13
  14. 14. The Crisis Is Not Over There is still URGENCY #NYNP2016 | @lautmandc 14
  15. 15. Focus on Community Through Meals and Services #NYNP2016 | @lautmandc 15
  16. 16. Expressing Urgency Lifted Response Significantly #NYNP2016 | @lautmandc 16
  17. 17. Adjusting the Message Minor Changes Made A Major Difference #NYNP2016 | @lautmandc 17
  18. 18. Don’t Mess with Success! Use Techniques that WORK #NYNP2016 | @lautmandc 18
  19. 19. Don’t Mess with Success! Use Techniques that WORK #NYNP2016 | @lautmandc 19
  20. 20. Market
  21. 21. Making the Most of a Limited Market Using Modeled Lists Geographic Selects Identifying Warm Prospects High $ Exchanges Multi Strategy PLUS … Mailing co-controls Lapsed donor strategies What GMHC and DOROT Are Doing #NYNP2016 | @lautmandc 21
  22. 22. Seasonal Co-Controls #NYNP2016 | @lautmandc 22
  23. 23. Seasonal Co-Controls #NYNP2016 | @lautmandc 23
  24. 24. Customized Mailings To the “almost lapsed” #NYNP2016 | @lautmandc 24
  25. 25. Special Year-end LYBUNT Mailing Combined with coordinated calls #NYNP2016 | @lautmandc 25
  26. 26. Testing
  27. 27. Test, Test, Test! Tweak testing for established controls New package testing What GMHC and DOROT are Doing #NYNP2016 | @lautmandc 27
  28. 28. Tweak Testing #NYNP2016 | @lautmandc 28
  29. 29. Tweak Testing Nothing Has Beat Control #NYNP2016 | @lautmandc 29
  30. 30. Package Testing Nothing Has Beat Control #NYNP2016 | @lautmandc 30
  31. 31. Testing Meals vs. Social Isolation … Will Let you know what wins! #NYNP2016 | @lautmandc 31
  32. 32. Package Testing #NYNP2016 | @lautmandc 32
  33. 33. Bryan Evangelista bevangelista@lautmandc.com Felecia Webb FeleciaW@gmhc.org Audrey Stein AStein@dorotusa.org Keeping it Fresh! How to Continue Growing as a Mature Nonprofit #NYNP2016 | @lautmandc33

×