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.

BIG Results from small Shops

5 views

Published on

DMANF Chicago 2018

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

  • Be the first to like this

BIG Results from small Shops

  1. 1. Big Results from Small Shops Amy Sukol, CFRE Executive Vice President Lautman Maska Neill & Company Ted Traver Manager of Direct Response Development Department Visiting Nurse Service of New York Audrey Stein Chief Development Officer DOROT
  2. 2. BIG Results from SMALL SHOPS Today’s Conversation • Leveraging your MAIL • Leveraging your DATA • Leveraging your PEOPLE 2
  3. 3. 3 Amy Sukol, CFRE ExecutiveVice President Lautman Maska Neill & Company TedTraver Manager of Direct Response Development Department Visiting Nurse Service of NewYork Audrey Stein Chief Development Officer DOROT
  4. 4. LEVERAGING THE MAIL Direct Mail can be used for Upgrades, Lapsed Recapture and Cultivation. You can also use it for Capital campaign interactions as well as Planned Giving. And it doesn’t need to cost a lot. For example: 4
  5. 5. Upgrades 5
  6. 6. Storytelling 6
  7. 7. Increasing Urgency 7
  8. 8. On the Phone: Proactive calls to the “almost lapsed” and “one-time a year” givers Lapsed prevention
  9. 9. Mail & Phone: Special year-end LYBUNT mailing combined with coordinated calls Lapsed recapture Jane Q Sample 123 Main Stree Anytown USA
  10. 10. Cultivation 10
  11. 11. Cultivation 11
  12. 12. Thank you emails to new donors Segmentation
  13. 13. And more cultivation 13
  14. 14. Capital Campaign 14
  15. 15. Planned Giving 15
  16. 16. 16
  17. 17. What mailings are you already doing that could be leveraged for increased giving, lapsed recapture or cultivation?
  18. 18. LEVERAGING DATA Use Data to find hidden gems. Don’t be afraid to take an honest look at your program, let the data guide you, create a plan and stick to it, measure the change … course correct … move forward For example: 18
  19. 19. can make a difference in the mail 1 9 Wealth Screening
  20. 20. as a tool for tracking large gifts 2 1 Use Your Budget
  21. 21. can help you find hidden gems in your house file 22 Data Modeling
  22. 22. E-appends as a way to increase channel integration 2 4
  23. 23. What data do you already have (or could you get) to leverage for a more personalized program?
  24. 24. LEVERAGING PEOPLE A small staff means people are one of your greatest assets. They may be able to help you more than you think. For example: 27
  25. 25. Year-end Phone-a-Thons Leverage your board and volunteers for:
  26. 26. “Thank you” calls to new donors
  27. 27. Board-sponsored Matching Gifts
  28. 28. Leverage your consultants — push them to think outside the mailbox
  29. 29. Leverage your vendor/partners — they may have tools that can help
  30. 30. What people do you have in your organization you could leverage to improve fundraising?
  31. 31. 34 Amy Sukol, CFRE ExecutiveVice President Lautman Maska Neill & Company TedTraver Manager of Direct Response Development Department Visiting Nurse Service of NewYork QUESTIONS? Thank you! Audrey Stein Chief Development Officer DOROT

×